• Pipeline development & lead activation: You independently drive the entire sales cycle forward. This is based on data-driven CRM analyses to selectively activate existing warm leads from the PCG ecosystem (no hard cold calling). • Sales of our Data & AI portfolio: You strategically accompany customers in their transformation. You sell our enabling workshops for use-case identification, the construction of modular architecture foundations (AI Foundation including data management, security and FinOps), as well as pre-built lighthouse use cases. • Maturity assessments & value selling: You analyze the customer’s current state using structured maturity assessments to design sustainable solutions, managed services, and appropriate change & adoption concepts. • Deal optimization & partner management: We advise agnostically. You use your sense for cloud subsidies, incentives and the programs of the major hyperscalers to optimally structure deals commercially. • GTM strategy: You contribute your market insights directly and actively participate in the further development of our go-to-market strategy.

• Drive Sales – Maximize sales by providing product training and demos highlighting the product value proposition, optimizing point of sale merchandising, developing promotions and providing sales support to both distributors and end-users. • Build Relationships – Develop deep relationships with key partners, including distributors and end-users, offering tailored sales training and event support. • Analyze & Act – Monitor sales data, identify opportunities, and take proactive action to boost performance. • Market Knowledge – Become an expert on the market, including competitors, products, and applications to maximize sales potential in your territory. • Independent Success – Leverage your technical expertise, creativity, and problem-solving skills to meet sales goals, while working independently after initial training.

• Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base. • Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty. • Initiate and lead high-impact sales strategies and collaborative efforts with key partners. • Develop and nurture executive-level relationships to secure customer commitment and satisfaction. • Conduct strategic site visits to identify growth opportunities and enhance engagement. • Maintain impeccable account and opportunity data within CRM systems for accurate forecasting. • Deeply understand customer business dynamics to align and upsell SOPHOS solutions. • Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts. • Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success. • Engage in continuous learning and training to stay ahead of product developments and industry trends. • Record all sales activities diligently to ensure Salesforce (CRM) system reflects current and accurate data. • Collaborate with Sales Engineering and Marketing for comprehensive support throughout the sales cycle. • Provide valuable market insights and feedback to SOPHOS’s product and strategy teams.

• Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base • Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty • Initiate and lead high-impact sales strategies and collaborative efforts with key partners • Develop and nurture executive-level relationships to secure customer commitment and satisfaction • Conduct strategic site visits to identify growth opportunities and enhance engagement • Maintain impeccable account and opportunity data within CRM systems for accurate forecasting • Deeply understand customer business dynamics to align and upsell SOPHOS solutions • Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts • Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success • Engage in continuous learning and training to stay ahead of product developments and industry trends • Record all sales activities diligently to ensure Salesforce (CRM) system reflect current and accurate data • Collaborate with Sales Engineering and Marketing for comprehensive support throughout the sales cycle • Provide valuable market insights and feedback to SOPHOS’s product and strategy teams