• Manage the entire lifecycle of new business opportunities, partnering with customer decision-makers to enhance their performance using the Abbott Core Diagnostics product portfolio. • Drive market share growth by identifying opportunities across the respective territory and cultivating these into new business opportunities. • Collaborate with and pull through coaching from the Enterprise Account Manager (EAM) to secure business in larger hospital systems. • Manage and drive the renewal process to ensure customer retention and satisfaction for non-enterprise customers. • Gain understanding of client goals and objectives through strong relationship skills across multiple stakeholders (Laboratory, procurement, medical directors, clinical engineering, C-suite) and identify and quantify the impact of the Abbott solution(s).

• Carry a full individual quota on named accounts within the West territory. • Run personal outbound/inbound qualification motion; source, advance, and close opportunities end-to-end. • Maintain 3–5x pipeline coverage against quota; keep MEDDPICC current on every active deal. • Negotiate agreements and manage the full sales cycle from prospecting to a signed deal. • Build and maintain a healthy, accurately staged pipeline against quarterly quota. • Submit a weekly forecast with commit/upside/downside discipline. • Maintain HubSpot hygiene on all opportunities (stage, next step, close date, MEDDPICC fields). • Apply the MEDDPICC framework to every qualified opportunity. • Build and own account plans for top accounts in the territory; multi-thread within key accounts. • Partner with the Regional Sales Director on territory and account tiering (T1/T2/T3). • Provide Marketing with feedback on ICP, messaging, and content gaps based on field conversations. • Partner with Sales Engineering on technical discovery and POC execution. • Represent CIQ at regional industry events and customer engagements as needed.

• Sell Abnormal security solutions to approximately 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quota • Work from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets. • Work with Customer Success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

• Develop and maintain relationships with clients who are looking to host events at hotels. • Promote and sell hospitality-related products and services. • Provide outstanding customer support by addressing inquiries, resolving issues, and ensuring customer satisfaction. • Coordinate with internal teams to deliver seamless service and meet client expectations. • Maintain accurate customer records and follow up on sales opportunities. • Identify opportunities to improve the customer experience and increase client retention.