• Managed Security Services and Product/Platform Sales • Position and sell Binary Defense's AI-powered security platform and software offerings alongside managed security services as part of a comprehensive security strategy • Conduct discovery to identify opportunities where Binary Defense's Agentic AI capabilities can improve SOC efficiency, analyst productivity, security visibility, and customer outcomes • Deliver compelling demonstrations and business presentations highlighting the value of Binary Defense's technology platform, AI capabilities, and managed services • Collaborate with Product Management, Security Engineering, Customer Success, and Marketing to develop solution strategies that address customer business and technical objectives • Drive adoption of software subscriptions, platform expansions, and cross-sell opportunities within new and existing customer accounts • Develop business cases that articulate both operational and financial value, including efficiency gains, risk reduction, and measurable security outcomes • Maintain a thorough understanding of Binary Defense's product roadmap, AI capabilities, competitive landscape, and emerging cybersecurity trends • Identify, qualify, and set business opportunities via a variety of sources including phone/email/social media • Utilize strategic partnerships and clients as sources for recommendations and referrals • Research the needs of potential prospect companies and learning who makes purchasing decisions • Attend conferences, meetings, and industry/networking events • Build long term, trusted relationships with current and potential clients. • Consult with prospects and clients to understand their needs for our products and services • Present Binary Defense offerings to potential clients as aligned to their needs • Send detailed Follow-up emails recapping meeting, overview of solution, and actionable next steps • Understand process to close the deal within each organization including access to key decision makers • Develop negotiating strategies and positions • Communicate via follow-up email to document next steps through closing the deal including anticipated signature and kickoff dates

• Lead adoption and implementation plans for platinum-level customers, ensuring value realization from the Armis platform. • Understand customer use cases and provide recommendations to improve security posture and platform utilization. • Build and maintain trusted relationships with technical stakeholders and decision-makers. • Act as the customer advocate within Armis, coordinating across teams to meet customer objectives. • Ensure deployment and configuration align with key business use cases and are delivered on schedule. • Stay current on third-party integrations and how they interact with Armis within customer environments. • Serve as a subject matter expert in your area of technical proficiency. • Partner with Product, Engineering, Support, and Sales teams to drive account success.

• Lead day-to-day project execution across cybersecurity strategy and advisory engagements, keeping work on track and clients well informed. • Serve as the primary client contact throughout engagements, managing expectations, communicating progress, and building trust with stakeholder teams. • Facilitate workshops, discovery sessions, and working meetings with client teams including senior technical and business leadership. • Deliver high-quality work product including assessment reports, risk analyses, program roadmaps, and executive presentations. • Support security maturity assessments, gap analyses, vCISO advisory engagements, and bespoke security program projects. • Contribute to scoping discussions and proposal development under the guidance of practice leadership. • Collaborate with Riveron's GRC and Security Engineering teams to support engagements that require a broader set of capabilities. • Lead client status updates and reporting to keep stakeholders aligned between engagements. • Support business development by identifying expansion opportunities within existing client relationships. • Review and provide feedback on the work of Senior Associates and Associates, supporting their professional development. • Contribute to internal practice development such as methodology, templates, and delivery frameworks. • Stay current on the evolving threat landscape, emerging frameworks, and security tooling relevant to our clients. • Participate in recruiting, internal training, and thought leadership initiatives that contribute to the growth of the practice.

• Develop and execute strategic sales plans to win new customers. • Manage the full sales cycle from prospecting through negotiation and close. • Consistently meet or exceed quotas, targets, and KPIs. • Conduct product demos and clearly communicate value to senior decision-makers, especially CIOs and CISOs. • Partner with BDRs to qualify opportunities and build a robust pipeline. • Maintain accurate CRM records and provide regular pipeline updates and forecasts.