• Create and a territory sales plan and account plans as needed. • Prospect to create contacts and opportunities within Enterprise Accounts in a geographic region. • Proactively pursue existing leads who have expressed interest in our services. • Collaborate with and engage the Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals. • Consistently meet/exceed sales targets. • Maintain an accurate forecast. Build and manage sales pipeline. • Cultivate and manage relationships with Channel partners. • Leverage Delinea’s executives, and their networks, to gain access to prospective clients. • Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity.

• Assist parents and students in joining their trial session (Zoom/Platform support)** • Solve basic technical issues (audio, camera, login issues)** • Act as a bridge between tutor and parent if any issue occurs** • Respond to parents' booking questions** • Ensure smooth session start & follow-up when needed** • Maintain high attendance & positive experience rate

• Understanding Who do we sell to and why, and ensuring we position products to match the target markets. • How to get the most out of our products commercially against the competition. • Liaising with marketing ensuring we are going to the right events. • Build and maintain client relationships. • Keeping up to date with the current landscape and understanding market trends and communicate internally ensuring product teams are in the loop. • Maintaining Salesforce. • Responsible for meeting their targets. • Bring new business to Sequel, within the products assigned to them. • Ensure they follow the contractual engagements for Sequel. • Accountable for getting the correct commercial engagement ITO pricing. • Working with pre-sales ensuring they are offering the right solution to their client. • Ensure the client is handed over to client engagement and delivery teams, ensuring the successful implementation. • Responsibility for assisting the junior sales execs ensuring their development and growth. • Contributing to the wider sales and marketing strategy. • Any other duties commensurate to the grade of the role.

• Develop and execute comprehensive sales strategies to achieve quarterly and annual revenue targets. • Lead, mentor, and manage a team of sales professionals, providing coaching, performance tracking, and career development. • Identify and pursue new business opportunities in targeted industries and geographies. • Build and maintain strategic relationships with C-suite executives and key decision-makers across client organizations. • Lead complex sales cycles, including proposal development, negotiation, pricing strategy, and contract finalization. • Collaborate with delivery teams to ensure accurate scoping, feasibility assessment, and value proposition alignment. • Analyze market trends, competitive landscape, and client needs to refine go-to-market strategies. • Prepare and present sales forecasts, pipeline reports, and performance dashboards for senior leadership. • Represent the firm at industry events, conferences, and client-facing forums to enhance brand visibility. • Ensure compliance with sales processes, CRM data integrity, and ethical sales standards.