• 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.

• Oversee the customer lifecycle to proactively drive adoption and ensure ongoing client satisfaction and retention of accounts. • Quickly ramp up on client accounts and industry verticals, bringing in senior-level expertise to drive immediate value. • Identify and successfully close renewals and expansion opportunities within your accounts. • Achieve or exceed monthly and quarterly targets. • Establish productive, professional relationships with key players in your assigned customer accounts. • Drive engagement, high participation, and increase feature adoption across accounts. • Leverage your knowledge of Swoogo to advise on best practices around product usage with end users. • Ensure swift resolution of account issues by leveraging resources from cross-functional teams, as needed, mainly Support and Product. • Be responsible for having a deep understanding of clients' needs, their overall goals, and how Swoogo can be part of their solutions. • Act as an influencer, connector, and coordinator to make sure that we are pulling together the right team, at the right time, and delivering services in such a way that our customers come to trust and rely on Swoogo even more. • Represent the voice of the customer to provide actionable customer feedback to our product team. • Proactively assess, clarify, and validate customer needs on an ongoing basis.