• Own a defined enterprise territory and deliver against an annual quota • Build, manage, and execute a robust pipeline of complex enterprise transactions from prospecting through close • Penetrate large enterprise organizations, engage C-level and VP-level decision makers • Run structured, value-based sales cycles • Develop compelling business cases that connect Cohesity’s AI-powered data security platform to customer outcomes • Partner closely with sales engineers, channel partners, and internal stakeholders to execute coordinated account strategies • Maintain accurate forecasting, territory plans, and pipeline hygiene within Salesforce • Leverage AI and productivity tools to streamline workflows and support data-driven decision making

• Mapear de forma estratégica o mercado corporativo, identificando e qualificando empresas-alvo de médio e grande porte com potencial de consumo das soluções SGA. • Executar de ponta a ponta o ciclo de hunting: desde a abordagem inicial, agendamento de reuniões e apresentações institucionais até o fechamento do contrato. • Desenvolver e sustentar relacionamentos com decisores técnicos e executivos (C-Level: CIOs, CTOs, CISOs, CFOs), gerando confiança desde o primeiro contato. • Conduzir diagnósticos detalhados para entender as dores de negócio e os desafios tecnológicos dos potenciais clientes. • Desenhar e defender propostas consultivas de alto valor agregado, conectando as necessidades do cliente às nossas soluções de Infraestrutura em Nuvem, Cyber e IA. • Liderar negociações comerciais complexas e de ciclos longos, articulando especialistas técnicos e engenheiros internos sempre que necessário para apoiar o desenho da solução. • Gerenciar com rigor o seu pipeline de vendas e forecast (previsão de fechamento), garantindo previsibilidade e o atingimento das metas de novas receitas (New Logo ARR / One-shot). • Monitorar os movimentos da concorrência e tendências de mercado para identificar novas brechas e oportunidades de atuação. • Atuar como embaixador(a) da marca SGA em eventos, fóruns estratégicos e rodadas de negócios com autoridade técnica e comercial.

• Support the Service Sales team in achieving service revenues and contract growth objectives across the BEA business • Manage the complete renewal lifecycle for Service Agreements • Prepare, review, and manage service quotations, proposals, and contract documentation • Partner with Service Sales Representatives to identify opportunities for contract expansion and customer retention • Serve as a primary point of contact for customer inquiries related to service agreements, quotations, renewals, and contract administration • Maintain accurate customer records, contract information, and sales activities within Salesforce.com • Support forecast preparation, pipeline tracking, and sales reporting activities • Collaborate with internal stakeholders to resolve customer issues and remove barriers to contract completion

• Act as the primary point of contact for Cars Commerce customers, focusing on ongoing customer success, retention, and growth. • Sell products and services to existing customers. • Maintain relationships through regular in-person visits within an assigned geographic territory. • Respond to client inquiries and recommend appropriate products and services. • Execute sales strategy, identify and close upsell opportunities. • Prepare reports and deliver insights that communicate measurable value to customers. • Demonstrate expertise in Cars Commerce products, services, and the digital automotive marketplace. • Manage pipeline with discipline — maintain daily Salesforce hygiene, track pipeline coverage ratios, forecast accurately, and apply a structured sales methodology at every stage. • Travel (primarily driving but occasional flights) at least 75% of the time within the assigned territory for face-to-face customer engagement. • Partner across selling and servicing roles at Cars Commerce to ensure customers receive maximum value from the Cars Commerce Platform.