• Represent Ste. Michelle Wine Estates to assigned accounts and serve as a trusted partner. • Execute company sales plans to achieve depletion and PODS goals. • Communicate and sell brand objectives, marketing programs, and initiatives. • Partner with marketing to develop and implement in-store programs. • Track program performance, planning, and distribution. • Build strong relationships to become the preferred supplier and category resource. • Maintain knowledge of SMWE brands, competitors, and category trends. • Prepare forecasts for budgets and brand depletions as needed. • Provide updates to executive leadership on presentations, calendars, and program results. • Report call outcomes and ensure alignment with VP, Sr. Director, State Manager, and RVP. • Manage assigned budgets and oversee national retail pricing within brand guidelines. • Collaborate with distributor account executives to align sales goals and distribution. • Attend trade and customer events; engage with industry organizations to strengthen relationships. • Manage account pricing changes: develop plans, communicate, negotiate, and inform stakeholders.

• Identify and develop new business opportunities through strategic prospecting, networking, referrals, and targeted lead generation • Conduct discovery meetings with prospective clients to understand their operational needs, business challenges, and growth objectives • Present and demonstrate technology solutions in a way that clearly communicates business value and operational benefits • Prepare detailed quotations, proposals, and commercial offers tailored to client requirements • Manage the complete sales cycle from initial contact through deal closure, ensuring a seamless and professional experience • Consistently achieve monthly and quarterly sales targets while contributing to overall company growth and market expansion • Build and nurture strong, long-term relationships with both prospective and existing clients through transparent and professional communication • Maintain consistent follow-up throughout the sales process, demonstrating reliability and commitment to client success • Listen actively to understand client requirements and provide customized business solutions that address their specific needs • Ensure high levels of customer satisfaction by delivering exceptional service and maintaining professional standards at all times • Serve as the primary point of contact between clients and the organization, fostering trust and confidence throughout the sales journey • Collaborate effectively with technical and implementation teams to ensure smooth client onboarding and successful solution deployment • Coordinate project handovers and communicate client requirements clearly to internal teams to facilitate seamless transitions • Support clients during the pre-sales and post-sales phases, addressing questions and concerns with empathy and expertise • Monitor project progress and maintain regular communication to ensure client satisfaction and successful implementation outcomes • Act as a bridge between client expectations and internal capabilities, ensuring alignment and transparency throughout the engagement • Develop and maintain strong knowledge of technology solutions, business workflows, and digital transformation services • Stay informed about industry trends, competitive solutions, and emerging technologies to position our offerings effectively • Continuously enhance your product knowledge and consultative selling skills through training and professional development • Analyze market opportunities and client feedback to identify areas for improvement and innovation

Role Description Own the full national sales cycle, from prospecting through close, within OpenWorks’ ideal customer profile. - Drive both new logo acquisition and expansion within existing national accounts (land-and-expand model). - Use the OpenWorks “OW Way” – a consultative, customer-first sales approach – to uncover needs and deliver tailored facility service solutions. - Lead complex, multi-stakeholder sales processes, including discovery, solution design, pricing, proposals, and contract negotiation. - Build and execute account strategies to engage decision-makers from VP to C-suite. - Develop customized proposals and deliver compelling virtual and in-person presentations. - Partner closely with Operations, Strategic, and Pricing teams to deliver accurate, competitive solutions. - Ensure smooth handoff of new clients to Operations after close. - Share best practices, insights, and market feedback to continuously improve our sales organization. Qualifications - 6+ years of B2B sales experience, including national or enterprise-level selling. - 3+ years of experience selling services across multi-state or multi-region territories. - Proven success as a full-cycle hunter, consistently achieving $2M–$6M+ in annual revenue. - Strong experience selling in competitive, outbound-focused (“cold”) markets. - Proven experience using HubSpot (or comparable CRM) to manage pipeline, forecast accurately, and drive deal strategy. - Strong ability to leverage sales technology, automation, and AI-powered tools to improve efficiency, insight, and performance. - Demonstrated ability to collaborate with cross-functional and strategic partner teams. - Track record of building trusted relationships with senior leaders and executives. - High personal accountability, strong work ethic, and a growth-oriented mindset. - Excellent communication, negotiation, and consultative selling skills. Benefits - Contribute to projects and initiatives that directly shape our company’s success. - Collaborate with diverse teams and stakeholders across the organization. - Competitive compensation, benefits, and the opportunity to grow your career in a forward-thinking and inclusive environment.

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company. At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in our value of 'play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian. There's a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products. We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long-term business goals, and formulating customized strategies to foster mutual growth and success. The responsibilities also encompass nurturing strong relationships with key decision-makers, identifying opportunities for upselling or cross-selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives. We believe in the Atlassian values and want to use them as our compass in building a revolutionary sales model. Are you customer-focused and creative? Can you effectively organize resources to meet the needs of our customers?If yes, then we'd love to have you on our team! Responsibilities What You'll Do: - Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success - Be the main Atlassian point of contact or escalation point for designated strategic Accounts - Developing and implementing strategic sales plans to acquire and retain high-value accounts. - Identifying key decision-makers within target accounts and building strong relationships with them. - Building and maintaining relationships with C-level and other executive relationships. - Understanding the business objectives and challenges of potential customers and positioning solutions to address their needs. - Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction - Leading complex negotiations and contract discussions with customers. - Conducting market research and staying informed about industry trends to identify new opportunities and maintain a competitive edge. - Providing regular updates and forecasts on sales performance to senior management. - Developing and maintaining a deep understanding of the company's products and services to effectively communicate their value proposition to customers. - Traveling as necessary to meet with clients, attend industry events, and participate in conferences. - Mentoring and providing guidance to junior members of the sales team, if applicable. Qualifications Your Background: - 10+ years of quota-carrying Enterprise Software Sales Experience - Experience driving transformation deals in large global accounts with multi-million dollar spend thresholds - Experience engaging and building C-level and other executive relationships - Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs - Proficient in leading and guiding a highly matrixed support team across geographies, getting cross functional teams aligned and marching toward the same goals - Experience managing key customer relationships and closing strategic sales opportunities - Extensive experience utilizing a CRM to achieve and correlate key performance metrics - Building and leading territory & strategic account plans - Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities - Proven track record of meeting or exceeding performance targets - Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. This role may also be eligible for benefits, bonuses, commissions, and equity. In The United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: $223,200 - $253,000 Zone B: $200,700 - $227,700 Zone C: $185,400 - $209,990 Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .