• Become a Trusted Advisor within the Cyber Security Industry and become an expert of CrowdStrike services and products. • Actively engage our prospective customers and existing clients to identify new opportunities to grow and provide CrowdStrike services. • Run a sophisticated Sales motion from Prospecting to Closure. • Work with our Regional Sales Managers and Regional Directors to collaborate and execute plans to qualify and close enterprise business. • Collaborate with our Sales Engineers (SE’s) to devise and execute account strategies and plans. • Partner with our internal sales teams to drive both net-new and recurring revenue. • Forecast and report pipeline updates to the management team. • Provide exceptional sales guidance and high touch customer service, including escalation, triage and coordination of urgent matters, as needed. • Stay well educated and informed as to the CrowdStrike competitive landscape and how to sell the value of our solutions and services when compared to the relevant competitors in the cyber security market space. • Be a go-getter that sets his/her sights above and beyond to blow out their established targets, goals and quotas. • First line of contact acting as a trusted advisor to organizations experiencing a breach requiring CrowdStrike’s Incident Response (with weekend on-call rotation and potential after hours responsibilities to support these customers).

• Provide management oversight to sales specialists within the Region to drive all pertinent issues related to sales strategy and goal attainment. • Participate in strategic planning sessions with the sales management team on a quarterly and annual basis. • Communicate corporate strategy to employees within your team. • Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution. • Establish short-term and long-term goals and quotas in line with objectives. • Identify needed resources for supporting sales strategy and develop a proposed budget for Senior Management review. • Select, develop, and evaluate personnel to ensure sales goals are met. • Keep senior leadership informed of key issues and changes which may impact expected business results.

• Develop and lead the enterprise-wide B2B sales enablement strategy to accelerate institutional adoption and revenue growth. • Establish scalable frameworks, tools, messaging, and performance standards that drive consistent field execution, pipeline expansion, and measurable market impact across priority segments. • Define and oversee a comprehensive partner enablement strategy that equips academic institutions with onboarding frameworks, go-to-market guidance, and performance resources to ensure successful program launches, credential adoption, and long-term institutional retention. • Provide executive-level leadership in aligning Sales and Product strategy, ensuring onboarding and ongoing sales training reflect institutional value propositions, market intelligence, competitive positioning, and revenue priorities. • Oversee the development and continuous optimization of segment-specific playbooks, messaging architectures, objection-handing frameworks, and consultative sales materials tailored to institutional decision-makers. • Lead the strategic design of channel-specific enablement and nurture frameworks, including campaigns, dashboards, performance analytics, and tools that drive awareness, pipeline acceleration, and revenue attainment across markets. • Serve as a senior strategic liaison across Marketing, Product, Research, and Analytics, ensuring cross-functional alignment, disciplined execution, and accountability to APWD growth goals, timelines, and enterprise priorities. • Identify, evaluate, and prioritize new market expansion opportunities aligned with institutional demand, competitive landscape insights, and ISACA’s category positioning. • Lead the design, validation, and executive oversight of pilot programs and market entry strategies to test new partner types, distribution channels, and revenue models. • Translate emerging initiatives into operationalized, repeatable programs with defined governance structures, performance metrics, and cross-functional alignment.

• Manages the overall sales operations and production within the assigned territory. • Develops and implements strategies to maximize opportunities for all Keyfactor products and product lines. • Leads, mentors, and develops a team of sales representatives, including recruiting, hiring, and training new team members. • Promotes and sells Keyfactor’s products to customers, handling negotiations on price, terms, and concessions. • Collaborates with marketing, channel and SDR teams to enhance and adapt ABX and top of funnel motions according to local market needs. • Executes a territory plan to drive revenue growth and achieve sales targets. • Generates accurate monthly forecasts and predicts revenue on a regular basis. • Handles escalation issues and manages their resolution effectively. • Conducts weekly meetings with the sales team to review top of funnel and bottom of funnel activities. • Stays current on competitive landscape and technology trends related to Certificate Lifecycle Management, Code Signing, and IoT/IIoT.