• Execute the national sales strategy within the region to achieve or exceed business plan. • Develop and implement regional sales plans, forecasts, and budgets aligned with meeting or exceeding business plan. • Identify growth opportunities by market segment, product line, and key customer accounts. • Drive disciplined pipeline management and accurate sales forecasting. • Lead, coach, and develop Territory Managers to maximize performance. • Set clear performance expectations, conduct regular performance reviews, and implement development plans. • Ensure consistent application of sales processes, CRM usage, and value-based selling methodologies. • Foster a high-performance, accountable, and customer-focused sales culture. • Manage and optimize authorized distributor relationships across the region. • Lead joint business planning, performance reviews, and corrective action plans with distributors. • Ensure compliance with distribution agreements, pricing policies, and brand standards. • Identify, evaluate, and recommend new distribution partners as needed. • Personally manage strategic and high-impact regional accounts as required. • Support sales team efforts in complex negotiations, major bids, and long-term supply agreements. • Build strong relationships with key OEMs, end users, and channel partners at multiple organizational levels. • Act as the escalation point for customer issues and ensure timely resolution. • Partner with Marketing, Product Management, Operations, and Customer Service to ensure customer requirements are met. • Provide market intelligence on competitive activity, pricing trends, and customer needs. • Support new product launches, pricing initiatives, and promotional programs within the region.

• Own end-to-end threat case management for your region, from intake, triage, and behavioral assessment through mitigation planning, documentation, and closure for threats impacting employees, executives, facilities, and other Coinbase assets. • Lead structured behavioral threat assessments using Coinbase methodologies and accepted frameworks (e.g., JACA, WAVR-21, CTAP-25) to evaluate motivation, capability, escalation indicators, and stabilizers, then translate findings into clear operational recommendations. • Drive intelligence-led incident response by serving as the intelligence lead during active incidents, coordinating with GSOC, ensuring timely escalation, and delivering decision support through resolution. • Partner cross-functionally with Executive Protection, GSOC, Legal, HR/ER, Insider Threat, and Communications to coordinate response actions, align mitigations, and manage reporting obligations. • Produce decision-ready briefings, written assessments, and executive updates that communicate threat posture, risk rationale, and recommended next steps to security leadership and cross-functional partners. • Strengthen regional program maturity by improving intake standards, QA/QC, playbooks, metrics, training, and handoff processes, and by mentoring peers through expertise and influence.

• Own end-to-end threat case management for your region, from intake, triage, and behavioral assessment through mitigation planning, documentation, and closure for threats impacting employees, executives, facilities, and other Coinbase assets. • Lead structured behavioral threat assessments using Coinbase methodologies and accepted frameworks (e.g., JACA, WAVR-21, CTAP-25) to evaluate motivation, capability, escalation indicators, and stabilizers, then translate findings into clear operational recommendations. • Drive intelligence-led incident response by serving as the intelligence lead during active incidents, coordinating with GSOC, ensuring timely escalation, and delivering decision support through resolution. • Partner cross-functionally with Executive Protection, GSOC, Legal, HR/ER, Insider Threat, and Communications to coordinate response actions, align mitigations, and manage reporting obligations. • Produce decision-ready briefings, written assessments, and executive updates that communicate threat posture, risk rationale, and recommended next steps to security leadership and cross-functional partners. • Strengthen regional program maturity by improving intake standards, QA/QC, playbooks, metrics, training, and handoff processes, and by mentoring peers through expertise and influence.

• Advanced Customer Technical Engagement • Build trust and technical credibility quickly within target accounts • Engage directly with highly technical customer stakeholders (engineering, architecture, R&D) to understand complex system requirements • Uncover key pain points, performance gaps, and future-state needs through strong listening and probing skills • Rapidly conceptualize and translate customer requirements into viable solution concepts • Solutions Architecture & Ecosystem Integration • Lead customer engagement across AFL’s emerging technology ecosystem including; Connectors (EBO, MMC, SN-MT, ganged solutions), Fiber & cable technologies (MCF, HCF, advanced fiber designs), Networking & switching architectures. • Provide expertise in: Transceiver technologies and protocol evolution, High-speed data transmission standards UEC, InfiniBand (IB), LPO, and optical circuit switching. • Design integrated solutions that align with evolving data center and AI infrastructure demands. • Strategic Technical Partnerships • Develop and support strategic partnerships with key ecosystem players (e.g., NVIDIA, Polatis, CPO/OBO initiatives) • Collaborate with partners to co-develop and position joint solutions • Maintain strong awareness of partner roadmaps and alignment opportunities • Global Solutions Engineering Enablement • Act as a senior technical resource and escalation point for regional Solution Engineers • Support complex opportunities, customer workshops, and technical validations • Enable field teams with solution frameworks, messaging, and technical guidance • Technology Thought Leadership • Establish AFL as a leader in emerging technologies through: White papers, blogs, and technical publications, Solution guides and reference architectures. • Represent AFL at industry forums, customer briefings, and technical discussions • Provide forward-looking insights on technology trends and adoption pathways • Innovation & Market Alignment • Support alignment of emerging technologies within a 3–5 year adoption window • Provide feedback to product management and innovation teams based on customer engagement • Help shape solution strategy based on real-world customer demand and ecosystem evolution