• Drive new business acquisition hunting by identifying, targeting, and closing net-new end customer opportunities within the assigned territory • Build, develop, and maintain a robust, qualified sales pipeline aligned to or exceeding quota expectations • Deliver accurate and reliable monthly, quarterly, and annual forecasts • Engage directly with enterprise and mid-market end customers to understand security needs and position appropriate solutions • Sell and position solutions across three core areas: • Network Security (NetSec) – firewalls, threat prevention, secure network architecture • Managed Security Services (MSS) – MDR, XDR, CDR, SOC services, subscription-based security offerings. • Cloud Secure Edge / ZTNA – secure remote access, zero trust architecture, and internet security • Develop and execute a territory strategy and account plans that align with revenue and growth objectives • Lead customer engagements, including discovery, solution design alignment, proposals, and executive presentations • Translate business challenges into value-based security solutions that align with customer priorities and outcomes • Create compelling business cases and proposals that differentiate offerings in competitive environments • Identify and drive upsell and cross-sell opportunities across the product and services portfolio • Act as a trusted advisor and subject matter expert on cybersecurity solutions and industry trends • Collaborate cross-functionally with internal teams to ensure successful deal execution and customer satisfaction

• Own the full partnership lifecycle: identify, pitch, negotiate, close, and operationalize strategic partnerships with CPA firms, accounting networks, and tax technology platforms • Build and execute co-selling and reseller motions with partner firms, creating alignment between their practice leaders and Instead's GTM team • Drive distribution partnerships that embed Instead into accounting firm workflows, making us the default tax automation layer • Develop joint go-to-market programs: co-branded content, webinars, conference presence, referral programs, and integration partnerships • Work cross-functionally with Product, Engineering, and Tax to ensure partner needs are reflected in our roadmap and delivery • Represent Instead at industry events (AICPA, CPA.com, state CPA conferences, tax technology summits) and build executive-level relationships across the ecosystem • Track partnership performance rigorously: pipeline generated, revenue influenced, firms onboarded, retention impact • Help define Instead's partner program structure, tiers, incentives, and enablement as we scale from early partnerships to a mature channel

• Own day-to-day management of assigned DSP partner relationships • Support partner enablement and onboarding initiatives • Assist with deal setup and campaign execution across platforms • Troubleshoot and resolve technical and operational issues • Monitor performance and deliver reporting insights • Identify and escalate risks, blockers, or discrepancies proactively • Ability to proactively identify, pitch, and execute upsell opportunities while delivering strategic recommendations that drive value for key clients

• Driving specialty product sales into assigned region including new and existing customers. • Develop new opportunities through cold calling, marketing campaigns, ground swell activities, National Account resources, and participation in regional/national shows. • Assisting the National Account, Channel Management, and Client Services Teams in driving unit sales volume. • Developing and encouraging strong customer relationships, building brand loyalty, and driving current customer expansion through new product sales. • Ability to plan, prioritize, lead, and track all sales cycle events. • Present and demo the patient safety and business benefits of the Censis solutions through individual and committee meeting channels. • Responsible for forecasting, monitoring, and posting sales activities within the assigned region. • Build and maintain a clinical and technical knowledge expertise.