• Own the full commercial relationship for every account in your assigned portfolio. • Achieve annual sales targets for both revenue retention and account growth. • Accurately forecast pipeline by account, product, stage, and timeline, and proactively communicate risks and opportunities to leadership. • Identify and develop new opportunities that align with client needs and priorities. • Lead the sales cycle for growth opportunities, including building relationships with multiple stakeholders and positioning against competitors. • Lead commercial negotiation for contract renewals. • Build and maintain relationships with senior decision-makers across your accounts.

• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of enterprise and Public sector accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Work within complex customer organisations by identifying key stakeholders, building relationships, and engaging with senior decision‑makers as your experience grows • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, and operational needs • Collaborate closely with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

• 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.