• Manage sales opportunities end-to-end, including developing bid strategies, pricing models, teaming arrangements, and proposal submissions • Collaborate with Systems Engineers and Solutions Architects to design technical solutions, identify organization-wide IT and mission needs, and address factors impacting solution delivery. Serve as a thought leader for the team • Build and maintain relationships with Veeam colleagues (inside sales, commercial sales, marketing, engineering), as well as external channel and alliance partners, to identify new opportunities and implement effective strategies • Engage with Federal Executives, Federal Systems Integrators, partners, and other stakeholders to define project requirements, resolve program issues, and develop long-term initiatives • Participate in and coordinate marketing activities targeting enterprise accounts • Execute territory, account, and opportunity plans to optimize revenue generation • Travel within the assigned territory as required • Provide written and oral reports to customer management, contract program managers, Veeam senior leadership, and government representatives • Fulfill additional duties as assigned

• Gain a broad understanding of Drivetrain to effectively position the value proposition of our comprehensive product to targeted prospects • Manage and own the full sales cycle from prospecting, qualification and contract negotiations • Build and maintain a pipeline of high-quality opportunities by leveraging our marketing team, as well as through outbound territory development • Meet and exceed sales targets by effectively managing multiple simultaneous sales cycles • Work successfully in a team environment to maximize revenue potential and ensure customer success • Navigate complex business environments to align the prospect around Drivetrain’s solutions • Apply value-based selling methodology and use tools such as Salesforce to run sales processes and accurately forecast business • Employ world-class account management skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted “major” accounts • Conduct highly effective presentations to C-level executives and key C-suite level decision-makers with a strong focus on the Office of the CEO, CFO & CRO • Perform strategic sales planning, leading to accurate forecasting of the business

• Gain a broad understanding of Drivetrain to effectively position the value proposition of our comprehensive product to targeted prospects • Manage and own the full sales cycle from prospecting, qualification and contract negotiations • Build and maintain a pipeline of high-quality opportunities by leveraging our marketing team, as well as through outbound territory development • Meet and exceed sales targets by effectively managing multiple simultaneous sales cycles • Work successfully in a team environment to maximize revenue potential and ensure customer success • Navigate complex business environments to align the prospect around Drivetrain’s solutions • Apply value-based selling methodology and use tools such as Salesforce to run sales processes and accurately forecast business • Employ world-class account management skills to identify account expansion opportunities by cross-selling and up-selling opportunities within targeted “major” accounts • Conduct highly effective presentations to C-level executives and key C-suite level decision-makers with a strong focus on the Office of the CEO, CFO & CRO • Perform strategic sales planning, leading to accurate forecasting of the business

• Drive value delivery with current Gartner clients, ensuring clients maximize the value they receive from their Gartner services • Identify, cultivate, qualify and close client growth opportunities through cross-sell and upsell • Continually build a pipeline of high-quality opportunities to deliver against your sales metrics, ensuring KPIs are met • Quota responsibility for your assigned territory • Manage complex high-revenue sales across matrix and diverse business environments • Own forecasting and account planning on a monthly/quarterly/annual basis