• Own account engagement strategy, conduct thoughtful discovery, build relevant demos, and manage objection handling in a structured yet dynamic full-cycle sales motion. • Meet or exceed quota on a specific named book of clients by maintaining consistent and thoughtful servicing efforts in line with service expectations. • Lead account kickoff meetings, project manage product launches, and coordinate handoffs to Partner Success. • Conduct Quarterly Business Reviews (QBRs) to review program data, demonstrate value, and identify growth opportunities. • Gather and share competitive intelligence regarding market share, practices, and industry trends. • Advocate for operational changes in coverage and processes to drive revenue. • Facilitate client feedback loops by conducting product review calls and collaborating with Marketing on case studies. • Execute day-to-day responsibilities related to managing, adjusting, and expanding existing business with accuracy, timeliness, and consistency. • Analyze, review, or maintain account engagement, performance, and risk data to support business needs. • Partner with Partner Success, GTM, Marketing, and Customer Success to support expanding business and creating successful client launches. • Communicate updates, risks, blockers, and recommendations clearly and proactively. • Identify opportunities to improve pitch processes, script quality, talk track efficiency, and objection handling while maintaining compliance with insurance regulations. • Use data, judgment, and business context to inform decisions and recommendations. • Manage assigned work independently and follow through on commitments, deadlines, and deliverables. • Ensure work is completed in accordance with applicable policies, procedures, standards, and regulatory requirements. • Perform other role-related responsibilities as assigned and aligned with business needs.

• Develop and execute annual joint business plans across CAM and B2B accounts aligned with company revenue and profitability targets • Drive assortment expansion, pricing strategy, and distribution growth across fans, heaters, air purifiers, and related air movement and ventilation solutions • Identify whitespace opportunities and growth initiatives within commercial, industrial, and institutional customer segments • Lead line reviews, category reviews, and new product presentations • Monitor competitive activity and recommend pricing, assortment, and promotional adjustments to maintain market leadership • Serve as the primary point of contact for B2B customers including distributors, contractors, facility managers, and commercial partners • Build strong, collaborative partnerships to support long-term growth and brand expansion within the Commercial Air space • Partner with customer stakeholders to support B2B digital enablement, e-commerce portals, and marketplace strategies where applicable • Own account-level forecast inputs in partnership with Sales Operations and Demand Planning • Ensure alignment between customer demand, inventory planning, and supply chain readiness • Monitor order patterns, inventory levels, and sell-through trends to proactively manage performance • Collaborate within the SIOP framework to support demand variability and project-based business • Partner with Product Development and Marketing to align new product introductions with Commercial Air and B2B use cases • Collaborate with Finance to manage pricing strategy, margin targets, and trade investments • Work closely with Operations and Logistics to ensure strong OTIF performance and customer satisfaction • Analyze sales performance, pricing effectiveness, and category trends across B2B channels

• Drive growth and profitability within the local market • Build strong relationships with local businesses and dealerships • Help clients turn excess and obsolete inventory into revenue • Exceed sales goals and deliver exceptional customer experiences • Monitor market trends and communicate findings to Management • Maintain book of business within Salesforce • Manage projects and marketing materials for sales calls • Attend and participate in local Dealers Association functions

• Manage and drive direct sales into Major Enterprise Accounts. • Create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers in Major Enterprise Accounts and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for solid ongoing relationships. • Achievement of agreed quarterly sales goals. • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline