• Drive Territory Growth • Own a targeted set of Federal accounts and develop strategic territory plans focused on pipeline creation and revenue growth • Prospect, qualify, and close opportunities across both existing and net-new Federal accounts • Build multi-threaded relationships across technical, operational, procurement, and executive stakeholders • Create momentum within strategic agencies through disciplined account planning and consistent customer engagement • Lead Complex Sales Cycles • Manage sophisticated enterprise sales motions from discovery through close • Understand customer environments, modernization priorities, funding paths, procurement models, and competitive landscapes • Navigate Federal acquisition processes and partner-led procurement motions effectively • Build strong business cases aligned to mission outcomes, resiliency, cybersecurity, and operational efficiency • Position BlueCat’s Platform Value • Communicate BlueCat’s value across networking, cybersecurity, automation, cloud transformation, and network observability initiatives • Help customers understand how foundational network intelligence improves visibility, resiliency, security posture, and operational control • Partner closely with Sales Engineering to align technical solutions with agency priorities • Collaborate Across Teams • Work closely with Channel, Marketing, Customer Success, and Leadership teams to accelerate pipeline and drive successful outcomes • Build relationships with Federal integrators, resellers, and ecosystem partners • Maintain accurate forecasting, opportunity management, and territory visibility within Salesforce

• Own and grow a portfolio of key managed accounts (VARs, MSPs, GSIs, enterprise customers) • Develop and execute account plans aligned to revenue, profitability, and growth targets • Build strong, multi-level relationships across customer organisations • Lead commercial negotiations and contract discussions with key partners • Act as the senior escalation point, ensuring a high-quality customer experience • Identify opportunities to expand adoption of strategic platforms and solutions • Run regular business reviews, using data to drive performance and growth conversations • Collaborate cross-functionally with sales, vendor, and specialist teams • Maintain accurate forecasting and pipeline management in CRM systems • Represent the business in customer engagements, meetings, and industry events

• Prospecting and managing the full sales cycle • Closing business in a variety of enterprise corporate accounts and law firms • Generating leads to create a pipeline of opportunities and manage the pipeline with the account team • Collaborating cross-functionally to secure new business and provide input on development of marketing plans and programs • Identifying business issues within client and prospect accounts to understand solution fit • Achieving monthly, quarterly, annual sales goals and sales KPIs • Managing multiple complex sales processes simultaneously • Acting as a consultant to identify and quantify customer objectives and offer solutions through our products

• Developing and managing relationships within our ESMB segment focusing on customers in west India • Managing complex sales-cycles and presenting to C-level executives the value of our enterprise suite of applications • Forecast sales activity and revenue achievement in Salesforce, while creating satisfied and reference-able customers • Demonstrating our product via the Web