• Own the full sales cycle from prospecting through close for new SMB hotel customers • Generate pipeline through outbound prospecting while converting inbound opportunities • Consistently achieve and exceed quarterly new ARR quota • Conduct value-based discovery and position Visual Matrix solutions to solve customer challenges • Maintain accurate pipeline management and forecasting in Zoho CRM • Leverage Gong, AI tools, and sales insights to continuously improve performance • Partner with Marketing, Customer Success, and Implementation to deliver a seamless customer experience • Become a trusted advisor to hotel operators and identify long-term growth opportunities

• Supplies product information to selected customers in an assigned territory and/or arranges for business analyses of customer’s business communication requirements and develops benchmark demonstrations, proposals and value propositions that exceeds customers’ requirements resulting in the development of new customers and retention of existing accounts by applying a consultative approach to Federal Department of Defense, Department of Veteran Affairs, and Civilian organizations. • Is responsible for assessments, technology recommendations and sales of our CIP/OP technology, Software and services. • The PTE is also responsible for the strategy of our managed print program which includes color management, consulting, wide-format, remote monitoring, application management and our platform strategy with IOT. • Organizes and implements post-sale delivery and implementation of RICOH solutions at customer locations. Acts as primary point of contact for all sales paperwork. • Proactively develops new customer contacts, review leads, participates in customers’ business communication strategy, planning and delivery of RICOH solutions. • Engages in strategic planning with customer base; proactively identifies, evaluates and formulates action plans for at-risk customers. • Meets or exceeds revenue and gross profit expectations. • Coordinates cross-functional sales activity and manages team processes. • Promote products and represent company at off-site customer meetings. • Maintain records of all account activity within sales database. • Identify contacts in accounts and conduct strategic calls. • Serves as first line of contact with customers. • Performs other duties as assigned.

• Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners. • Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships. • Build a scalable partner-led sales motion that accelerates partner sales outcomes. • Consistently exceed booking targets across new subscriptions, renewals, support, and professional services. • Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs. • Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities. • Lead joint business planning with partners, including performance goals, financial targets, and execution milestones. • Serve as the primary escalation point for partner issues and channel conflict. • Provide market and competitive insights to inform channel strategy. • Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

• Manage qualified sales opportunities from initial handover through to successful close. • Conduct discovery calls to understand client challenges, business objectives and requirements. • Deliver engaging product demonstrations and guide prospects through product trials. • Build trusted relationships with senior decision-makers and commercial stakeholders. • Develop tailored solutions that align with customer needs and business objectives. • Manage multiple sales opportunities through a structured sales pipeline. • Maintain accurate CRM records, including deal stages, meeting notes and next actions. • Ensure all opportunities are progressed efficiently through the sales process. • Forecast pipeline activity and provide regular updates to the leadership team. • Build long-term relationships with prospective clients within the commodities and procurement sectors. • Navigate multi-stakeholder buying processes with professionalism and confidence. • Understand customer priorities and position solutions that deliver measurable value. • Deliver an exceptional customer experience throughout the sales journey. • Work closely with the outbound sales team to ensure smooth lead handovers. • Share customer insights to help refine sales messaging, targeting and positioning. • Collaborate with senior sales leaders to continuously improve sales performance. • Contribute ideas that support business growth and customer acquisition.