• Achieve assigned goal • Serves as the Lead for all identified districts • Develops intimate relationships with all stakeholders throughout the accounts • Meets with customers to discuss areas of concern and gaps • Develops district contacts and cultivates relationships at all levels that enhances Scholastic’s position which leads to major growth within designated accounts • Compiles account information on organizational structure (parent and subsidiaries), buying process, compensation process, existing products/tools to produce a prospective business report identifying potential business activities necessary to close accounts • Maintains regular contact with account base, and increases revenue from positioning and demonstrating new and existing products, preparing appropriate RFPs, and closing the sale • Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within each account • Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure • Maintains complete and accurate documentation in company's CRM module for all activity • Maintains broad knowledge of company products and their capabilities versus the strengths/weaknesses of competitive products • Travel up to 60%

• Execute outbound prospecting strategies to identify and develop new business opportunities within the SMB market • Lead with curiosity to understand our customer’s complex business problems • Demonstrate an intimate understanding of Wiz Cloud Security Solutions and their value to our customers in the growth segment • Demonstrate ability to position and advise to CISO level executives with industry Point-of-View business insights; Continue to listen, build and grow executive relationships with customers • Develop and close business to consistently meet or exceed quarterly sales quotas, in a way that reflects Wiz values • Align with Wiz partner ecosystem to optimize market opportunity • Strong understanding of effective sales processes and methodologies, such as MEDDPICC or Command of the Message • Build effective working relationships with Solutions Engineering, Customer Success, Product, Marketing, Delivery, and Executive teams to ensure strategy alignment and achieve company objectives

• Develop and execute channel strategy for distributors and resellers within the assigned territory • Increase awareness of Canonical as a lead player in Open Source and Cloud (Private, Hybrid, Multi, and Public models) • Identify and recruit new potential partners in assigned territory • Leverage personal network and prospecting skills to engage new partners and build on Canonical’s already-successful relationships • Guide partners through onboarding and enablement • Develop mutually beneficial go-to-market plans and commitments with partners • Arrange and execute sales and pre sales trainings to these resellers • Drive and manage channel pipeline through recurring partner interactions • Support partner’s satisfaction and act as trusted advisor and point of contact • Maintain a regularity/frequency of contact with priority resellers and distributors.

• Prospect and generate new business opportunities through outbound sales activities including cold outreach, LinkedIn networking, partner referrals, industry events, and strategic prospecting • Own the full sales cycle from discovery through implementation handoff to account management/customer success teams • Build and maintain a strong pipeline of mid-market and enterprise commerce opportunities • Conduct discovery meetings to understand customer goals, pain points, and technical requirements • Drive awareness of the Shopware platform within the US eCommerce ecosystem • Develop a deep understanding of Shopware’s platform capabilities, ICPs, pricing models, and partner ecosystem • Conduct product demonstrations and presentations tailored to merchant and partner needs • Collaborate with internal solutions teams and agency partners to deliver compelling commerce solutions • Analyze market trends, competitor positioning, and customer challenges to identify strategic opportunities • Build trusted relationships with clients, agency partners, and ecosystem stakeholders • Maintain accurate CRM records and sales forecasting within HubSpot • Track sales activities, opportunity stages, and performance metrics consistently • Contribute to forecasting accuracy and revenue planning efforts