• Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts. • Value Articulation: Articulate and sell the value of LaunchDarkly's platform subscriptions and usage-based pricing model. • Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP). • Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects. • Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base. • Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering. • Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions. • Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success.

• Travel remotely within sales territory to conduct in-home inspections • Utilize warm pre-qualified leads to develop and maintain a book of business • Diagnose and educate homeowners on the issues they have in their home and provide solution options • Estimate the repairs and provide homeowners with generated job proposals • Close sales with customers in the home • Maintain relationships with customers while tracking sales lead pipeline • Report to home branch for Sales team initiatives and meetings

• Travels through assigned territory to call on regular and prospective customers to solicit orders and new business • pre- pare sales contracts and interfaces with customers on location or by phone • Takes a leading role with contract negotiations, closing the sale and developing marketing plans for contract accounts • Safe/Competent operation of route vehicle and vehicle maintenance and cleanliness • Coordinates and leads sales meetings to include agenda preparation • Ensures that all Admiral Beverage brands and packages are rotated on a “first-in, first-out” basis in accordance with supplier requirements • Establishes good customer rapport through professional selling approaches • Properly accounts for all cash/credit proceeds, products removed from inventories, lighted signs, and all other Company assets where applicable • Solicits new business by conducting business reviews, demonstrating products and services, using samples, marketing resources, and emphasizes salable features and benefits to customer • Arranges products according to prearranged plan or own ideas approved by management • Places price and descriptive signs on backdrop, fixtures, merchandise, or floor • Transfers product from customer stock room to floor displays to comply with "Sell By" dates, maximize product, in store and minimize product in stock room • Order product for assigned accounts in accordance with established procedures to ensure no-out of stocks conditions • Originates display ideas or follows suggestions or schedule of Sales Manager • Constructs or assembles display aids from company provided Point of Sale (POS) materials • Estimates and coordinates date of product delivery and empty shell pickups, based on knowledge of own company’s, production and delivery schedules • Prepares reports of business transactions and keeps expense accounts • Wears and utilizes appropriate company safety equipment • Other duties may be assigned by the immediate supervisor or other supervisor at any time

Role Description Join us as an Account Executive - Architecture in our Global Security Sales Organization! Our outstanding sales team is motivated by a passion for keeping customers secure in a world of evolving cyber threats. Let's build the future of networking and security together. Empowering the world to reach its full potential, securely—that’s our vision. We do this by providing effective security solutions and becoming our customers' most trusted partner. With Cisco Security, if it’s connected, it’s protected. As an Account Executive - Architecture, you will: - Develop and lead security account plans and strategies for each assigned region and accounts using all available resources (executive sponsors, marketing, technical, services, Cisco on Cisco, etc). - Drive double-digit revenue growth through new project identification, creation, and attach opportunities. - Forecast and report activity accurately in line with expectations using SalesForce.com. - Identify major projects within the largest accounts and lead activities to improve product and service revenue across the account base. - Provide customers and partners with pricing and configurations to meet their needs as required. - Forge high-level relationships within critical strategic accounts to win incremental product and service business. - Partner closely with technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and exchanges. - Collaborate with the Cisco Channel Team and authorized channel partners on new and current sales opportunities, demonstrating their capabilities where appropriate. Qualifications - 5+ years of overall sales experience with at least 3 years selling Security solutions. - Direct touch sales combined with experience working in a matrixed organization and working with partners to improve results. - Experience selling network security (Intrusion Detection, Firewall, VPN, and related technologies) or SaaS security offers. - A good all-round knowledge of the Security Market. Requirements - BS/BA or equivalent is highly preferred. - Excellent interpersonal, communication, and presentation skills. - Proactive with the ability to succeed in a dynamic environment. - High level of attention to detail, able to demonstrate competence building and driving a large geographic plan across multiple accounts. - MEDDPICC experience a plus. - Ability to travel is required. Benefits - Medical, dental and vision insurance. - 401(k) plan with a Cisco matching contribution. - Paid parental leave. - Short and long-term disability coverage. - Basic life insurance. - 10 paid holidays per full calendar year, plus 1 floating holiday for non-exempt employees. - 1 paid day off for employee’s birthday, paid year-end holiday shutdown, and 4 paid days off for personal wellness determined by Cisco. - Non-exempt employees receive 16 days of paid vacation time per full calendar year. - Exempt employees participate in Cisco’s flexible vacation time off program. - 80 hours of sick time off provided on hire date and each January 1st thereafter. - Optional 10 paid days per full calendar year to volunteer.