• Sales Quotas: Consistently achieve and exceed monthly sales quotas. • Sales Cycle Management: Manage the entire sales cycle from initial contact to closing the deal. • Overcoming Objections: Effectively address customer objections and concerns to drive sales. • Product Knowledge: Develop a deep understanding of arrivia's travel products and services to effectively position them to customers. • Customer Focus: Provide exceptional customer service throughout the sales process.

• Manage a portfolio of existing local government accounts (counties, municipalities, and related agencies) across the Carolinas and Georgia, with North Carolina as the primary focus • Serve as the primary point of contact for assigned customers, building trusted relationships with operational, technical, and executive stakeholders • Drive retention and growth through renewals, cross-sell/upsell, and broader solution adoption by understanding customer workflows and regulatory environments • Lead commercial and contract discussions (pricing, scope, terms) in collaboration with leadership and legal as needed • Own forecasting, pipeline management, and account planning; maintain accurate account activity and projections in CRM tools • Partner with Implementation, Support, and Product teams to ensure customer satisfaction, successful outcomes, and aligned deliverables • Identify and advance partnership-enabled opportunities (e.g., integrations, data exchange, coordinated rollouts) that improve customer outcomes or expand commercial reach • Build working relationships with relevant state-level groups, associations, or consortiums as needed to support account growth and retention • Support territory-relevant RFPs or structured procurement events, including contributing to responses and stakeholder coordination • Monitor trends in local government technology, procurement cycles, and regulatory change to anticipate new opportunities and inform strategy • Represent Cott externally at customer meetings, onsite visits, and relevant industry conferences

• Develop, refine, and execute annual and quarterly territory business plans aligned to corporate objectives and Department of Defense priorities. • Proactively identify, pursue, and close new business opportunities within DoD branches, commands, investigative units, and security organizations. • Qualify inbound marketing leads and assess new sales opportunities to ensure alignment with mission needs across operational, investigative, and cyber units. • Prepare, deliver, and facilitate customer-facing presentations and in-theater engagements with both technical and command-level stakeholders. • Coordinate and support technical demonstrations in partnership with internal technical, engineering, and solutions teams. • Manage the full trial lifecycle to ensure a seamless and mission-aligned evaluation experience for DoD customers. • Execute accurate quoting and pricing activities and maintain complete sales records to satisfy internal controls and federal procurement requirements. • Maintain comprehensive, current documentation of all sales activity within Magnet Forensics’ CRM system (Salesforce preferred). • Conduct ongoing discovery to understand shifting DoD priorities, capability gaps, and mission workflows. • Maintain deep knowledge of the digital forensics, cybersecurity, and defense technology landscape—including competitors, procurement pathways, and emerging trends. • Articulate strong business and mission value tailored to the operational, investigative, and cybersecurity challenges within each DoD organization.

• Identify, generate, qualify, and close new business for customers and prospects within the German Public Sector space • Responsible for managing the full sales lifecycle, building the go-to-market plan (including direct and indirect business) • Develop new and existing accounts within the Public Sector niche • Complete and maintain a territory sales plan which outlines a road map to success • Responsible for meeting or exceeding your monthly, quarterly, and annual quota by proactively prospecting for All Product Lines and opportunities with new and existing customers • Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle • Maintain accurate Whitespace data on customer and focus prospect accounts • Partner closely with Vice President, SE’s, PAM’s and wider POD to deliver strategic goals • Algin with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible • Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts) • Attend corporate trade shows and events • Maintain sales pipeline activity in Salesforce • Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners. SE support is available • Lead RFP responses for your accounts