• Achieve team sales targets, KPIs, and business goals; ensure individual target attainment. • Drive new logo and expansion growth by actively managing the pipeline and ensuring consistent, structured call-outs. • Retain and expand the Sophos portfolio within the existing customer base. • Develop and execute strategies and initiatives to increase revenue and strengthen customer and partner satisfaction. • Maintain strong internal collaboration across Central, EMEA, and Global Sales stakeholders as well as Channel Partners and Distributors. • Support the company’s automation and AI strategy by promoting the effective use of Copilot and modern sales tools; lead, enable, and support the team to actively adopt and leverage these capabilities in daily operations. • Prioritize tasks, allocate projects, and leverage individual strengths within the team. • Support your team in daily work and activities when needed, ensuring timely execution and removal of blockers. • Review, implement, and continuously optimize internal Team processes to ensure efficiency gains and sustainable workload reduction. • Ensure effective Team Inbox management by enforcing SLA adherence and applying clear prioritization. • Provide accurate sales forecasts and actively manage pipeline development. • Ensure effective usage of core sales tools (e.g. Salesforce, Clari, Power BI, Copilot, MindTickle) and adherence to sales operations processes. • Promote and support modern sales methodologies (Baseline Selling, iCAN, MEDDPICC). • Conduct regular performance reviews and additional evaluations as required. • Manage team performance by providing constructive feedback and recognizing achievements. • Lead, coach, and mentor the sales team to drive high performance and continuous growth. • Oversee onboarding, training, and development planning to ensure a rapid productivity ramp-up and timely completion of mandatory trainings. • Conduct regular team meetings and ensure continuous communication with key internal stakeholders. • Review and approve travel expenses and other submissions accurately and in line with company policies. • Deliver QBRs and present business updates to management. • Attend customer and partner meetings as well as Sophos events. • Provide coverage for fellow Teamlead/Managers during absences or transition periods

• Lead the team through necessary and contemporary changes related to the company’s strategic goal to be a next-generation cybersecurity leader • Recruit, mentor, and manage a team CAEs in the allocated region • Execute channel-sales and go to market strategies • Identify requirements for Sophos in this part of the market • Achieve bookings quota to achieve company goals • Provide accurate forecasting • Develop the key-partners handled by the CAEs to the next level and assure proper growth as well as selling of next-gen solutions, especially Cybersecurity as a Service • Structure our channel Right: Use and know your metrics: unrenewed rate, BOD, ARR, white space list etc • Increase Channel knowledge by regular training, workshops, webinars • Push New topics / growth enabler like MSP and Cloud – new routes to market • Ensure tight management of partner programme requirements through the CAE Team: 100% program adherence, revenues and certification, renewals, active business plans etc., understand what partner's Business and customer set is • Success Measurement: Accelerate revenue and channel growth; persistent communication with stakeholders in all relevant departments to collect right and appropriate Information, ensure close teamwork of the CAE team with Inside-Sales as well as direct touch teams especially with the enterprise Team; promotes and supports the exchange of knowledge and best-practice-sharing between the different channel teams in EMEA Central.

• Cultivates strong, productive, and influential relationships with brokers/consultants driving new business growth. • Manage complex negotiations; positions products, rate levels and expanded product portfolios to increase sales and maximize revenue. • Develops and executes sales and growth strategy for products in assigned territory and book of business. • Provides support during open enrollments and conducts open enrollment presentations independently. • Assist in training activity as needed.

• Responsible for all aspects of the sales process: identifying targets, establishing a pipeline, crafting and delivering compelling proposals to prospective customers, contracting and closing new client business for the Company • Ability to analyze markets, define new addressable targets and prioritize prospecting efforts to build a pipeline to deploy this new technology • Build successful partnerships with client business leads and key decision makers, provide on-going strategic insights and continually identify future value-added solutions based on the changing market dynamics and industry trends • Able to think strategically and develop compelling customer value propositions and link solutions to the customer strategy and requirements • Expert in cold-chain and/or protective packaging industry that can understand the role of integrating machinery into customer operations and a razor/razor-blade consumables model amidst changing market conditions • Fluency in building ROI and explaining payback to Finance leaders within prospects’ organizations • Collaborate across the company, leveraging packaging and machinery knowledge, tools and other resources to drive TemperPack’s value into the marketplace • Build and maintain relationships with key internal and external customers; assist as needed with problem solving and customer relationship management • Understand the parts and service offering and drive sales in this aspect of the platform • Diligent use of CRM to track sales cycle, forecast deployment schedules and project manage implementations in partnership with the manufacturing team • Gather, analyze, and share customer technical information and feedback to inform future design and capability expansion to advance the product offering