• 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

• Develops and executes account business plans including transactional and strategic initiatives to grow the organization’s business. • Builds strong professional working relationships with clients maintaining a high level of customer loyalty and developing a deep understanding of clients’ needs. • Utilizes consultative-selling techniques to identify and advance growth opportunities within existing accounts and align the organization’s capabilities to client business and IT priorities. • Anticipates client needs and facilitates solution development in collaboration with cross-functional teams and industry experts. • Leads contract negotiations, pricing discussions, and contract renewals to ensure favorable terms for both the client and the organization. • Builds and maintains sales pipeline activity while achieving and/or exceeding revenue and margin quotas using margin management techniques. • Provides feedback to internal teams based on client interactions to improve products, services, and processes. • Prepares regular reports and presentations for both internal stakeholders and the client to share regular updates on deliverables, roadblocks, etc. • Seeks opportunities to enhance the overall account management process and contribute to best practices within the account management team.