• Build and maintain strong relationships with existing customers to identify growth opportunities and support long-term account success • Develop strategic account plans for assigned customers, including growth targets, stakeholder mapping, and engagement strategies • Drive renewals, expansions, and incremental business opportunities within named accounts • Lead consultative sales conversations with business and executive stakeholders • Partner with internal teams such as pre-sales, implementation, marketing, customer success, technical resources, and leadership to support account strategy • Manage deal progression from opportunity identification through close, including forecasting, negotiation, and coordination of resources • Maintain a strong understanding of customer priorities, industry trends, and competitive positioning to effectively articulate value • Ensure a positive customer experience throughout the sales cycle and beyond

• Lead the sales process for ThousandEyes within the ASP Telco/Media segment • Deliver growth in new business across assigned territory • Develop strategic relationships with large Telco and Media accounts • Build and execute account plans • Drive success in territory planning, pipeline development, presentation, trial process management, pricing, and closing processes • Identify and source sales opportunities • Initiate contact and professional follow-up for sales meetings • Meet all sales objectives and bookings targets • Work closely with Customer Success and Product Management • Deliver detailed sales presentations and product demonstrations • Foster mutually beneficial relationships with customers and partners

• Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through OEM and or channel partners • Work within complex customer organisations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and the use of data insights • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

• Deliver expertise in consultative laboratory selling to new and existing TriCore customers within an assigned territory. • Develop exceptional new and existing relationships within new and assigned accounts to promote TriCore interests and drive sales goals. • Maintain and grow current accounts through Strategic Business Calls and consultative dialog based on the client organizations strategy and critical success factors. • Develop value-based relationships within healthcare organizations to drive sales growth goals within the territory. • Grow healthcare accounts to meet or exceed sales objectives of the organization. • Organize and coordinate timely responses to fulfill Requests for Proposals within the designated territory to capture or grow accounts. • Prepare and submit proposals for new accounts as necessary and consistent with pricing policy and review procedure. • Periodically review and manage Laboratory Service Agreement contracts for accounts within designated territory. • Work with laboratory supervisors and departments to solve problems, set up new clients and handle special requests. • Utilize expertise gained from laboratory departments Subject Matter Experts and Medical Directors to increase knowledge for client consultation and meeting sales objectives. • Provide training to clients for onboarding, retention, problem resolution, and client service needs. • Assist and guide Communications in developing appropriate marketing tools when assigned. • Effectively plan, organize and execute sales approach for territory. • Develop effective sales techniques and tactics including Strategic Business Calls and other Phase 3 tactics. • Maintain effective call cycle and client records in the Client Relationship Manager, SalesForce. • Maintain high standards of technical knowledge of new and existing tests offered by TriCore and its partnered laboratories. • Maintain high standards of understanding and knowledge of medical specialties and the illness characteristics of their patient populations. • Maintain high standards of national trends in governmental and private insurance guidelines and regulations including Prior Authorization and Medical Necessity requirements. • Submit weekly and monthly reports including but not limited to expense reports as deemed necessary by management. • Create and generate reports of pipeline and status of leads utilizing the Client Relationship Manager, SalesForce. • Provide training to new and existing customers on TriCore IT products and testing services.