• Drive revenue growth and new business with a focus on end users and channel partners. • Expand opportunities within existing SMB accounts by collaborating with selected regional channel partners and distributors. • Support and engage channel partners to grow pipelines and increase revenue. • Build relationships by leveraging knowledge of SonicWall’s technology, products, and services. • Plan and execute marketing campaigns within the channel community, including partner recruitment. • Maintain close relationships with channel partners, understanding their business models and processing annual business plans. • Manage pipelines and opportunities through and with channel partners. • Conduct outbound phone, email, and digital communications with current and prospective channel partners. • Serve as a liaison between customers, partners, and the SonicWall sales organization.

• Define and own the business development strategy for product enablement. Working closely with Product Marketing and Engineering to build a deep understanding of the product roadmap and identify where third-party partnerships can unlock, accelerate, or improve planned products. • Build a proactive pipeline of partner opportunities and contribute to the broader platform partnerships strategy over time. • Act as the primary business development liaison to the Product Marketing organization, developing trusted relationships with product leads and maintaining ongoing visibility into the roadmap. • Lead the end-to-end deal process for priority partnerships, from initial outreach and scoping through negotiation, term sheet, and contract execution. • Develop and refine commercial frameworks across a range of deal types, structuring deals that reduce cost and vendor dependency while protecting strategic flexibility. • Work cross-functionally with Finance, Legal, Product, and Engineering to align on partner profiles, model costs and revenue opportunities, define success metrics, and develop contracting frameworks.

• Identify and develop new business opportunities within the data center market. • Manage the full sales cycle from prospecting to closing deals. • Build and maintain strong relationships with key decision-makers at hyperscale and colocation providers. • Present and demonstrate Johnson Controls’ fire solutions and systems. • Collaborate with internal teams (Product Management, Engineering, Operations) to ensure customer requirements are met. • Prepare proposals, respond to RFPs, and negotiate contracts. • Achieve or exceed assigned sales targets and KPIs.

• Build Socket’s Technical Partnership & Integration Ecosystem: Identify, prioritize, and manage partnerships with developer and infrastructure platforms. Ensure integrations create meaningful value for shared users and strengthen Socket’s position in the software supply chain. • Own Technical Partnership Lifecycle: Drive all stages of the technical partnership process from discovery and scoping to integration design, joint testing, documentation, and go-to-market enablement. Work closely with Socket’s product and engineering teams to translate partner opportunities into shipped product integrations. • Launch and Maintain Technical Integrations: Define the integration roadmap and work with internal and external engineers to ensure partner integrations are reliable, secure, and developer-friendly. Establish metrics for adoption, performance, and partner-driven usage growth. • Collaborate with Product and GTM Teams: Align partnership priorities with Socket’s product roadmap and revenue strategy. Enable the sales and marketing teams with technical knowledge, documentation, and partner assets that make integrations easy to adopt and position. • Develop Strategic Technology Alliances: Forge long-term relationships with technical and product leaders across the ecosystem. Identify opportunities for co-development, API collaboration, and shared innovation around developer experience and security automation. • Measure and Report Partnership Impact: Track integration adoption, developer engagement, and pipeline influence. Use these insights to inform prioritization, optimize technical outcomes, and guide future partnership investments.