• Own the end-to-end sales process for identifying, developing, and closing prospective new logo customers, with a focus on Enterprise, from prospecting to close. • Execute territory plans focused on companies within your territory (AZ/NM & UT). • Identify customer objectives and design network and cloud solutions to match. • Work cross-functionally with Solutions Architects and Customer Success Managers to ensure solution delivery and post-sale growth. • Develop and grow partner collaboration across Megaport's Channel GTM's including: Channel Agents, Resellers, and Data Center Partners/Resellers. • Build relationships with key influencers and decision makers across enterprise accounts, such as: Network Engineers, IT Directors, VPs, and C-Level Executives • Maintain accurate forecasting and pipeline discipline in CRM to achieve sales targets. • Actively participate and attend regular channel events and activities in the field, typically 1-2x per week. • Stay current on Megaport solutions, market trends, and cloud partner offerings (AWS, Azure, GCP, Oracle). • Represent Megaport with integrity, urgency, and a value-first mindset.

• Deliver targets for bookings, on-time renewals, net revenue retention, and multi-suite expansion by creating and executing sales plays within an assigned territory of accounts. • Build and refresh quarterly territory plans tied to whitespace, executive personas, funded initiatives, services attach, adoption gaps, and next plays by buying persona. • Create and progress pipeline by running named plays, executive outreach, and multi-threaded engagement across Superintendent, CIO, CFO, CHRO, CAO, Procurement. • Run deals end to end from discovery through close, including RFP strategy, pricing and terms, commercial approvals, legal negotiation, and procurement timeline control. • Maintain forecast accuracy and CRM standards, including contacts, activities, next steps, and stage exits that map to PowerSchool’s standard deal methodology. • Orchestrate Solution Consulting, Services, Customer Success, and Partners to drive value realization, run QBRs, meet SLAs, and renewal readiness. • Capture and relay market signals and customer feedback to product, pricing, and go-to-market teams to improve offer structure, sales plays, or guidance for product, pricing, and marketing. • Mentor other sellers on executive communication, pursuit strategy, and MEDDPICC rigor to raise win quality across the team. • Travel regularly (50–60%), including multi-state trips, to support high-impact initiatives such as advancing strategic deals, leading onsite demos, and facilitating executive workshops, especially during peak business cycles.

• Support senior sales representatives by managing triage requests, assisting with renewals, coordinating with brokers and internal teams, and ensuring accurate processing from sale to issuance. • Build and maintain broker and client relationships to support sales growth, enrollments/renewals, and increase awareness of Lincoln Financial Group’s products and services. • Develop and execute basic sales plans, including profiling brokers/customers, identifying growth opportunities, meeting or exceeding sales goals, quotas, and reporting requirements. • Collaborate with internal teams to improve processes, align proposals and marketing materials, and maintain accurate sales reporting. • You will build and maintain business relationships through effective communication via email, phone, and in person with internal/external stakeholders in a customer centric and professional demeanor.

• Own new business acquisition among small and midsize airlines across North America, running the full sales cycle—from targeted outbound and discovery through contract signature and first revenue—while building a repeatable process that scales. • Build and qualify pipeline Develop account lists targeting North American craft outbound sequences, and represent Farel at regional aviation events to engage airline executives and commercial leaders. • Lead consultative deals Run discovery workshops, quantify business cases, coordinate solution demos, and manage multi-stakeholder evaluations for six-figure ARR opportunities across North America. • Drive contracts to close Own pricing, negotiation, and commercial terms, partnering with Legal and Finance to reach signature and hand-off to Customer Success. • Refine the sales engine Instrument funnels, A/B-test outreach, and share win/loss insights with Marketing, Product, and Leadership to sharpen positioning and roadmap. • Represent Farel in-market Act as the face of Farel at trade shows, airline forums, and partner meetings across North American hubs, cultivating local relationships and brand presence.