• Develops and manages key accounts within the assigned territory, with a focus on utility-scale PV and BESS opportunities. • Builds and maintains senior-level relationships with IPPs, EPCs, developers, utilities, and other key decision-makers across the energy sector. • Develops effective long-term strategic plans to capture market share and maximize sales revenue within the assigned territory. • Executes a complex solutions selling approach at the executive level to drive technology alignment and forward roadmap development. • Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base. • Develops business cases and strategic plans to feed market input, industry data, and customer requirements into internal business unit product and solutions development cycles. • Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful and timely resolution. • Implements and improves sales cycle, systems, and processes as required to drive improved effectiveness and profitability. • Collaborates with internal colleagues across sales, product management, engineering, and service teams to ensure alignment on technical requirements and customer needs. • Maintains accurate records of customer activity and pipeline in CRM systems with thorough organizational discipline and direct management reporting. • Attends relevant trade shows, conferences, seminars, and industry events as required. • Travels to Rocklin-based offices, tradeshows, and customer meetings as needed. • Travels to SMA headquarters in Kassel, Germany for alignment within the business unit as needed.

• Develops and manages key accounts within the assigned territory, with a focus on utility-scale PV and BESS opportunities. • Builds and maintains senior-level relationships with IPPs, EPCs, developers, utilities, and other key decision-makers across the energy sector. • Develops effective long-term strategic plans to capture market share and maximize sales revenue within the assigned territory. • Executes a complex solutions selling approach at the executive level to drive technology alignment and forward roadmap development. • Develops comprehensive short and long-term sales strategies to maximize business capture across the customer base. • Develops business cases and strategic plans to feed market input, industry data, and customer requirements into internal business unit product and solutions development cycles. • Actively owns, drives, and manages monthly pipeline business forecast and addresses any issues for successful and timely resolution. • Implements and improves sales cycle, systems, and processes as required to drive improved effectiveness and profitability. • Collaborates with internal colleagues across sales, product management, engineering, and service teams to ensure alignment on technical requirements and customer needs. • Maintains accurate records of customer activity and pipeline in CRM systems with thorough organizational discipline and direct management reporting. • Attends relevant trade shows, conferences, seminars, and industry events as required. • Travels to Rocklin-based offices, tradeshows, and customer meetings as needed. • Travels to SMA headquarters in Kassel, Germany for alignment within the business unit as needed. • Other duties as may be required or assigned.

• Build and Scale the Federal Business • Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion. • Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities. • Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value. • Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows. • Personally drive strategic opportunities while mentoring and guiding other Federal sellers. • Help onboard, develop, and elevate future Federal Account Executives. • Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement. • Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team. • Lead sophisticated, multi-threaded sales cycles from initial engagement through close. • Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations. • Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions. • Develop strategic account plans that align technical outcomes with mission priorities. • Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability. • Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness. • Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams. • Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners. • Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

• Responsible for leading a team of field sales consultants • Develops sales strategies and executes programs to achieve sales and profit goals • Reviews sales performance of Field Sales Representatives • Oversees staffing, training, and performance evaluations • Coordinates sales distribution by establishing sales territories, quotas, and goals • Interacts with internal management to discuss sales issues • Prepares monthly sales reports