• Own and drive a pipeline of mid-market opportunities ($20K–$100K ACV) from outbound prospecting through close • Run discovery, demos, and business case conversations with Finance, Accounting, and IT stakeholders • Potentially partner with a VAR Partner not in our network to co-sell and influence deals in the BC and Sage Intacct network • Develop deep knowledge of customer ERP environments to position Velixo’s value clearly and credibly • Collaborate with Sales Engineer on complex evaluations and POCs • Accurately forecast your pipeline and maintain CRM hygiene in HubSpot • Feed market intelligence back to product, marketing, and leadership

• Own a new-partner target: build and manage pipeline from prospecting through signed agreement • Run full sales cycles end to end: outbound outreach, discovery, program demonstration, proposal, negotiation, and close • Identify and engage Computer Science faculty, department chairs, and academic decision-makers; map program fit and build the internal case for partnership • Translate CodePath's curriculum, technical rigor, and student outcomes credibly to a CS faculty audience • Navigate academic procurement and budget cycles to move deals to close on a predictable timeline • Partner with the Head of Higher Education on territory strategy, target account lists, and deal strategy • Maintain accurate pipeline, activity, and forecast data in HubSpot • Represent CodePath at higher education and CS education conferences and events • Achieve quarterly new-partner and enrollment targets

• Act strategically and operationally across the entire commercial cycle, combining pre-sales and sales activities from prospecting through post-sales. • Actively prospect clients and manage the end-to-end commercial process. • Manage the full sales cycle, from initial approach to closing and post-sale follow-up. • Work consultatively, deeply understanding clients’ needs and proposing appropriate Information Security, Cybersecurity and GRC solutions. • Drive commercial opportunities with a focus on conversion, value creation and long-term relationships. • Support and execute the design, structuring and pricing of technical and commercial proposals. • Prepare, present and negotiate proposals, driving them through to closing. • Support and lead bidding processes, RFPs and public and private contracting. • Analyze tender documents, identify opportunities and prepare required documentation (clarifications, appeals, challenges, declarations and related items). • Monitor tenders on various portals, ensuring deadlines, compliance and quality. • Keep systems, CRM, commercial records and documentation up to date. • Support pipeline management, forecasting and commercial KPIs. • Manage contracts under your responsibility, tracking consumption, billing and renewals. • Participate in negotiations, service orders, contract addenda and renewals. • Obtain quotes and negotiate with manufacturers, partners and suppliers. • Attend external meetings with prospective and active clients, supporting opportunity identification and solution presentations.

• Act as a strategic link between the company and clients • Prospect new clients under direct supervision • Participate in client visits alongside experienced representatives • Present the company’s basic products and services • Prepare simple, predefined commercial proposals • Record client information and contacts in internal systems • Support promotional activities and sales campaigns • Collect data on competitors and local market trends • Provide initial post-sales support • Meet basic prospecting and service targets • Attend internal trainings and development sessions • Support management of an active client portfolio • Assist in preparing visit and sales reports • Follow a pre-established visit schedule • Maintain continuous communication with commercial supervision • Ensure ethical conduct and alignment with the company’s commercial policy • Plan and execute client visit and prospecting routines • Negotiate commercial terms and close sales with moderate autonomy • Prepare customized commercial proposals • Manage an active client portfolio and identify new opportunities • Collect and report market and competitor information • Ensure achievement of sales targets and performance indicators • Deliver structured commercial presentations • Monitor client satisfaction and retention • Record and update data in the CRM and other sales systems • Develop strategies for market expansion • Support marketing activities and product launches • Prepare performance and results reports • Provide post-sales support and help resolve issues • Represent the company at trade shows and events • Suggest improvements to sales and customer service processes