• Lead the commercial strategy for a portfolio of key accounts, protecting recurring revenue while delivering aggressive net growth and expansion against your territory baseline.**** • Engage senior technology and business leaders - including CIOs, CDOs, CTOs, and VPs across Infrastructure, Supply Chain, Merchandising, Marketing, and Operations - to position weather and environmental intelligence as a core driver of resilience, forecasting, and competitive advantage.**** • Lead complex, multi-threaded sales motions that expand usage beyond individual teams and transform localized use cases into enterprise-wide, cross-functional partnerships.**** • Lead consultative sales cycles across cloud-native platforms, modern data architecture, risk mitigation, workflow automation, and operational decision support, connecting our solutions directly to measurable business outcomes.**** • Help customers understand how real-time and predictive weather insights can improve planning, reduce disruption, strengthen asset protection, optimize inventory and staffing, and support faster, smarter decision-making.**** • Partner closely with Account Executives during transition and onboarding, then assume full commercial ownership of the customer relationship, identifying and capturing expansion opportunities from year one onward.**** • Work cross-functionally with Solutions Engineering, Customer Success, Product, and Marketing to maximize adoption, accelerate ROI, and develop compelling customer success stories.**** • Maintain rigorous visibility into pipeline, account health, stakeholder maps, opportunity progression, and technical environments, ensuring each account is mapped across decision-makers, business priorities, and technology ecosystems.

• 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 • Collaborating cross-functionally to secure new business • Achieving monthly, quarterly, annual sales goals and sales KPIs • Acting as a consultant to identify and quantify customer objectives

• 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