• Prospect, identify, and engage new mid-market accounts ($100M–$1B in revenue). • Manage the full new business sales cycle: outreach, discovery, proposal, negotiation, and close. • Qualify leads, conduct tailored product demos, and articulate value propositions to varied stakeholders. • Use AI and cutting-edge sales tools to optimize prospecting, pipeline development, and forecasting. • Continuously learn and adapt to new solutions, customer needs, and evolving market dynamics. • Collaborate closely with Sales, Marketing, and Solution Engineering to accelerate new business opportunities. • Document and share market feedback to influence our go-to-market strategy.

• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of SLED/Public Sector accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Work within complex customer organizations, including state, local, and education entities, by identifying key stakeholders, building relationships, and engaging with senior decision‑makers • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, compliance, and operational needs • Navigate public sector procurement cycles, including RFP/RFI responses, contract vehicles, and purchasing frameworks • Collaborate closely with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

• Build customer relationships by providing integrated technology, training, and technical service solutions. • Identify, develop, and manage sales opportunities with K-12 school districts and educational organizations. • Achieve assigned revenue and gross profit goals through prospecting and account management. • Work closely with Noble IQ subject matter experts and vendor partners to develop solutions. • Prospect for and create new sales opportunities within K-12 and higher education markets. • Manage a sales pipeline using Salesforce CRM. • Conduct customer discovery meetings to identify operational challenges. • Develop and present integrated solutions that include technology and training. • Collaborate with internal teams to develop proposals and presentations. • Attend educational conferences and networking events.

• Answer customer questions about products, prices, availability, product uses, and credit terms using various communication tools • Recommend products to customers, based on a customer’s mission type, needs, and interests • Quote prices, credit or contract terms, warranties, and delivery dates • Utilize ERP system for processing orders • Enter all quotes, customers, and opportunities into Salesforce and maintain a pipeline • Consult with clients after sales or contract signings to resolve problems and to provide ongoing support • Provide customers with product samples and catalogs • Develop a marketing strategy to access new contacts within the existing account base • Achieve sales and margin objectives set by your Director • Conduct continuing market research on specific channels of business and assist in developing territory strategy, vendor relations, and dealer of record • Respond to undriven-preferred vendor opportunities on the TLS SOE and FESE contracts • Communicate with the Regional Sales team to provide them with leads in their areas from bid boards or incoming inquiries • Monitor all bid boards for opportunities within the assigned market segment. Sites to include DIBBS, GSA Ebuy, Unison, and SAM.gov