• Help develop and evolve the charter for the Partnerships team, ensuring clear alignment with EverTrue + DonorSearch strategy, vision, and long-term growth goals. • Own partner renewal and growth strategies, strengthening long-term relationships and driving mutual success across technology partners, consultants, and resellers. • Ensure partners deeply understand the full depth and breadth of EverTrue + DonorSearch solutions, enabling them to confidently position, implement, and advocate for our technology with nonprofit clients. • Lead partner enablement and education efforts, equipping partner teams with the knowledge, resources, and context needed to succeed in a rapidly evolving nonprofit technology landscape. • Continuously improve partnership processes and operating rhythms, collaborating cross-functionally with Product, Sales, Client Success, Marketing, and Engineering to scale effectively and efficiently. • Serve as a key connector across internal teams, bringing partner insights forward to inform roadmap decisions, integration priorities, and go-to-market strategies. • Represent EverTrue + DonorSearch at industry conferences, partner events, and community gatherings, building trust, credibility, and visibility across the nonprofit ecosystem. • Foster a trusted partner community where partners feel supported, heard, and confident in the reliability, innovation, and impact of our solutions. • Champion partnerships as a force multiplier for social good, ensuring our collective work empowers nonprofits to raise more, engage better, and create meaningful change.

• Develop strategic plans for winning new business with the channel partners, expanding market share, and building upon existing programs manifested by a qualified pipeline of opportunities • Identify innovative and competitive solutions to customers challenges, while maximizing the return on investment for the company • Responsible for training channel partner sales teams on Illumina Sales process and products • Execute strategies and campaigns in core competencies and domains to target and win opportunities • Demonstrates a broad knowledge of the market environment including current and possible future market trends, practices and information affecting the business; industry trends; competition and competitive environment; and, marketplace strategies and tactics • Initiates, develops, builds, and maintains long-term relationships with all levels of customers • Collaborate with Regional Illumina Team and Channel Partners to provide creative solutions to resolve customer challenges, empowering and inspiring others to think and approach challenges in innovative ways

• Primary Relationship Owner for Technology, Referral, and Alliance partners • Drive quarterly business reviews and joint go-to-market planning • Responsible for ensuring every partner is trained, certified, and competent • Move partners from "Signed" to "First Deal Registration" as quickly as possible • Proactively communicate new partner integrations to internal teams • Support the launch of new partners

• Directly responsible for revenue from sales of PacBio instruments and consumables in the defined territory. • Exceed annual and quarterly sales objectives while building a sufficient pipeline of future opportunities to ensure ongoing territory growth. • Qualify and develop new opportunities within the territory while utilizing account management and relationship building skills to cultivate the existing customer base. • Develop territory specific sales plans, coordinate field teams, and execute strategies to achieve commercial objectives. • Establish and build relationships with key decision makers and economic buyers. • Work cooperatively with various departments within the organization to ensure that product capabilities, advantages, and advancements are effectively communicated to the customer base. • Utilize a CRM system according to standard protocols for pipeline management, accurate forecasting, and communication with field and internal personnel.