• Personally originate mortgage loan applications including conventional, government, construction, and home equity products • Maintain an active pipeline and personal production goals • Conduct financial analysis and guide customers through the mortgage process • Build and maintain relationships with Realtors, builders, financial advisors, and other referral sources • Work assigned online and digital lead opportunities • Recruit, onboard, coach, and develop Virtual Branch Mortgage Loan Originators • Establish production goals, activity expectations, and performance standards • Conduct regular one-on-one coaching sessions focused on sales performance, pipeline management, lead conversion, and professional development • Review team production metrics and implement strategies to improve effectiveness and profitability • Foster a positive, accountable, and results-oriented sales culture • Monitor branch production, lead conversion, pull-through rates, and overall team performance • Ensure effective distribution and management of digital leads • Collaborate with Marketing, Operations, Secondary Market, and Credit teams to optimize production results • Drive execution of sales campaigns and strategic initiatives • Ensure team members consistently deliver exceptional customer service • Promote cross-selling and referrals to other areas of Heritage Bank • Resolve customer concerns and support team members in complex situations.

Role Description As a Head of Sales, America for DES’s Products & Solutions Sales Team, you will be responsible for driving sales growth and achieving revenue targets within the United States. Key objective is to establish various management level connects (including C-level) and facilitate/accelerate L&T’s digital energy solution leadership in the following domains: - Power system transmission and distribution (PT&D) control rooms - Energy markets/transaction involving deal to trading, forecasting scheduling, metering, billing and settlements - T&D Asset Performance Management including Asset Monitoring and Controls - Enterprise utility IT-OT integration solution across grid operation, asset operation, power procurement operation and meter to bill / customer services operation - Monitoring and Control of Grid interactive distributed energy resources – energy storage, electric vehicles and demand response You will be supported by: - Significant infrastructure powered by 7*24 staffed L&T’s Network Operation Center in Fairfield, California to provide best-in-class customer support services for products as well as energy operation - L&T’s uniquely designed products & solutions ensuring the best-value delivery, always a well packaged system built upon L&T’s Spark integration platform - L&T’s approach for a dedicated vertical focusing on new emerging areas where solutions require innovation and collaborative development - L&T’s solution tailored to customer’s needs by supporting fully configurable and scalable architecture for project specific implementation Key Responsibilities: - Develop and execute comprehensive sales strategy to meet year-on-year targets for DES’s Software Products, Solutions and Services across Americas with focus on USA - Lead the sales team with focus on large-scale, high-value opportunities with electric utility companies - Drive solution adoption and influence C-suite decision-makers - Guide utilities through their energy transformation journey using DES’s innovative solutions in protection, automation, renewables, storage, microgrids, electric vehicles, demand response and cybersecurity - Function as a trusted energy consultant for large electric utility companies - Provide strategic advice on power system optimization, automation, grid resilience and cybersecurity - Lead discussions at the C-suite level with utility executives - Lead the preparation and submission of complex proposals in response to RFPs, RFIs, and tenders for large-scale energy projects - Collaborate with internal teams including technology development, product management, solution engineering, services, finance and legal - Lead proposal presentations and negotiations - Build long-term relationships with C-suite executives and senior leaders within electric utility companies - Navigate complex decision-making processes - Position DES as a strategic partner for energy transformation - Stay informed on trends in smart grids, microgrids, renewable integration and cybersecurity - Represent DES at industry events, conferences and forums - Ensure successful implementation and customer satisfaction - Act as escalation point for post-sales issues - Identify upselling and cross-selling opportunities Qualifications - 25+ years of experience in sales, business development, or technical sales - At least 15 years of leadership experience within the electric utility or energy sector - Experience in energy consulting and strategic advisory - Proven track record of building and maintaining C-suite relationships - Experience managing multi-million-dollar deals - Expertise in complex sales cycles involving multiple stakeholders Requirements - Strong leadership, communication, and negotiation skills - Deep technical understanding of power systems, automation, microgrids and cybersecurity - Consultative selling and critical thinking - Experience managing complex bids and proposals

• Develop and successfully execute sales strategies to ensure achievement of revenue goals for oncology services • Identify, target, educate and manage accounts in the assigned territory including hospitals, pathology groups, oncologists, and surgeons on Agendia’s products • Drive new oncology business, maintaining customer relationships and exceeding sales targets • Achieve sales forecasts and targets • Maintain database of customers and targets in SFDC.

• Drive New Business Acquisition: Actively prospect and identify enterprise opportunities, leveraging your network and creative outreach to generate pipeline and close high-value deals • Technical & Vision Selling: Confidently articulate how MinIO delivers transformational outcomes for data infrastructure, AI/ML, and HPC not just incremental improvements. Translate technical capabilities into compelling business value. • Close Complex Deals: Own the full sales cycle from lead to close, with Large & Enterprise software deals • Compete & Win Against Legacy Software: Position MinIO against traditional storage vendors by demonstrating the advantages of cloud-native, S3-compatible object storage for modern workloads. • Educate & Influence: Teach prospects about AI infrastructure optimization and data architecture modernization, leading them beyond product comparisons to strategic transformation. • Quantify Value: Build business cases and ROI models that include quantified benefits, risk mitigation, and financial justification. • Partner-First Territory Strategy: Build and execute partner-led co-selling strategies, working with channel and alliance partners to expand territory coverage and accelerate deals. • Cross-Functional Collaboration: Partner with Solutions Engineering, Product, and Marketing to deliver tailored solutions, ensure successful POCs, and create a seamless customer experience. • Forecasting & Planning: Maintain disciplined pipeline management, accurate forecasting, and clear account strategies that support predictable and scalable revenue growth.