• Qualify sales targets, perform prospecting activities, and generate pipeline • Set client expectations and drive the procurement process with government and school district buyers • Conduct onsite visits and client relationship development • Communicate with senior management through regular communications and regular use of Salesforce • Develop and assist with key sales messages during the preparation of company proposals and RFPs • Close long-term revenue contracts (New Logo and Expansion) • Comfortably network with Mayors, City Council members, City Managers, School District leadership, and school district transportation management • Create successful market strategies and mechanisms for your territory • Report per company documentation requirements including timely CRM updates • Participate in collateral development and sales documentation, sales conferences, exhibitions, or trade events to enhance BusPatrol’s profile • Comply with company policies and practices

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning • Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals

• Become the 'go to' person for customers, partners and internal sales teams to drive revenue within the Zero Trust Networking suite of products (Cloud/Branch Connector, AirGap, OT) • Work with our domain expert solution engineer to gather requirements from customers, create compelling value propositions and close business working with primary account team • Own the Zero Trust Network quota for Federal and achievement for assigned territory while you build and implement an account-based strategy to land/expand the ZTNA portfolio driving predictable quota attainment • Be a specialist directly supporting sales delivery of quota. Work locally and remotely with the primary sales and sales leadership teams in a synergistic, complimentary manner as one Zscaler • Support relationship expansion with top existing partners for ZTNA • Sell above the line (CXO) and below the line (practitioner)

• Define and execute sales plans for your assigned territory • Convey value prop and product differentiators to prospects and customers • Forecast, meet, and exceed quota • Through a combination of inbound and outbound leads, develop and manage leads funnel • Manage business and track opportunities through CRM and other supporting tools • Collaborate on and improve all aspects of the sales cycle, including product, support, and sales engineering • Understand the competitive market, being familiar with competing companies and their offerings