• Develop, nurture, and grow relationships with key strategic partners to maximize mutual value and drive joint success. • Act as a trusted advisor to partners, providing guidance on leveraging our low-code platform to solve business challenges. • Own and achieve ambitious revenue and growth targets through partner-driven sales. • Develop joint business plans with partners to identify growth opportunities and co-develop go-to-market strategies. • Lead efforts to train and enable partners, ensuring they are equipped to sell, implement, and support our solutions. • Collaborate with internal teams to provide tailored resources, training sessions, and certifications. • Work closely with regional and global sales teams to align partner activities with market needs. • Collaborate with marketing and sales teams to design and execute joint campaigns, events, and co-marketing efforts. • Support lead generation initiatives and ensure partner participation in sales opportunities. • Regularly evaluate partner performance, providing actionable insights and strategies for improvement. • Conduct quarterly business reviews (QBRs) to align objectives and measure outcomes. • Act as a liaison between partners and internal teams, ensuring seamless communication and execution of partner initiatives. • Provide product and engineering teams feedback to influence the roadmap based on partner and customer needs.

• Build and continuously evolve a scalable partner enablement strategy aligned with VAST’s global channel goals and company objectives. • Collaborate with Partner Leadership to identify educational priorities that align with the product roadmap and partner needs. • Tailor enablement journeys to meet the specific needs of various partner types, ensuring technical and sales tracks are relevant to their specific business models. • Design and oversee a partner-specific curriculum that addresses different skill levels, from foundational sales pitches to deep-dive technical architecture. • Manage and expand the portfolio of on-demand, Virtual Instructor-Led (VILT), and Classroom (ILT) training programs specifically for the partner community. • Coordinate with instructional designers and subject matter experts to produce high-quality materials, including technical labs, partner portals, webinars, and sales playbooks. • Collaborate with Partner Success and Channel Sales to integrate enablement into the partner onboarding process and ongoing lifecycle management. • Establish and track key performance indicators (KPIs) to measure the impact of enablement on partner self-sufficiency, deal velocity, and revenue.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Manager, Graft Matching Services oversees the end-to-end graft matching work flow across oncology, trauma, sports medicine, and orthopedic cases, leading a team accountable for timely, accurate, and high-quality graft selection. This role supports clinical partners and internal stakeholders by driving optimal patient outcomes through deep expertise in allograft processing, donor evaluation, imaging interpretation, and effective cross-functional collaboration. The Manager is responsible for developing and executing business growth strategies for the graft matching program, identifying new market opportunities, and expanding service offerings. In addition, this role navigates the landscape of custom cutting guide companies by building and maintaining strategic partnerships that enhance service capabilities and support business growth. The Manager also leads process improvement initiatives, supports the adoption of advanced technologies, and fosters a collaborative, high-performing team culture. Responsibilities - Case Intake & Assessment: Review and prioritize daily graft-matching requests; evaluate clinical requirements, surgeon preferences, and anatomical specifications; use digital tools (e.g., Salesforce) for case tracking and prioritization. - Donor & Allograft Matching: Oversee technical graft matching using donor records, imaging, and product availability to assess compatibility for oncology, trauma, and specialty grafts; communicate recommendations clearly and efficiently to surgeons, hospital coordinators, and MTF field representatives. - Coordination with Processing & Logistics: Collaborate closely with Tissue Processing, Quality Assurance, and Distribution to ensure graft production aligns with forecasted demand, readiness standards, and on-time shipment; provide guidance on graft acceptance or rejection and proactively troubleshoot last-minute changes. - Imaging & CT-Based Work flow Support: Review CT and other imaging modalities to verify anatomical suitability; support ongoing imaging protocols and process improvements. - Customer, Sales & Voice of Customer Support: Serve as subject-matter expert for graft matching questions; provide guidance on graft selection, alternatives, and custom solutions; gather and track feedback to improve processes and address unmet needs. - Team Leadership & Administration: Lead and support a team of graft matching specialists; schedule team huddles, approve PTO, and track time sheets; provide coaching, training, and address performance concerns; develop training materials and assess team proficiency. - Project & Process Improvement: Identify work flow inefficiencies and propose solutions; actively participate in CT scanner initiatives, algorithm development, and imaging evaluation tools; revise/maintain SOPs and training materials; develop and implement business growth plans; navigate the landscape of custom cutting companies, building and maintaining strategic partnerships to enhance service capabilities and drive business growth. - Reporting & Documentation: Maintain detailed records of case interactions and graft decisions; monitor case volumes and donor utilization trends; provide insights to leadership for optimization. - Company Initiatives: Attend trade shows, conferences, and company events as assigned; represent the company as a subject-matter expert. - Perform additional duties as assigned. Qualifications - Bachelor's degree in Science, Business, or related field - 5 years Tissue banking, clinical support, or related field - 5 years Management/supervisory responsibilities - Experience managing a team or leading cross-functional projects - Proficiency in interpreting radiographs and other imaging modalities - Strong organizational, communication, and problem-solving skills

• Drive renewals and expansion attainment across assigned teams and territories • Directly manage and coach frontline Renewals Representatives through 1:1s, deal reviews, and pipeline inspections • Develop team capability through ongoing coaching, performance management, and career progression • Ensure accurate forecasting and disciplined pipeline management using Salesforce and related tools • Serve as an escalation point for customer and partner issues during deal execution • Build strong customer and partner relationships in partnership with Core Field Sales and Customer Success • Partner cross-functionally to support renewal and expansion motions • Champion consistent operating rhythms, including forecast calls, pipeline reviews, coaching cadences, and performance reviews • Reinforce sales methodologies such as Command of the Message and MEDDPICC to enhance deal quality • Identify and resolve execution friction within the renewals motion by collaborating cross-functionally • Maintain strong working knowledge of the data management market and Commvault offerings