• Own a defined enterprise territory and deliver against an annual quota • Build, manage, and execute a robust pipeline of complex enterprise transactions • Penetrate organisations and engage C‑level and VP‑level decision makers • Develop compelling business cases that connect Cohesity’s platform to customer outcomes • Partner closely with sales engineers, channel partners, and internal stakeholders • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce • Leverage AI and productivity tools to streamline workflows and improve deal quality

• Serve as the primary point of contact for assigned client accounts, fostering positive relationships and addressing any client inquiries or concerns in a timely and professional manner • Collaborate with clients and internal teams to develop comprehensive strategies that align with client goals and objectives • Manage the day-to-day operations of client projects, including overseeing timelines, budgets, and resource allocation • Conduct regular meetings and presentations with clients to review project progress, discuss upcoming initiatives, and identify new opportunities for collaboration • Mentor and coach junior team members, providing guidance and support to foster their professional development and growth within the organization

• Own the development and execution of a territory and account strategy focused on hunting, penetrating, and winning 1-3 named hyperscale liquid cooling customers or prospects in the region. • Understand client needs and our competitive positioning, challenges, and goals to offer tailored solutions for their cooling requirements to enable growth in sales. • Act as the primary commercial lead for target accounts, driving outbound engagement, uncovering opportunities early, qualifying demand, and advancing prospects through the sales cycle to close. • Consistently build, progress, and close a high-quality pipeline that meets or exceeds CoolIT's program pipeline, bookings, and forecast targets. • Lead review and negotiation of customer contracts and manage inputs from stakeholders to drive execution of contracts. • Develop and execute account penetration plans that create double-digit revenue growth through new program wins, competitive displacement, and expansion into adjacent opportunities. • Demonstrate technical expertise in data center operations and cooling solutions. • Collaborate internally with Operations to ensure successful project execution from initial discussions to delivery and implementation. • Maintain a sharp point of view on industry trends, competitor moves, whitespace opportunities, and customer buying triggers to inform pursuit strategy. • Provide market insights and voice of customer feedback to guide product development and innovation. • Continuously monitor performance metrics and quality standards, driving continuous improvement initiatives as needed. • Ensure compliance with company policies and procedures. • Potential for international travel up to 40% in territory and up to 25% internationally.

• Develop and close growth opportunities within our existing customer base. • Build relationships with customers in your territory, identify opportunities for upsell or account expansion, and demonstrate value of additional PerformYard capabilities to drive revenue growth and retention. • Be a member of our sales team, reporting into our Sr. Director of Sales and directly impact our growing revenue targets and retention goals. • Generate qualified meetings for yourself and partner with Customer Success and Marketing on warm leads. • Demonstrate the value of additional PerformYard products on a variety of customer meetings. • Collaborate with Product, Customer Success, and Sales to learn about and be able to demonstrate product releases, enhancements and updates to customers. • Effectively manage an active sales pipeline of growth opportunities across your territory. • Maintain an accurate sales forecast on a weekly/monthly/annual basis and manage your personal sales pipeline. • Leverage CRM tools and sales automation to constantly make yourself more efficient.