• Meet and/or exceed your quota by identifying, qualifying, and closing new business opportunities at enterprise companies. • Develop territory and account plans. • Create and implement strategic plans to achieve or exceed sales targets. • Prioritize and lead sales activities by planning accounts and territories. • Identify new customers. • Conduct market research and build a strong pipeline of potential customers. • Collaborate with partners to create new customer opportunities and expand existing ones. • Creatively source new prospects and thoughtfully position Securonix value proposition to suit their needs. • Serve as a trusted advisor and industry expert to prospective customers. • Stay current on competitor offerings and be able to identify their strengths and vulnerabilities - why we win and why we lose. • Turn client feedback into actionable strategies to drive new business and address competitive risks. • Influence client decisions and advocate for client needs to negotiate solutions. • Work closely and communicate effectively with various cross functional teams including Sales Engineering, Sales Development, Account Management, Customer Success, and Revenue Operations to ensure seamless implementation and effective ongoing account growth. • Provide accurate sales forecasts and contribute to accurately enter, update, and maintain periodic activity, and opportunity information in Salesforce.

• Proactively engage in your assigned prospect list and help TG bring on new logo business, moving partners from Deal Close through Pilot to High-Growth to Stabilized partnerships. • Generate new pipeline through multiple engagement channels (events, in market canvasing, networking, cold calling, and LinkedIn) • Multi-thread pipeline opportunities across targeted champions, stakeholders, and decision makers to build a robust buying committee across each engaged prospect. • Uncover new and additional product opportunities by taking a consultative approach to investigating a company's needs and goals. • Identify and set up cross-sell and upsell opportunities into new product lines to expand account value. • Drive profitable applicant referrals by clearly communicating underwriting guidelines and coverage levels. • Forecast against quarterly goals and OKRs by generating significant pipeline opportunities. • Partner with AMs to translate corporate-level program sales into executable rollout plans. • Maintain accurate, timely records of all activity in HubSpot. • Travel regularly (approx. one week per month) to meet with pipeline prospects.

• sell, grow and support Castrol PCO business in assigned geography • maximize profitable growth of Castrol brands • maintain a robust pipeline in Salesforce CRM • prospect and build a robust Salesforce CRM pipeline • leverage PowerBI to manage territory effectively • demonstrate, teach and train DSRs on how to prospect and close business

Role Description As Fortinet continues to experience hyper growth - 30% growth targeted for FY26, we are looking for a professional recruiter to join our existing team. In a fast-growing environment with a high-performance culture, Fortinet is looking for a Recruiter to manage sales recruitment within a predefined geographic location. This is a great opportunity to work with a growing, international, publicly traded company and to partner with our growing EMEA Sales teams. The successful candidate will have a background and interest in 360 recruitment to help us hire the best individuals in a variety of roles. We are looking for a detail-conscious individual with experience of direct sourcing in the technology sector who can also keep detailed Excel reports of recruitment progress. If you are someone who thrives in a fast-paced environment, enjoys being hands-on with lots of variety - this is the role for you! Qualifications - 5+ years of Recruitment experience in an in-house role. - Experience within the high technology sector, preferably IT security. - Great stakeholder and candidate management skills. - Excellent customer service skills and attention to detail. - Ability to maintain strict confidentiality. - Efficient time management skills, with the ability to balance numerous requirements. - Ability to learn quickly, multi-task and work independently as well as part of a team. - Strong computer skills in MS Office products. - Fluent in written and spoken English. - Fluency in one or more additional European languages would be an asset. Requirements - Working with territory leads and HR across the EMEA to fully understand corporate goals and challenges. - Defining hiring needs, job descriptions and taking briefings from line managers. - Maintaining up-to-date administration and tracking of candidates across the recruitment process. - Full cycle recruitment, with a critical role in ensuring we hire the best and most talented individuals, including proactive sourcing, selection of candidates, interviewing, etc. - Employing traditional sourcing strategies and resources as well as developing new, creative recruiting ideas. - Advertising open positions, coordinating interviews, phone and resume screens. Company Description