• You will exceed assigned sales quotas and objectives. • Define and execute a territory business plan that outlines the assigned target accounts, strategies for driving productivity, and high-quality pipeline that ultimately results in predictable outcomes and over achievement. • Engage at all levels of a Global organization across IT and all other lines of business. • Demonstrate an excellent understanding of key selling methodologies that focus on maximizing deal values and accelerating the customer buying process. • Provide accurate forecasting and reporting of all sales activities through salesforce.com. • Leverage an extended team of business development representatives and Sales Engineers to maximize coverage and technology evangelism within target accounts. • Understand the balance of driving bookings for today and developing a long-term, healthy pipeline for tomorrow. • Demonstrate an excellent understanding of the agenda of the CIO and the impact of Digital transformation across all lines of business. • Construct complex technical and commercial proposals. • Leverage partners to maximize penetration and scale within your target market.

• Achieve monthly new business, expansion, and renewal targets across assigned territory • Execute high-impact product demonstrations across Thomson Reuters’ Tax & Accounting workflow solutions • Prospect, qualify, and close opportunities using a transactional + consultative selling approach • Leverage sales technology and data insights (Salesforce, Flash, EMS, Gong, etc.) to manage pipeline, prioritize activity, and accelerate deal cycles • Maintain accurate territory, pipeline, and forecasting data within CRM systems • Identify and share market intelligence, competitive insights, and territory trends • Partner with cross-functional teams to deliver value-based solutions and resolve customer needs • Participate in sales meetings, enablement sessions, and team events as required

• Own and drive the full sales lifecycle for Hivemind opportunities across assigned accounts/territories (pipeline generation through close) • Develop and execute territory and capture strategies for priority pursuits, aligning with Shield AI’s long-term strategic plan • Identify, qualify, and shape new business opportunities through deep understanding of customer missions, budgets, and acquisition pathways • Build and maintain strong relationships with key decision-makers, program offices, and influencers across defense and government customers • Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions • Conduct competitive analysis and position Hivemind effectively in complex, multi-stakeholder environments • Partner with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions • Manage deal progression with rigor (qualification, deal strategy, forecasting accuracy, CRM hygiene) • Represent Shield AI at industry events, conferences, and customer engagements to expand market presence and pipeline • Communicate clearly with internal stakeholders and leadership on pipeline status, risks, and key milestones

• Generate sales revenue by actively promoting Zayo products and services to targeted account patches. • Meet monthly, quarterly, and annual sales goals set by the leadership team through aggressive prospecting and selling. • Present proposals and manage customers through the sales process. • Attain high Net Promoter Score results based on excellent customer support in the sales process. • Maintain current business relationships with customers, securing existing revenue on long-term commitments and or selling net new accounts. • Apply knowledge of customers, industry, and services to achieve revenue objectives. • Work with the current Sales team to develop account strategy, solution design, and relationship management on targeted accounts. • Manage a high volume of work while maintaining a high degree of responsiveness. • Track, analyze and report on sales performance and activities in Salesforce and other reporting tools. • Provide accurate and timely forecasts of sales opportunities. • Develop and maintain records of customer activity for reporting of sales and forecasts. • Provide accurate and timely information to management. • Coordinate closely with other departments to ensure customer satisfaction is maintained and revenue objectives met. • Collaboratively work as a part of a team while concurrently performing as an individual with minimal supervision.