A couple of things lead to where I am today. The biggest thing I think is currently in the software space. Selling software to a B2B motion. So I started really early on about 12 years ago. I started working in the software space at a company called Qualtrics. They are a pretty big company here in the Western United States. That was kind of my first foray into Software. And so I was able to get exposure there and start to learn that that's what I wanted to do for the rest of my career. So I did that and then also in sales I knew kind of early on that's what I wanted to do was to stay in software and do you suffer sales specifically. I would say Qualtrics was a big catalyst for me to continue on that path because I love their culture. I loved what I did every day. I kind of found that that was something I had a talent for. I decided to start down that path and then also just being able to see kind of the Qualtrics story from where I was, there were about 50 employees who were doing just a few million in revenue, and then last year SAP actually acquired them for $8 billion. So being able to see over the course of just a few years, they took a company that was doing hardly not much revenue and didn't have many employees to offices all over the world, thousands of employees and then getting a multibillion-dollar acquisition. That's really interesting. And it's something that I love to be a part of. And so I've worked for publicly traded companies that worked for small startups, kind of everything in between, and so to me, it's just engaging, and it's been really interesting.

I actually manage a team of anywhere between five and 10 sales reps that are selling the software that we have. My daily responsibilities are to work with the team to make sure that they're ready for all of the calls and all of the appointments that they have scheduled. To also make sure that our pipeline is accurate. Currently, the company that I work for was privately held company right now but as all you know and as we see a lot of companies in the tech space. A lot of times, especially once you get venture capital money and investors, they want to return on that money. So you're gonna go public or get acquired. Being a privately held company, though, there is kind of that pressure to make sure that we're hitting our numbers and that we're also predictable and we have an accurate forecast. So that is a lot of what I do to is to kind of report up to directors, VPs and even the C level of the company our numbers. And here's where I'm projecting that we're going to bring in in terms of revenue for the quarter. So we're really measuring quarterly cadence. Quarterly and annually, but mostly quarterly. And so we have board meetings every quarter. And so my job is to not only manage my team, make sure that they're coached and prepared, but then also make sure that that information is being accurately presented upwards. And that it was presented clearly to VP and C level people who are also very busy. Then they can present that to the board. On top of that, a really big thing that I do is kind of a culture creator on my team. So we have a company culture here, which I love. It's a great culture, but also me individually as a manager that leads individual sales reps. It's kind of my job to create a culture for my team as well, and so you have to be really mindful of sentiment on your team and make sure that people are happy and progressing, and they feel like they're valued because my boss is also too busy to do that. I have to make sure that I am helping my team and being a support to them. As far as work hours ago. So I work pretty typical hours. Get up in the morning around between eight and nine. Leave typically between five and six, hopefully, earlier, hopefully, closer to the five ends. But it is fairly flexible again, being in a tech company we have laptops. We can work from home. I have a wife and a child at home, and my wife's been really sick. I've been able to kind of work from home and be able to remote in, so that's never really an issue. But typically in the office, there also is traveled involved a software sales rep. My reps definitely traveled more than I do, but, for example, next week will be in the Bay Area, will be in San Francisco, traveling with some of my sales reps. Were visiting some pretty big customers, such as Octa, Slack, Snowflake, some of these customers that are in San Francisco. We'll go visit them on site. Sometimes will go grab lunch or dinner with them. It's a big relationship thing for you. Have to go to build relationships with customers with external facing people. That's kind of a big chunk of what I do.

Not being on the technical or engineering side, being on the business sale side. I used several software tools and I'll go through a couple of them for you, and these are actually really helpful to understand. In fact, some of these tools are getting so prevalent in, especially in this tech space, that you could almost put him on a resume. Years ago, you don't do it anymore but years ago, people would put proficiency and Excel or Word on their resume. Some of these tools are getting so popular that you almost can kind of have that as a value add. As a student, if you can kind of research some of these, maybe sign up for some of them as they might have free trials for students. It might be helpful to kind of dabble in some of these if you're interested. So some of the software tools that I use are obviously my own. Our own product, which is called Lucid Charts. It helps with diagramming, workflow, process flow. Engineers, software engineers will use it for mapping their database. They can use it for UML diagrams, ERD, some of those things. So I use my own tool, obviously. Other than that, we again on the sales side, we use LinkedIn Sales Navigator. So we have LinkedIn just regular Linkedln. But then we also utilize Sales Navigator, which is actually a separate kind of product that the company actually pays for, a license for me to have. It allows me to do a little bit more market research for my reps, as we kind of look at. The accounts that were working with it allows us to kind of get a little bit more granular with the data and whatnot. Another tool that we use is called Discover.org. It is a kind of a database tool that helps us find contact information for people and also org structure as we can actually go find a company. And we can look at what is the org looks like, what are some of these people? If we need you can get email addresses and phone numbers, but really, it's helpful for the structure of the organization. It'll give you rough estimates on what the company's doing in revenue, even if they're private. Also, you'll look at what tools and software that that company is using. So if you're selling a tool that's compatible with them, that's helpful. So DiscoverOrg, LinkedIn Sales Navigator. Another one that we use, obviously, we're a GSuite shop is what you call it. So we use Google Gmail. We use Google docs typically. I also have a Microsoft license where we use Word and Excel to take it with some of the data sets, you can kind of get intense. Another one that we use is called Outreach, which is an email productivity tool. So a lot of my sales reps will plan kind of their day inside of outreach, which will help them, kind of have a task. Sales reps are working with a lot of customers, And so they have a lot of meetings scheduled and a lot of conversations that they have to keep organized and keep straight. And Outreach kind of helps them with their kind of one central place where they can manage their email, manage all of their tasks for the day and the calls that they need to do. Reps can actually make phone calls through the product. It's a Web-based software tool, and they can actually click the phone number. And if you have a headset like this that can dial through right to the customer so they could just call and email right from that tool. So it's really powerful for you to kind of organize your day. I used it quite extensively when I was just kind of an individual contributor software sales rep. Other than that, I also use SalesForce, which is a very popular tool. The people inside of sales and outside of Sales use. I'd recommend knowing more about that company and what they do. It's really popular. I think Tableau is another one that we use. If anyone's familiar with that it allows us to kind of take all of the data that we have on our end and be able to visualize it a little bit better. And also surface interesting triggers or data points that might come up as my team is working. That's another big one Tableau. So yeah, those are a lot of the main ones.