• Identify and pursue net-new logo opportunities through outbound prospecting, referrals, and channel networks • Conduct strategic discovery to align cybersecurity needs with Recorded Future’s intelligence solutions • Engage channel partners in joint go-to-market motions, leveraging their reach and relationships • Own and grow key enterprise accounts across multiple verticals • Drive upsell, cross-sell, and renewal opportunities by identifying unmet needs and usage patterns • Build strong, multi-threaded relationships across technical and executive audiences (CISO, CIO, VP of Security) • Act as a trusted advisor, delivering insights and value beyond the initial sale • Partner with Customer Success and other internal stakeholders to ensure seamless onboarding, support, and long-term customer value • Navigate complex, multi-stakeholder sales cycles lasting 6–12 months • Apply MEDDPICC and value-based selling frameworks to qualify and advance deals • Develop and present compelling proposals, with a strong grasp of both technical value and business ROI • Use Salesforce, Clari, and Gong to manage pipeline health, track activity, and maintain forecast accuracy • Handle objections and pricing conversations with clarity, confidence, and professionalism • Consistently meet or exceed quarterly and annual revenue targets • Maintain a deep understanding of cybersecurity trends, competitive dynamics, and enterprise buying behavior • Provide market feedback to internal teams to inform product, positioning, and roadmap priorities

• Identify new opportunities to expand Grafana usage within a set of current customers • Meet and exceed individual quarterly and annual sales goals • Manage all aspects of the sales process (prospecting, sales meetings, product demos, proofs of concept, proposals, negotiations and account management) • Cultivate sales through outbound prospecting and inbound leads • Be able to understand and convey the value of both Grafana Cloud and Grafana Enterprise • Become an expert in managing your sales pipeline in Salesforce • Manage quote creation, order processing, and day-to-day customer requests

• Identify and sell consultatively to prospects, targets and/or existing accounts regarding the variety of packaging solutions Gadge offers, including our value-proposition and service model • Develop and formalize strategies to expand business with existing and new accounts • Develop annual business plan with key strategies to meet or exceed individual sales quotas • Maximize opportunities resulting in a shift of market share from local or national competitors to Gadge through our differentiation of services and product offerings • Continually attain and present packaging products knowledge to customers • Manage a robust pipeline of qualified leads and opportunities through various channels and grow customer base proactively with potential new leads, customer referrals, and outreaches • Track, and maintain sales pipeline, leads, and new opportunities in Salesforce, and provide ongoing reporting of progress win/loss, and strategize to improve close rates • Successfully lead packaging audits as required to identify process and productivity improvements that will lead to cost saving initiatives and a value-based sales proposition for the customer • Craft and deliver detailed customer presentations and Request for Quotes (RFQs) • Achieve short-term and long-term sales targets and goals as established collaboratively with management • Develop and nurture relationships with existing customers, provide exceptional service, and identify potential new opportunities to expand existing accounts • Serve as primary point of contact to service customers’ overall requirements; partner with Customer Experience to establish SLAs, customer requirements, etc. • Provide internal teams with updates and reports based on customer needs, challenges, interests, competitive activities, and potential for new products and services • Collaborate and share information with all appropriate groups throughout the organization to yield successful outcomes, including ensuring new product development progresses and reducing aged inventories • Submit and adhere to company requirements for customer documentations and other reporting requirements (e.g., Expense accounts, Salesforce, Aged Inventory, Accounts Receivable, etc.)

• Engage multiple stakeholders (executives, technical buyers, procurement, operations, and field users) to build consensus and secure alignment around Honeywell’s solutions. • Develop a consultative approach to deeply understand customer challenges (technical, operational, and financial) and translate them into tailored solution proposals. • Drive solution adoption by positioning Honeywell’s metering, data management, and advanced analytics as part of a larger ecosystem that delivers measurable outcomes (efficiency, compliance, grid modernization). • Manage complex buying cycles involving RFPs, pilots, proof-of-concepts, and long-term contracts, ensuring that Honeywell’s value is articulated at every stage. • Build and maintain a multi-level relationship map for each key account, including influencers, decision-makers, and end users. • Develop account and territory plans focused on solving customer problems rather than just product placement. • Collaborate across Honeywell functions (product, engineering, customer success, marketing, and services) to co-create solutions and ensure seamless delivery. • Serve as the customer advocate inside Honeywell, bringing voice-of-customer insights back to the organization to shape future offerings. • Track and measure success using CRM and account planning tools, not only by revenue growth but also by customer adoption, satisfaction, and expansion metrics.