• Own and execute a territory plan that drives net‑new logo acquisition and expansion within named enterprise and government accounts • Build, manage, and advance a high‑value, strategic pipeline, both self‑sourced and channel‑influenced • Navigate complex enterprise organizations by mapping stakeholders, building multithreaded relationships, and engaging at the C‑suite and board level • Lead customers through discovery, evaluation, proposal development, and solution alignment • Develop and deliver compelling proposals that tie Cohesity’s platform to customer risk, resilience, and strategic objectives • Collaborate with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to accelerate deal velocity and expand market reach • Maintain accurate forecasts and deliver consistent quarterly and annual results • Provide market intelligence and customer feedback to leadership to sharpen Cohesity’s go‑to‑market strategy

• Own a defined enterprise territory and deliver against an annual quota through a balanced focus on new logo acquisition and account expansion • Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close • Penetrate large enterprise organization, engage C-level and VP-level decision makers, and run structured, value-based sales cycles • Develop compelling business cases that connect Cohesity’s AI-powered data security platform to customer outcomes across security, resilience, compliance, and cost optimization • Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce • Leverage AI and productivity tools to streamline workflows, improve deal quality, and support data-driven decision making

• Own and execute a territory plan that drives net‑new logo acquisition and expansion within named enterprise and government accounts • Build, manage, and advance a high‑value, strategic pipeline, both self‑sourced and channel‑influenced • Navigate complex enterprise organizations by mapping stakeholders, building multithreaded relationships, and engaging at the C‑suite and board level • Lead customers through discovery, evaluation, proposal development, and solution alignment • Develop and deliver compelling proposals that tie Cohesity’s platform to customer risk, resilience, and strategic objectives • Collaborate with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to accelerate deal velocity and expand market reach • Maintain accurate forecasts and deliver consistent quarterly and annual results • Provide market intelligence and customer feedback to leadership to sharpen Cohesity’s go‑to‑market strategy

• Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities • Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions • Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution • Naturally leads the sales process to a close by demonstrating Workiva’s value proposition • Updates customer relationship management tools regularly and timely • Provides consistent and accurate forward-looking information though pipeline analysis • Plans and executes sales strategy with purposeful action to complete the sale • Gathers internal support to pursue an account • Prioritizes selling activities and follows through in a timely fashion • Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training