• Work with customers and prospects in the assigned territory • Rely on joint account planning with Partners’ sales reps to grow pipeline and close deals • Develop and close business, in conjunction with Acronis partners, alliances and assigned sales team within various accounts • Meets or exceeds individual and team revenue targets • Leveraging business generated by Partners with End Users/Customers • Develops sales pipeline by proactively calling to convert sales conversations to identified prospects • Enter forecasting and account/opportunity details in Acronis's CRM (SalesForce); provides weekly updates including but not limited to, dollar amounts, status and decision makers and next steps in closing opportunities • Works with regional sales team to advance opportunities to closure, including Systems Engineers to technically qualify and deliver product demonstrations • Performs other duties as assigned and meet the job expectations for the respective grade • Increases lead to opportunity conversion rate • Delivers SFDC pipeline health and accuracy, proactively escalate any mistakes with the process • Monitors/Escalate technical case resolution • Delivers high quality coaching score

• Generate Revenue: Drive $XX million+ in new revenue across nonendemic categories such as Tech & Telco. Build and deepen relationships with senior stakeholders becoming an expert in their marketing needs. • Internal Strategic Insights: Provide market insights to cross-functional teams, including Product and Product Marketing, to co-develop innovative solutions that align with client objectives and enhance our advertising offerings. • External Thought Leadership: Represent Discord externally with strategic insights and a focus on safeguarding the user experience. Showcase thought leadership in gaming, media, and marketing by engaging with clients, internal teams, and industry events. • Influential Presentations: Create and deliver powerful sales presentations and proposals by leveraging advanced insights from internal and external data sources. • Process Development: Collaborate across the sales organization to establish scalable processes that drive repeatable, predictable business outcomes.

• Effective prospecting and lead management building a 3-5X pipeline within your territory. • Predominant focus on closing business in companies with between 51 and 1000 employees. • Managing and reporting a sales pipeline within our CRM, bringing the visibility of the revenue accurately, quarterly. • Territory planning and any sales support required. • Focus on activities and opportunities delivering short term and long-term revenue. • Effective and regular networking to attract and influence Partner sales and grow our Partner relationships. • Use your existing relationships to recruit and onboarding new partners, get them to agree to engage in proactive demand generation activities. • Maintain a regional partner plan mapping partner strengths (customer relationships, vertical focus, technology specialty) to accounts and target opportunities. • Track and manage lead flow both inbound and outbound between partners and the Bitwarden Sales team. Proactively communicate with Bitwarden sales leaders on the channel pipeline and forecast. • Work closely with marketing to deliver marketing events/programs/campaigns that create interest and awareness among partners’ customers. Build and execute joint partner business plans with measurable success. • Set financial goals for focus partners and ensure goals achievement. • Drive multiple key channel initiatives in parallel across technical, professional services, and sales.

• Developing and handling a sales pipeline to move a large number of strategic transactions through the sales process. • Generating revenue by successfully selling the Cohesity solution and working closely with a network of Channel Partners. • Consistently penetrating accounts, reaching decision-makers, and closing business. • Defining and implementing sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing, and closing sales opportunities. • Developing and presenting proposals to customers that showcase the Cohesity hyper-converged infrastructure solution's ability to meet their business objectives, and establishing its value in the process. • Driving account strategies and coordinating team selling efforts with partners to close business on a quarterly and annual basis.