• Establish and manage relationships with current customers by demonstrating in-depth knowledge of their business and challenges and therefore their specific business needs as well as an in-depth understanding of the 8x8 solutions and the respective business impact • Maximise existing relationships to contact new business leads within the customer to maximise on cross sell and upsell opportunities • Pursue, negotiate, and close cross-sell opportunities maximising the customers use of the product and our opportunity with the customer • Work with internal teams, especially Professional Services, to ensure the customers are maximising the use of the solutions and services • Work closely with direct and channel sales teams throughout the sales processes

• Acting as a primary contact for assigned strategic accounts • Traveling to customer corporate locations to solidify relationships with key decision makers • Determining customer needs and learning application and business requirements • Establishing, cultivating, and leveraging customer relationships at a branch and corporate level • Conducting market and customer research • Staying in frequent contact with customers by email or phone • Business travel to customers when needed • Attending top industry trade shows and driving other prospecting activities • Leading sales presentations, annual pricing negotiations, business reviews and product proposals • Acting as a customer advocate within internal organizations and cross-functional teams • Closely work with OEM management and territory sales managers to identify, develop and close new sales opportunities

• Demonstrates an advanced level of subject matter expertise and employs consultative-selling techniques to identify and advance opportunities. • Coordinates and owns account plans for strategic commercial accounts, focusing on larger deals, portfolio management, and effectively selling the organization’s offerings. • Identifies complex customer requirements, maps them with the organization’s capabilities, and chooses the most suitable direct/indirect supply chain options. • Builds strong professional relationships with high-level clients, gains a deep understanding of their unique business needs, and aligns the organization's solutions accordingly. • Develops and executes sales strategies, territory account plans, and market penetration strategies to drive significant revenue growth and expand market share. • Analyzes and interprets key performance indicators (KPIs) and market trends to provide strategic insights and recommendations to senior management for optimizing sales performance. • Engages strategically with partners to improve win rates on selective deals and consistently achieves and manages quarterly, half-yearly, and yearly sales quotas. • Leads contract negotiations with major clients, overseeing contract terms and renewals with a proactive approach to ensure profitable deals and lasting positive relationships. • Manages the sales pipeline, enters, and updates opportunities in the pipeline tool, and implements pipeline management practices. • Conducts regular strategic business reviews with key clients, assessing their long-term goals, gathering feedback, and proactively identifying areas for improvement.

• The primary role of this position will be to provide account management/sales targeting industrial, data center, hospitals, and electrical contractors to sell Shermco’s full line of electrical testing, maintenance, repair & engineering services. • Perform direct sales and business development activities which contribute to the growth and retention of business so as to meet or exceed targeted sales goals. • Qualify prospective sales opportunities to determine which opportunities to pursue. • Accountable for attaining yearly multi-million dollar sales budgets. • Identify, develop and implement sales strategies. • Assist in the preparation of estimates, sales proposals, and sales presentations. • Visit assigned account(s) on a regular basis in order to maintain a "strategic relationship" status; identifies necessary account changes and opportunities as quickly as possible. • Maintain industry knowledge and improve technical knowledge based on market requirements. • Support our key marketing activities necessary to support sales growth in efforts such as, road shows, national conferences, tradeshows, sales trainings, and various sales engagement activities such as trade organizations. • Manages pricing and channel issues as they arise relating to competitive quotes and cross selling conflicts. • Support account from sales, securing purchase orders, terms and conditions, and customer relations. • Perform job walks. • Be a front line focal point between sales and production to qualify opportunities. • Be able to support lunch and learns and lead customer discussions. • Work with Customer Service group to enhance customer’s buying experience. • Support Shermco training events and trade shows. • Import sales activity into CRM.