• Engage directly with prospective customers in order to communicate the significant value statement for Plug Power system technology and drive revenue growth for the organization by cultivating business relationships. • Generate leads and work to identify prospective customers for Plug Power fuel cell system technology and our GenKey package • Make regular contact with prospective customers in order to effectively communicate Plug Power’s value statement and work to cultivate a business relationship • Engage prospective customers through progressive steps in the sales process in order to earn confidence and work towards agreement for purchase orders • Utilize a variety of tools and resources in working towards securing purchase orders for the organization including: fuel-cell system trials at prospective customer sites, providing tours of existing customer sites for prospective customers, coordinating meetings with stakeholders to discuss Plug Power’s value statement, sharing existing customer testimonials and examples of ROI, and more • Use available data to accurately forecast budgets for financial and manufacturing purposes • Manage existing customer relationships with a focus upon maximizing customer satisfaction; address any customer concerns and share relevant feedback cross-functionally so that system technology can benefit from continual enhancement • Develop a long-term plan for existing customer locations to increase their business relationship with Plug Power thereby helping to ensure a continual revenue stream for the organization and long-term ROI for the customer • Engage with cross-functional partners including senior management to develop strategic marketing and sales programs for the organization • Take ownership for the satisfaction of each assigned customer account; coordinate efforts as necessary with cross-functional partners to make sure deliverables are always achieved as committed for our customers • Work towards exceeding established sales goals for the company; partner with peers within the sales team to share knowledge and experience for the benefit of the cumulative group • Provide all relevant data points and feedback gathered through sales interactions to appropriate internal stakeholders in the spirit of improving operations across the company • Communicate as needed with internal departments to ensuring understanding of the sales process in the field in terms of matters which impact sales metrics • Work to help implement new design specifications through a partnership with production and engineering • Demonstrate superior project management skills with an ability to clear roadblocks and drive projects to successful implementation • Represent Plug Power with the highest levels of professionalism and integrity in all interactions

• Grow revenue and market share across the Southern United States • Identify, qualify, and convert new business opportunities in target markets through proactive prospecting, networking, and market intelligence • Build and maintain a healthy sales pipeline through disciplined CRM management • Manage and grow strategic customer accounts through strong relationship management and consultative selling • Understand customer technical and commercial needs and translate them into tailored Septentrio solutions • Drive cross-selling and upselling opportunities within existing accounts • Support the development of Septentrio’s manufacturers representative network alongside existing channel partners • Qualify, onboard, and manage representative partners, ensuring regular follow-up and alignment on business goals • Strengthen partner relationships to maximize regional market coverage and revenue potential • Coordinate technical support and integration discussions with applications engineers and product experts • Plan and organize customer visits involving product management, R&D, and senior leadership to maximize commercial impact • Ensure internal resources are aligned to support strategic opportunities efficiently • Monitor industry trends, customer needs, and competitor activities to identify market opportunities and product improvement ideas • Lead commercial discussions, pricing negotiations, and contract alignment with customers and partners • Support the successful progression of opportunities from qualification to closing

• Develop and implement strategic business development plans to drive sales expansion and synergies across various countries in Europe/Middle East/APAC. • Identify and pursue new business opportunities in the data centre industry focusing on heating and cooling solutions as well as strategic partnerships including customer sharing. • Develop and execute sales and new product development strategies to achieve revenue targets and expand market share. • Conduct market research to understand industry trends, customer needs, and competitive landscape. • Provide in-depth knowledge of heating and cooling systems. • Collaborate with clients to analyse their specific data centre needs and recommend appropriate solutions. • Prepare and deliver technical presentations and product demonstrations to prospective customers. • Work with Product Category Management optimising on our offering and solutions. • Build and maintain strong relationships with clients, facility managers, engineers, and other stakeholders within data centres. • Serve as the point of contact for technical inquiries and support during the sales process. • Build and maintain strong relationships with the Sales and Category Management teams internally. • Collaborate closely with local Country Sales, key account and direct sales teams to ensure a unified approach to market penetration and customer engagement.

• Own and manage the complete sales cycle, including prospecting, lead qualification, solution positioning, proposal development, negotiation, and closure. • Identify and develop new business opportunities within banks, NBFCs, insurance companies, financial institutions, and fintech organizations. • Build and maintain strong relationships with CXOs, business heads, operations leaders, and technology stakeholders. • Develop strategic account plans to drive long-term customer growth and retention. • Understand customer challenges related to document management, compliance, workflow automation, and digital transformation. • Position Document Management System (DMS) solutions that align with business objectives and regulatory requirements. • Conduct product presentations, demonstrations, and value-based discussions with prospective clients. • Collaborate with pre-sales and solution teams to design tailored enterprise solutions. • Consistently achieve and exceed revenue, pipeline, and sales targets. • Expand market presence by identifying emerging opportunities across BFSI segments. • Drive account penetration, cross-selling, and upselling opportunities within existing customers. • Monitor market trends, competitor activities, and customer needs to refine go-to-market strategies. • Work closely with product, implementation, and customer success teams to ensure smooth project transitions and customer satisfaction. • Coordinate with internal stakeholders for proposal creation, pricing approvals, contract negotiations, and deal closures. • Maintain accurate sales forecasts, pipeline visibility, and CRM updates. • Lead commercial discussions and contract negotiations with enterprise customers. • Develop compelling business cases and ROI-driven value propositions. • Support marketing initiatives, industry events, and customer engagement programs to generate new opportunities.