• Independent, active sales of the COLMENA Value Suite (software solution) and COLMENA Counseling (professional consulting) to corporate clients • Independently acquiring new customers as well as managing and expanding existing accounts • Independently managing the entire sales process – from lead generation to contract signing with involvement of product and sales specialists • Independently developing and implementing sales strategies to achieve company objectives • Independently meeting the revenue targets for the customer segment • After prior agreement, participating in trade shows, industry events and networking events to represent the company

• Work with named or large key accounts to provide product solutions, develop new business, and to ensure satisfaction, and maintain positive ongoing relationships. • Identify, plan using MEDDPICC sales methodology and Frameworks and execute sales opportunities. • Prospect and develop business development pipeline. • Respond to customer RFPs. • Develop and present customer proposals. • Establish and develop relationships with key stakeholders within potential customer organizations. • Manage current customer relationships utilizing excellent relationship-building, negotiating and technical skills for success. • Build a Business Case and Establish Value: develop and present proposals to customers that demonstrate the ability of the INFINIDAT solution to meet the customers’ business objectives and justify the sale.

• Design and implement the ANZ customer expansion commercial motion from the ground up, including account readiness frameworks, territory structure across Australia and New Zealand, joint account planning, and pipeline discipline in close partnership with Sales and Customer Success leadership. • Assess every team member against a clear commercial standard within your first 60 days, identify development opportunities, build individual growth plans, and deliver a documented talent strategy to the VP, Sales. • Coach the team toward CFO and Controller-level conversations through specific, skill-based development and build a team where every rep has a clear growth path and knows what great looks like at each stage of the motion. • Run weekly pipeline inspection with rigor: qualify deals in and out, hold a high bar for forecast accuracy, and build a team culture where pipeline honesty is non-negotiable. • Build and maintain joint account plans across the highest-value accounts, surfacing expansion opportunities and aligning internal resources to customer outcomes. • Design territory and coverage models that reflect the distinct dynamics of the Australian and New Zealand markets aligned to customer value and industry vertical. • Ensure the team is structured to maximize expansion opportunities across the ANZ market. • Partner with Customer Success, RevOps, and Sales leadership to drive adoption and process consistency across teams, while monitoring retention signals to ensure sustainable expansion is built on a healthy customer foundation. • Build systems that convert product usage data into creating a proactive expansion motion and owning forecast accuracy to senior leadership on a consistent cadence.

Role Description This role serves as Kawasaki Commercial’s primary field representative within the assigned territory and is responsible for developing strong relationships with Kawasaki Commercial dealers, national account customers, fleet managers, procurement departments, government agencies, and end user customers. The position requires a highly motivated sales professional with experience in commercial equipment, fleet, industrial, construction, agricultural, rental, leasing, or government sales environments. The ideal candidate must possess strong business development skills, dealership support experience, consultative selling ability, and the capability to manage multiple strategic accounts across a large geographic territory. The position works closely with dealer development, sales operations, parts and accessories, marketing, technical services, warranty, logistics, finance, and executive leadership teams to support Kawasaki Commercial’s long-term growth strategy and deliver best-in-class customer experience. The position will primarily support the Kawasaki Commercial KT utility vehicle lineup, including: - KT400 4x4 - KT620 4x4 - KT620 Trans4x4® - KT1000 Trans4x4® - KT1000 Trans4x4® Diesel Travel Requirement: 40% - 60% Location: The right candidate will reside in the following states: AK, AZ, AR, CA, CO, ID, IA, KS, LA, MN, MO, MT, NE, NV, NM, ND, OK, OR, SD, TX, UT, WA, WI, WY. Location must be near an airport. Qualifications - Bachelor’s Degree or related field experience required. - Minimum 5–7 years of B2G and B2B sales experience. - Experience within federal government, SLED, fleet, rental, industrial and commercial markets preferred. Requirements - Field-based position with preference for candidates located in the East Time Zone near a major airport. - Home office based, remote position. - Travel throughout the East United States is required. - Estimated travel requirement: 40-50%, including overnight travel, dealer visits, customer meetings, and government & fleet trade shows. Benefits - Competitive salary based on experience - Medical, Dental, Vision and Pet insurance - 401(k) match - Life and Disability benefits - Generous PTO policy - Up to 12 paid company holidays - Employee discounts on Kawasaki products Company Description KMC is an Equal Opportunity Employer; employment with KMC is governed on the basis of merit, competence and qualifications and will not be influenced in any manner by race, color, religion, gender, national origin/ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability or any other legally protected status.