Coastal

• Build and maintain deep "desk-level" relationships with Partner Sales Managers (PSMs) primarily and License Account Teams (AE, DM, RVP) secondarily. • Conduct regular account mapping to identify "white space" and drive warm introductions, secure Coastal participation in account team meetings / QBRs. • Own the Snowflake Partner Network (SPN) portal. • Manage deal registrations, track "Partner-Sourced" vs. "Partner-Influenced" metrics. • Ensure Coastal maintains a high-tier status (Premier/Elite). • Navigate the "tri-party" relationship between Snowflake, Coastal, and the cloud providers (AWS/Azure). • Leverage Snowflake funding programs (MDF, POC funds, and Migration incentives) to close deals. • Partner with the Delivery and Practice leads to ensure our consultants are achieving the latest Snowflake certifications (SnowPro Core/Advanced). • Manage Coastal's presence on the Snowflake Marketplace. • Identify opportunities to package proprietary IP or "accelerators" as Snowflake-native offerings. • Plan and execute regional Snowflake related events (Data for Breakfast, Snowflake World Tour, dbt Summit, Sigma events, etc).

• Collaborate with the sellers on joint customer scoping sessions. Your focus will be the technical aspects including uncovering requirements, data architecture maturity, data volumes, and governance constraints. • Develop and deliver relevant demos using Snowflake and the relevant ecosystem partners (ex. dbt, Fivetran, Sigma, etc) • Translate complex business goals into Snowflake-centric solutions (ex. Medallion architecture, Cortex AI, Intelligence, Snowpark, Data Clean Rooms, Horizon, etc) and relevant ecosystem partners (ex. Dbt, Fivetran, Sigma, etc). • Build Level of Effort (LOE) staffing/timeline estimates and recommended approach/scope • Collaborate with delivery to ensure their review/approval of the scope, solution approach and estimates • Partner with delivery to co-develop reusable architectural patterns, 'quick-start' templates, and industry-specific data models to improve win rates and margins. • Present technical narratives to CDOs and CTOs, ensuring a seamless, documented handoff from the Sales cycle to the Implementation team.

• Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading tech and media firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts. • Create detailed business and account planning that incorporates TMT market trends like global 5G rollouts, enterprise streaming service shifts, and complex B2B SaaS-based business models. Also, drawing on our global research, analyst relationships and existing account intelligence to inform pursuit strategies. • Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts. • Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures. • Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability. • Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise TMT firms. • Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements.Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits. • Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation. • Engage deeply with Salesforce TMT-focused RVPs and AEs to co-sell and build a reputation as the preferred global partner for complex high-tech implementations, while also aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio. • Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments. • Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements. • Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained.

• Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading MAE firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts. • Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts. • Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures. • Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability. • Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise MAE firms. • Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements. • Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits. • Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation. • Engage deeply with Salesforce MAE-focused RVPs and AEs to co-sell and build a reputation as the preferred global partner for complex implementations, while also aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio. • Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments. • Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements. • Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained.

• Engage with C-level stakeholders (CIOs, CTOs, CROs, CMOs) at leading HLS firms to drive multi-year digital transformation initiatives and win major enterprise “logo” accounts. • Drive net new enterprise logo acquisition through executive relationship development, VC/PE ecosystem connectivity, major industry forums, and coordinated activation of the TCS global client base to identify whitespace Salesforce opportunities within existing TCS accounts. • Manage the entire customer relationship lifecycle, ensuring that Salesforce solutions bridge the gap between enterprise systems and large-scale, high-volume management architectures. • Lead deep discovery conversations that uncover technical debt, legacy system constraints, and strategic business goals related to recurring revenue models, global churn reduction, and enterprise scalability. • Present sophisticated Salesforce solutions that align with the long-term strategic objectives and digital roadmaps of enterprise HLS firms. • Provide professional after-sales governance and executive oversight to enhance customer lifetime value (LTV) and ensure long-term, multi-phase platform adoption, including coordinating with Coastal and TCS delivery leadership on enterprise accounts where Coastal operates as the Salesforce practice within larger enterprise account engagements. • Maintain rigorous forecasting and pipeline management, accurately reflecting the strategic, long-cycle nature of complex enterprise tech pursuits. • Provide strategic guidance to Business Development and pre-sales resources engaged on enterprise pursuits, supporting stakeholder mapping and executive-level value articulation. • Engage deeply with Salesforce HLS-focused RVPs and AEs to co-sell and build a reputation as the preferred global partner for complex implementations, while also aligning with TCS client partners and TCS solution partners to position Coastal as the dedicated Salesforce center of excellence within a broader digital transformation portfolio. • Partner with Leadership to align enterprise business development with robust, scalable delivery methodologies and complex DevOps-centric environments. • Collaborate with Delivery and Pre-Sales leadership to ensure that pursuit strategy, commercial structure and SOW architecture reflect the full complexity of multi-year, multi-phase enterprise engagements. • Regular executive presence at client sites and major industry events with sustained face-to-face relationship investment is a defining characteristic of how enterprise deals are won and retained.

• Engage with C-level stakeholders (Chief Risk Officers, VPs of Digital Banking, and Heads of Wealth/Insurance) to grow our presence within the FINS "new logo" landscape. • Create territory plans that align with fiscal year budget cycles and emerging regulatory trends (e.g., ESG reporting, open banking, and data privacy). • Personally unearth new opportunities through high-level networking and attendance at industry forums like Money20/20 or InsureTech Connect. • Manage the customer relationship lifecycle, ensuring Salesforce solutions bridge the gap between legacy core banking systems and modern advisor/client experiences. • Lead discovery conversations that uncover pain points in loan origination, householding, policy management, and automated onboarding. • Present products and services to prospective customers that align directly to their organizational goals and objectives • Provide professional after-sales support to enhance the relationships and customers’ dedication and long term success. • Maintain best in class forecasting and pipeline management practices to ensure leadership visibility into the health of your business. • Mentor and grow junior Business Development resources, provide oversight and support for Business Development team • Engage with Salesforce FINS-focused RVPs and AEs to drive co-prime opportunities and establish Coastal as a preferred partner for complex FSC implementations. • Partner with Coastal Business Unit Leadership throughout the sales process in order to align business development efforts with project delivery. • Work with your team to create estimates aligned with the customer requirements, expectations, and agreed upon deliverables. • Create and deliver SOWs in line with the Coastal methodology accounting for project scope and objectives, requirements, professional fees, and project specific assumptions. • Travel as needed to support the sales cycles to close business

• Strong industry understanding, structured problem solving, strategic clarity, executive presence (verbal and written), and solutions to drive deliver growth • Represent Coastal at key industry events, identifying new growth opportunities and building relationships with key industry stakeholders • Act as the Voice of FINS to prospects, clients, and partners • Responsible for supporting the scoping and estimating of programs and projects • Guide "True North" sessions for Banking/Lending executives to modernize legacy environments • Co-sell, grow, and manage strategic prospects • Develop competitive analyses designed to elevate Coastal’s brand against competitors • Educate and enable sales, pre-sales, and customer success teams specific to sub-verticals and influence Coastal’s POV • Partner cross-functionally on relevant content for events, marketing materials, and partnered GTM activities • Support market-ready solution direction & growth strategy execution • Engage with Salesforce RVPs and AEs to partner on new opportunities, drive new projects, and become a trusted partner. • Develop competitive GTM strategies for the Banking & Lending sub-verticals. • Proven ability to build, manage and foster a team-oriented environment. • Provide leadership, coaching, performance feedback and resources to associates • Be a clear and consistent communicator with the team and leadership • Work with your team to create estimates aligned with the customer requirements, expectations, and agreed upon deliverables. • Coach, mentor, and grow Market team members • Travel as needed to support the sales cycles to close business

• The Technical Architect will assist in creating a technical roadmap that will ensure a company has the technical infrastructure in place to help solve customer business problems. • This person will have a specific domain focus in areas such as security, integration, and application development. • Help drive some of Salesforce's largest, most strategic opportunities by segment or industry verticals and ensure the technical win in top accounts. • Work effectively individually and with Coastal and client members toward customer satisfaction and success • Takes direction from project team members and immediate supervisor • Demonstrates a basic level of knowledge of common enterprise systems CRM or ERP • Seeks opportunities to develop professional skills • Achieves necessary technical certifications • Travels with client or project team as needed • Demonstrates the ability to perform Salesforce.com administration / configuration / data migration duties as directed

• The Technical Architect will assist in creating a technical roadmap that will ensure a company has the technical infrastructure in place to help solve customer business problems. • Lead technical design sessions; architect and document technical solutions aligned with client business objectives; identify gaps in current/future state solutions • Help drive some of Salesforce's largest, most strategic opportunities by segment or industry verticals and ensure the technical win in top accounts. • Work effectively individually and with Coastal and client members toward customer satisfaction and success • Design and implement data structure, flows, Apex classes, and Lightning components to support application build as needed. • Assist with and manage source control/devops workflows and review code to ensure development quality, and manage and oversee deployments • Takes direction from project team members and immediate supervisor • Demonstrates a basic level of knowledge of common enterprise systems CRM or ERP • Seeks opportunities to develop professional skills • Achieves necessary technical certifications • Travels with client or project team as needed • Demonstrates the ability to perform Salesforce.com administration / configuration / data migration duties as directed

• Responsible for designing a solution to leverage Salesforce products, features, and best practices extended with custom components to meet customer needs • Delivers technical and non-technical documentation for assigned projects, with relevant architecture diagrams (data models, high-level architecture, integration architecture, etc.) • Responsible for overall solution design, build task development, estimating effort to complete build tasks, and oversight of reporting/dashboard creation and UAT. • Familiarity with the difference between declarative and programmatic development, partner applications (i.e. Conga, DocuSign, AccountingSeed, etc), and general AppExchange products and when it is appropriate to use each in relation to customer requirements. • Demonstrates the ability to perform Salesforce.com administration/configuration/data migration duties as needed • Works effectively individually and with Coastal Cloud team members and client members toward customer satisfaction and success • Act as a solution SME, working with Delivery leadership and Account Executives to accurately scope sales proposals • Partner with Project Managers to encourage a collaborative environment with delivery and customer project teams. • Seeks opportunities to develop professional and technical skills, while also providing guidance and support to Coastal Cloud team members for technical and professional growth • Achieves and maintains necessary Salesforce technical certifications and Salesforce partner certifications