• Own end-to-end sales cycle from prospecting to closure for QAD’s ERP software solutions and other offerings • Drive initial client engagement independently, leading first prospect meetings, uncovering pain points, and establishing business cases • Target and pursue net new customers and new leads within existing active customers to expand market share • Qualify opportunities based on commercial fit upfront (e.g., ICP) • Request resources after commercial qualifications, following standardized processes (e.g., fill out templated SE request form to be approved by SSEM / deal team) • Develop and maintain account plan for Tiered accounts, including strategic objectives, pipeline / whitespace analysis, persona mapping, action plan, etc. • Collaborate with CSM on account strategy through a regular cadence of touchpoints (e.g., monthly joint account planning for Tier 1 accounts) • Own commercial engagement for complex renewals (e.g., multi-year, multi-region, strategic at-risk accounts) • Manage and foster relationships with executive sponsors and key stakeholders • Maintain pipeline health, forecasting accuracy, and deal hygiene in CRM • Actively capture sales success stories (e.g., wins, competitive takeouts, migration deals) and provide input into pitches and business value narratives to marketing/enablement • Own internal cadence and governance of "pod" structure (e.g., with CSM, SSEM, Services PM), ensuring timely and consistent handoffs across the customer journey

• 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.