• Secures and retains business for PPD through professional, consultative, proactive sales activities directed at decision-makers and decision influencers at existing and new clinical sponsors. • Positions PPD as a primary or preferred provider for Medical Communications work to be outsourced. • Qualifies deals and develops proposals including defining the solutions and recommending pricing structures to meet strategic company goals. • Serves as the primary contact until work is sold, then coordinates with the relevant medical communications area(s) to ensure a successful implementation. • Acts as a liaison between sponsor and company on all business development activities and requirements. • Gathers data on marketing trends and competitive products/services and pricing. • Orchestrates RFP strategy calls, develops client proposals, prepares client presentations, and negotiates and closes contracts. • Signs new business authorizations at or above assigned authorization goal. • Makes cold calls and client visits; maintain sales database; maintain cold call and client visit activity reports. • Ensures client satisfaction through periodic client contact; report and develop recommendations to address client dissatisfaction; respond to all client requests. • Mentors and trains junior level staff.

• Be Sophos’ ‘on the ground’ presence to support all partners to achieve bookings quota and business and product targets in the assigned territory • Manage all day-to-day queries for channel partners in the assigned territory • Drive territory channel planning process (define capacity, recruitment, and enablement requirements for all partner types) • Identify and recruit top partners as defined by the channel planning process • On-board and enable top partners to ensure partner success in marketing all Sophos solutions • Communicate and follow up to ensure top partners remain up to date on all necessary training and certifications • Conduct joint-business planning with top territory partners • Align with distribution manager and distribution to get channel strategy implemented • Align Sophos resources to support distribution partner activities • Cultivate strong consultative relationships with key individuals at top partners and act as single point of contact to ensure satisfaction of top partners

• Promote Innovative Solutions: Advocate for our all-flash enterprise storage technology. • Build Relationships: Foster strong connections with customers, ensuring high satisfaction. • Lead and Strategise: Direct pursuit teams and develop account plans to secure new customers. • Manage Sales Pipeline: Drive activities to meet and exceed sales quotas. • Collaborate with Partners: Work with Channel, GSI, and Ecosystem Partners to position Everpure. • Execute Account Strategies: Develop and implement strategies to close deals consistently. • Deliver Results: Surpass quotas, maintain a strong pipeline, and drive referenceable business. • Communicate Effectively: Present proposals highlighting Everpure's benefits.

• Sell Abnormal security solutions to your defined territory with the goal to overachieve new annual recurring revenue quota • Work Mid Market accounts (<3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities with Mid Market accounts (<3k mailbox organizations) to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.