• Meet and exceed annual revenue quota. • Responsible for prospecting and self-development of leads and/or generating new business from existing accounts and progressing them to opportunity stage and eventually win business. • Pursue leads as presented by the SDR, BDR and Partner Teams as a meeting set and work to progress the lead to the opportunity stage and eventually win business. • Conducting on-line demos of APS products and completing sales with minimal supervision. • Keep current on the product and system knowledge to effectively demonstrate APS Technology Platform. • Self-management of sales activity and opportunity pipeline in Salesforce.com is required, following standard operating procedures and Service Level Agreements on sales processes and use of Salesforce. • Collaborating with Marketing on lead quality and conversion. • Responsible for getting the Service Agreement and the Sales Order signed. • Handling questions and expectations from new clients as they transition from sales to implementation. • Assist in the following front-end implementation calls to transition the client from Sales to Implementation and to ensure the client objectives discussed in the sales process are detailed and discussed in the client’s onboarding. • Internal Review Call: Schedule and facilitate the internal review call with the Project Manager, and initiate transitioning the client to Project Manager/Implementation. • Kickoff Call: Participate in the kickoff call to transition the client to Project Manager/Implementation. The kick off call is scheduled and facilitated by the Project Manager. • Travel required at 60% of time.

• Generate new sales opportunities and nurture relationships within assigned territory • Expand existing business, while maintaining current client base satisfaction • Use customer insights to develop targeted sales strategies and tailor responses to address specific customer requirements • Meet monthly/quarterly/annual quotas assigned by leadership • Responsible for accurate and timely CRM/forecast updates • Engage in effective negotiations with customers and finalize sales • Communicate and strategize with internal customers • Lead the sales specialists and services personnel to drive new deals • Supervise the installation of new products post-delivery to the customers to ensure customer satisfaction • Ability to connect with key decision makers and consistently be on-site with customers developing relationships more than 60% of the time • Travel up to 80% of the time

• Drive inbound sales growth and identify new leads primarily through an inbound client approach. • Showcase the benefits of our SaaS Source Code Escrow platform while providing excellent customer service. • Advise customers on potential solutions and build strong relationships through excellent customer service. • Prepare email sequences and promptly respond to customer emails in a professional manner. • Identify and contact new leads through inbound channels, following up via email or phone. • A/B test different approaches to optimize results and improve conversion rates. • Conduct online platform demos to showcase our products' benefits and features. • Create and negotiate offers to close deals with potential customers. • Upsell to active customers by identifying additional value and benefits.

• Own the full sales cycle, consistently hitting (and exceeding) quota and pipeline targets. • Develop and execute a regional strategy to identify high-growth opportunities and untapped markets. • Cultivate deep, symbiotic relationships with AWS Sales Leaders and Partner Managers to co-sell and maximize market share. • Partner with our Forward Deployed Engineers and Solutions Architects to solve "unsolvable" technical hurdles for prospects. • Maintain a rigorous standard for forecast accuracy in Salesforce and ensure all proposals reflect DoiT’s high-caliber brand. • Guide customers from initial curiosity to successful contract execution, ensuring a world-class onboarding experience. • Work hand-in-hand with Marketing and BDR teams to fuel demand generation, from campaign conception to post-launch analysis. • Travel with purpose (30-50%) to engage with AWS teams, attend industry events, and meet customers face-to-face.