• Make personal sales calls at established account base on a regular basis. • Maintain weekly/monthly/quarterly sales call and travel schedule. • Conduct on-going product training with account staff. • Follow-up on all accounts needs to assure that the customer is being serviced and to document the outcome of the proposed solution. • Generate profitable sales orders during account visits. • Create merchandising plans for existing and new accounts. • Attend sales meetings and product trainings to develop superior product knowledge.

• Build and accelerate Sonatype’s revenue generation and market footprint within the US Federal Civilian sector • Own the long-term design of your territory to generate new Annual Contract Value (ACV) • Manage end-to-end sales lifecycle and pipeline velocity • Navigate bureaucratic and regulatory fabrics of federal agencies such as DHS, HHS, DOT, and Treasury • Collaborate with Sales Engineering, Federal Channels, Legal, and Customer Success teams

• Own a defined enterprise territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion • Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close • Penetrate large enterprise organisations, engage C‑level and VP‑level decision makers, and run structured, value‑based sales cycles • Develop compelling business cases that connect Cohesity’s AI‑powered data security platform to customer outcomes across security, resilience, compliance, and cost optimisation • Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce • Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data‑driven decision making

• Build, manage, and progress a qualified sales pipeline, you develop and source directly and those supported through OEM, channel or GSI partners. • Execute clear and structure 3 years account plan focused on growth across a defined set of strategic accounts. • Work within complex customer organizations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers. • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership. • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and the use of data insides. • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance. • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement. • You can prepare and work through complex RFP’s and manage a complex purchase process.