• Expand the sales volume and profits within the territory by actively calling on new and existing customers. • Use effective pre-call planning, market information, scheduling, and maximization of sales opportunities. • Develop strategic sales plans and forecasts for the territory. • Identify and pursue additional sales opportunities in current and new product lines. • Effectively communicate and turnover order details to Customer Service Representatives. • Prepare and present quotes, proposals, reports, correspondence, and product/industry presentations to customers at all levels within the customer’s company. • Report on weekly sales activities, operations, and forecasting information. • Ensure timely submission of expense reports. • Utilize the company CRM to build a database for collection and reporting of all account calls, prospects, activities, objectives, and results. • Participate in company improvement programs such as strategic planning or continuous improvement programs. • Participate and network in various industry associations and functions. • Attend training and trade shows as required. • Plan sales activities/trips to maximize sales coverage and maintain travel expenses within budgets.

• Consistently deliver revenue targets – ensuring company revenue goals, and objectives are achieved quarter over quarter and year over year • Accurately forecast quarterly, and annual revenue numbers for assigned region • Direct sales activities within the assigned area, set expectations, provide mentorship, prioritize efforts, hold the team accountable • Coach sales team to uncover customer needs, develop champions, present specific use cases, demonstrate value of Splunk products and services and negotiate pricing and terms

• Establishing and executing Transient sales strategy for a portfolio of Essentials hotels • Drive the corporate negotiated and consortia strategy at a portfolio of hotels by engaging in market and account research • Executing business development tactics • Leveraging World of Hyatt brand tools to build loyalty • Responsible for growing negotiated market share and reporting on progress to property stakeholders • Opportunity to train or coach new team members to deliver high performance and be considered for potential future leadership roles within Central Sales

• Lead, coach, mentor, and develop a high-performing IT sales team. • Own the Managed IT Services sales forecast and provide accurate pipeline and revenue projections. • Drive new client acquisition and recurring revenue growth through Managed IT Services solutions. • Develop and execute sales strategies aligned with company growth objectives. • Lead weekly pipeline, forecast, and deal strategy meetings. • Coach Account Executives through all phases of the sales cycle. • Establish performance expectations and monitor KPIs. • Partner with Sales Engineering to develop customer-focused technical solutions. • Collaborate with Marketing, Professional Services, Delivery, Customer Success, and Executive Leadership. • Monitor sales metrics, forecast accuracy, and pipeline health. • Ensure CRM data integrity and sales process adherence. • Recruit, onboard, mentor, and retain top-performing sales talent. • Provide regular business updates and strategic recommendations to executive leadership.