• 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.

Role Description As an Area Sales Director, you will take sales responsibility for generating all revenue from the Benelux region in a period of dramatic and expected growth to significant seven-digit revenue numbers. You will personally close numerous high-value new customer wins in the market and lead a team of Sales Directors responsible for new business quota attainment in their assigned territories. As a member of an ambitious global sales organization seeking category leadership, you will be a close collaborator and a highly active and resilient member of the team driving the business forward. The role will work remotely from a home office and report to AVP NEMEA. Responsibilities: - Manage a team of Sales Directors in achieving individual and team quota - Effectively run and manage all aspects of the sales cycle, quote, negotiate, and assist sales reps in closing complex transactions through the development of executive-level relationships with key prospects - Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management - Coordinate and manage weekly and monthly one-on-one and team-wide pipeline reviews, meetings, mentoring and training sessions to ensure ongoing improvement and best practice sharing - Develop and implement corporate objectives scorecards with management to maintain the productivity standard of the sales team - Attract, hire, coach, on-board and retain top sales talent - Be a change agent within Cato Networks, help define new models and processes to grow our business - Maintain highly collaborative relationships with the Presales, Operations, Product, and Customer Success teams - Make our customers successful! Qualifications - Senior sales experience with strong leadership and management track record, a hands-on world-class sales executive - A Hunter with over 10 years of field and remote sales experience with consistent over-achievement of quotas - Networking and/or Security solutions B2B sales experience in a highly competitive market - Enterprise experience selling to C-Level and Technical buyers - A minimum of 2 years experience managing an individual contributor sales team - Channel recruitment and enablement experience with demonstrable track record of channel sales success - Demonstrated ability to accurately forecast sales results - Strong skill set in contract negotiations - Ability to work in a rapidly expanding, fast paced environment - Collaborative approach and demonstrable success in highly team-oriented sales organizations with great communication skills - Willingness to work hard to make exceptional success happen - Start-up experience is an advantage - Experience in selling cloud-based solutions is an advantage Requirements - Senior sales experience with strong leadership and management track record, a hands-on world-class sales executive - A Hunter with over 10 years of field and remote sales experience with consistent over-achievement of quotas - Networking and/or Security solutions B2B sales experience in a highly competitive market - Enterprise experience selling to C-Level and Technical buyers - A minimum of 2 years experience managing an individual contributor sales team - Channel recruitment and enablement experience with demonstrable track record of channel sales success - Demonstrated ability to accurately forecast sales results - Strong skill set in contract negotiations - Ability to work in a rapidly expanding, fast paced environment - Collaborative approach and demonstrable success in highly team-oriented sales organizations with great communication skills - Willingness to work hard to make exceptional success happen - Start-up experience is an advantage - Experience in selling cloud-based solutions is an advantage Company Description Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeam, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028. This is your opportunity to get on the rocket ship and join a company that is building a cutting-edge enterprise network and secure cloud platform, and is on a fast track to becoming the worldwide market leader – don’t miss it!