• Manage relationships with customers and distributors to understand their requirements • Develop appropriate solutions to meet customer needs • Manage complex accounts with multiple stakeholders and potentially multiple locations • Be responsible for revenue generation by selling products and/or services either internally or externally, direct or indirect • Develop new prospects and interact with existing customers to increase sales • Achieve the sales quota in the assigned territory • Act as an advisor by understanding the requirements and developing appropriate solutions for their needs • Lead sales growth of products and services (including selling aftermarket warranties) • Acquire new customers as needed to exceed sales expectations • Build relationships with key influencers at growth-oriented accounts • Promote the company’s products & brands effectively utilizing marketing programs • Identify new sales opportunities and create value-added offerings in specific customer segments • Communicate competitive VOC feedback to leadership • Develop and implement a sales strategy that focuses on channel, end-users and panel builder that enables territory management and sales growth • Provide continual updates via CRM system on accounts and conversion status of target accounts • Deliver extensive product and solutions training for customers and distributors • Demonstrate high team engagement and alignment to the nVent values

• Establish influential business relationships at the executive level within organisations up to 2,500 users • Focus on both hunting for introducing customers to the full breadth of our security, compliance and information protection platform • Articulate and promote the company’s value proposition and services to become a trusted advisor • Collaborate with Sales Engineers to organise and deliver compelling and flawless product demonstrations • Leverage all internal resources, including aligned System Engineers to prepare action-oriented account strategies and plans • Partner with the Customer Success organisation, contributing to Customer Business Reviews • Partner with the channel ecosystem to gain access into new accounts • Deliver operational excellence, including forecast accuracy and pipeline generation progression • Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace

• Lead partnership strategy for marketing • Develop customer engagement journeys • Create campaigns for customer segments • Analyze data for KPI monitoring • Track performance of partnerships • Create sales enablement materials

• Develop and execute the business plan for your region, aligned with the directives from senior management, with a focus on OEMs, system integrators (SI), end users, industry verticals and distribution sales channels • Plan and conduct technical and commercial visits to support the current customer base and to prospect new customers • Identify and develop new business opportunities with potential customers, including end users, OEMs and system integrators • Evaluate distributor and representative performance, proposing actions to increase efficiency and productivity • Use the CRM to manage opportunities, prepare technical and commercial proposals, and monitor the pipeline through to closing • Lead negotiations based on technical differentiators and ensure the best solutions for customers • Maintain close relationships with strategic customers, engaging at different organizational levels • Support contract review and the formalization of commercial agreements • Monitor the market, identifying trends, competitors and opportunities • Participate in regular meetings with commercial leadership to report results and sales forecasts • Accompany representatives on technical visits and support the development of the sales team • Be responsible for achieving the commercial targets established for the region • Deliver technical presentations and lectures to customers and related organizations