• Conduct high-volume product demonstrations with qualified prospects. • Lead discovery conversations to identify client goals, challenges, and business opportunities. • Deliver compelling product presentations tailored to prospect needs. • Handle objections effectively throughout the sales process. • Guide prospects toward purchasing decisions during live sales conversations. • Manage sales opportunities from discovery through close. • Identify opportunities to upgrade prospects into higher-tier subscription plans. • Drive expansion revenue through strategic upselling initiatives. • Support customers through onboarding immediately following the sale.

• Build a strong connection with customers and stay in touch via phone or F2F meeting to discuss and sell service agreements (contract expiration, assets coming out of warranty) • Identify, create, and maintain opportunities in SFDC for service agreements using the opportunity dashboard and attach rate dashboard for equipment coming out of manufacturer warranty, expiring contracts, time & material activities, point of sale • Be an active member of the Western Europe sales organization by sharing pro-actively the service opportunities during recurring virtual or F2F meetings, creating action plan together with the District Sales Managers and Sales representatives, attending local events and meetings • Consultation and support for field sales representative to explore the best solution for selling service agreement at point of sales and for all financial deals • Support country sales team with service-related tender questions and to respond to tenders with the appropriate type of service agreement in a timely manner • Provide accurate service forecast to the leadership team and national and district sales managers • Connect with Inside Sales colleagues in other markets to share best practices

• Own and grow a territory of small and mid-sized businesses across North America • Blend disciplined new business hunting with expansion selling • Collaborate daily with Sales Manager and Marketing partners to drive inbound demand • Engage with Channel partners and Solutions Consulting for complex opportunities • Partner with Sales Operations on tooling and process, and with Enablement to stay sharp on product knowledge and competitive positioning • Grow revenue within existing customer base through timely upsell and cross-sell motions • Drive new logo acquisition in assigned SMB territory • Manage a full sales cycle from first conversation through contract close, including discovery, product demonstrations, business case development, and negotiations • Build and maintain a healthy pipeline at 3x or greater coverage • Stay ahead of the competitive landscape in identity management and cybersecurity • Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to run territory with precision

• Manage the customer portfolio, conducting on-site visits to ensure targets are met and customers are satisfied; • Define strategies to achieve results; • Identify and prospect new business opportunities and clients; • Work consultatively, identifying customer needs and proposing sustainable solutions for the business; • Create the work schedule according to the visit frequency defined for the assigned region; • Report to the direct manager on business progress and productivity; • Provide commercial and/or technical training to clients when necessary; • Present results according to the periodicity defined by commercial management; • Participate in trade shows and events to promote the company; • Support, when requested, customer service (SAC) actions/processes with clients; • Contribute proactively, or when requested, with market information; • Direct and monitor the actions of the sales team; • Lead projects with clients, coordinating with peer departments; • Proactively propose solutions to foster and accelerate business growth.