• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with our teams to meet customer needs and contribute to account planning • Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers • Create a long-term account strategy aligned with customer goals • Collaborate with our teams to meet customer needs and contribute to account planning • Be a trusted advisor, understanding client businesses and aligning Zscaler solutions with their goals

• Pipeline Generation: Creating 80% of your pipeline by identifying new business opportunities and engaging with multiple personas within the prospect/customer base. Utilize various strategies and tools to generate leads and move them through the sales cycle. • Sales Forecasting: Develop and maintain accurate sales forecasts (+/- 10 of goal), leveraging data to inform decision-making and ensure predictable revenue outcomes with the goal of consistent attainment of revenue targets. • Solution Selling: Effectively communicate the value of our platform, tailoring presentations and proposals to meet the specific needs of each prospect. • Negotiation and Closing: Lead negotiations with potential clients, by thoughtfully addressing key stakeholders including multiple personas and CxO in the buyer journey, while navigating organizational complexities, addressing objections and securing new business agreements. • Account Management: Work across multiple personas within an account to understand their unique needs and align Benchling’s solutions with their business objectives. • Collaboration: Partner with internal teams (marketing, product, customer success, etc) and Channel to ensure a seamless experience for clients and drive long-term customer satisfaction. • Continuous Learning: Stay informed about industry trends, competitors, and emerging technologies to maintain a competitive edge in the market. • Process: Drive the sales process through Pipeline Generation (PG), 3 Why’s, Champion Building, MEDDICC, Command of the Message, etc. Maintain account integrity and opportunity data within company systems; Salesforce.

• Proactively identify and pursue new business opportunities, expanding the customer base and increasing revenue through targeted prospecting and outreach. • Develop and execute strategic account plans, building deep customer relationships that uncover needs, buying processes, and long-term growth opportunities. • Leverage strong understanding of customer priorities to position Cummins solutions effectively, aligning offerings to deliver measurable value and differentiate from competitors. • Lead value-based sales conversations, helping customers evaluate data and clearly understand the advantages and ROI of Cummins products and services. • Consistently achieve or exceed sales targets by driving deal progression, maintaining accurate forecasts, and managing pipeline health through CRM tools. • Navigate and close negotiations successfully, including pricing and payment terms, while protecting company interests and strengthening customer partnerships. • Improve cash flow and customer health by managing accounts receivable, resolving payment issues collaboratively, and maintaining low levels of past due accounts. • Strengthen team and business performance by mentoring peers, collaborating cross-functionally, and ensuring alignment between customer expectations, inventory, service, and delivery capabilities.