• Build and manage a robust sales pipeline across our SMB / Mid Market accounts • Qualify opportunities with precision and forecast with confidence to meet and exceed your targets • Lead full sales cycle from territory planning, demand generation, discovery, solution alignment, commercial closure, to long-term account expansion. • Build strong executive relationships with CISOs, CIOs, and security leaders to understand business challenges and drive value-based selling. • Collaborate with our Channel Sales team and partner ecosystem to expand reach and generate pipeline through indirect engagements. • Work closely with Sales Engineers and channel partners throughout the sales cycle to ensure high customer satisfaction and strong adoption of Sophos technologies. • Represent the brand at industry events, customer briefings, and strategic forums.

• Design and lead Sonic Automotive’s enterprise strategy for building long-term talent pipelines through partnerships with colleges, universities, and technical schools. • Develop a national partnership strategy targeting community colleges, universities, HBCUs, and technical trade programs aligned to Sonic’s footprint and growth markets. • Build strong relationships with academic leadership, career services, and faculty to embed Sonic into curriculum, programs, and career pathways. • Work with Talent Acquisition to develop campus recruiting strategies across priority markets. • Equip Talent Acquisition teams and store leaders with tools and messaging to effectively attract and convert early-career talent. • Define and track key success metrics, including pipeline volume, conversion rates, retention, and time-to-productivity.

• Responsible for expanding the Company’s business within pre-assigned territories • Achieving sales goals through the acquisition and development of new customers and expansion of the product line within existing customer base • Develop and target regional accounts and prospects • Maintain current customers and acquire new ones by meeting or exceeding goals for territory revenue • Build relationships with current customers while growing revenue and profits through service changes and price increases • Communicate regulatory compliance issues to customers • Implement sales strategies to maximize revenue • Resolve problems and coordinate customer needs with Field Operations and/or Customer Service group • Create presentations for key sales customers and prospects • Complete territory routing plans and forecasts • Provide management with information used to evaluate regional & national opportunities • Make daily calls on new prospects within the targeted territory geography

• Lead and Develop Annual Operating Plans to deliver Gross Sales, Net Revenue, Share, Executional Key Performance Indicator’s (KPI), and Sales Targets. • Develops winning partnerships with customer and internal Tropicana Brands Group stakeholders by influencing and penetrating multiple levels within both organizations. • Ability to lead cross functionally with Sales Planning, Category Management, Finance, Marketing, and Supply Chain to ensure delivery of relevant innovation and key initiatives. • Leads all aspects of customers’ joint business plan (JBP) process, including strategic and tactical plans, while ensuring senior leadership engagement. • Demonstrate customer / channel expertise and leadership to drive development of appropriate strategic and tactical plans. • Must be willing and able to travel up to 20% of the time. • Tackle ambiguous problems to determine and prioritize business strategies. • Demonstrated ability to implement short and long term strategies to support organizational operation and transformation. • Lead, influence, and collaborate across functions to drive results through formal and informal channels.