Role Description This role is responsible for owning and growing an assigned installed customer base by driving expansion annual recurring revenue (ARR) and durable net revenue retention (NRR) within lower-complexity, higher-volume accounts. This role maximizes customer lifetime value through structured expansion selling, renewal leadership, and disciplined commercial execution, while leveraging digital and workflow-enabled engagement models rather than traditional high-touch service ownership. - Own and deliver expansion ARR and renewal outcomes within assigned accounts. - Identify, qualify, and close upsell and cross-sell opportunities aligned to customer value and portfolio fit. - Lead renewal strategy and execution, ensuring retention and appropriate pricing discipline. - Manage a high-volume install base using structured outreach, automation tools, and defined engagement cadences. - Execute shorter sales cycles across transactional to moderate complexity opportunities. - Build account plans focused on wallet-share growth and product adoption. - Maintain accurate forecasting and CRM documentation for expansion and renewal pipeline. - Coordinate cross-functional engagement with CX, Product, and Solutions teams while retaining commercial ownership. - Transition accounts requiring higher complexity handling to appropriate segment leaders when applicable. - Perform other duties and responsibilities as required to support business needs. Qualifications - Extensive knowledge and application of principles, theories, and concepts. - Complete knowledge of all job functions and the broad industry best practices, techniques, and standards. - Develops solutions to complex problems where analysis of situations and/or data requires in-depth evaluation of variables. - Determine the best approach to achieve results and provide suggestions to improve policies and procedures. - Work is performed independently and requires the exercise of judgment and discretion. - Exercises considerable latitude in determining objectives and approaches to assignments. - Work may be reviewed at a high level. - May represent the organization as primary contact on assignments and/or projects. - Interacts with senior professionals and management and frequently coordinates work between departments or organizations. - Actions may impact the organization. Failure to accomplish work will result in the inability to reach crucial organizational goals. Erroneous decisions may have a prolonged effect resulting in the expenditure of substantial resources. Requirements - Typical experience: 5+ years in related role or experience. - Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience. - Experience in account management, commercial growth, or expansion-focused sales roles. - Demonstrated ability to manage recurring revenue relationships. - Strong discovery and value articulation skills. - Experience using CRM systems and structured sales methodologies. Benefits - The OTE range for this role is $45,000- $73,000 USD and will vary based on a wide range of factors including location, experience, qualifications, and team.

• Manage complex sales processes through to closing, including leading negotiations and taking responsibility for revenue and results • Strategically expand existing customer relationships and acquire new enterprise customers • Qualify and nurture leads through to successful closure • Identify and execute cross-selling and upselling opportunities • Provide consulting, design solutions, and deliver product presentations and demos at customer sites • Work closely with ManageEngine product teams • Represent MicroNova and ManageEngine at trade shows and events

• 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.