• Schedule introductory meetings with key players; • Execute discovery, assess competitive positioning, define offerings, plan demonstrations, and prepare the proposal; • Develop and execute a close plan; • Arrange reference calls; • Author Statements of Work; • Present portions of the proposal; • Negotiate terms and close the deal; • Use the CRM Sales Methodology and CRM System; • Reach out to Salesforce Manufacturing and Field Service teams to hold meetings, QBRs, and share success stories to generate leads; • Support legacy account teams and Salesforce teams with offerings, strategies, tactics, and account planning.

• Drive new business development across Minnesota, Illinois, Iowa, Kentucky, and Indiana, Ohio and the Dakotas.**• Identify and pursue capital equipment opportunities within hospitals, health systems, and specialty clinics**• Build and manage a strong pipeline through strategic prospecting and territory development**• Develop relationships with physicians, department leaders, and hospital administrators**• Lead the full capital sales cycle including discovery, presentations, proposal development, and contract negotiation**• Navigate complex healthcare purchasing processes and capital approval committees**• Maintain accurate pipeline visibility and forecasting

• Drive license pipeline and revenue through joint go-to-market strategies with SAP. Identify key market opportunities and develop targeted strategies across priority industry verticals to accelerate pipeline creation and deal conversion. • Develop and execute a territory strategy aligned with Icertis sales targets and SAP market priorities. Identify high-value accounts, analyze whitespace opportunities, and coordinate outreach with SAP sellers and ecosystem partners. • Lead and enable partner-led selling motions with SAP account teams. Carry a revenue quota tied to partnership opportunities while actively driving joint pipeline growth. • Build and maintain strong executive relationships across SAP leadership, field sales teams, and key ecosystem partners including GSIs and system integrators. Lead regular joint business reviews to align strategy, pipeline, and execution. • Own and grow the strategic alliance with SAP, including collaboration with teams across SAP Ariba, Industry Solutions, and Market Units, to create scalable and mutually beneficial go-to-market initiatives. • Develop and deliver enablement programs that empower both Icertis and SAP sales teams to position and sell the Icertis Contract Intelligence platform within SAP customer engagements. • Partner closely with Product Management and Marketing to align messaging, positioning, and joint campaigns that support SAP’s priorities and drive awareness and demand generation.

• Responsible for achieving sales goals on a monthly, quarterly, and annual basis. • Carries out supervisory/management responsibilities in accordance with the organization’s policies and applicable laws, including hiring and training employees; planning, assigning and directing work; monitoring performance; rewarding and disciplining employees; addressing complaints; and resolving problems. • Manage and coach direct reports to achieve region objectives and sales goals, including establishing appropriate timelines, monitoring progress, and course correction as necessary. • Mentor, coach, and assist Account Executives in building & maintaining exceptional relationships with brokers and setting up new broker relationships. • Provide oversight to Account Executives in communicating changes in Carrington loan programs, rates and/or policies to brokers. • Supervise loan submission, maintain high levels of service, and manage for high quality and timely results within an assigned sales region. • Responsible for timely completion of regional sales forecasts. • Prepare daily, weekly, and monthly production projections and report projections/findings to management. • Ensure that Account Executives are updating CRM system with sales activities, marketing efforts, and broker/contact records they are soliciting. • Review and validate completeness of new broker applications submitted. • Resolves any sales or operational issues that may arise in the most efficient manner and in line with company guidelines. • Partner with operations staff to ensure expedient process of file flow. • Responsible for communicating, implementing and maintaining marketing strategies and policy and procedure changes within assigned region. • Ensure that all sales activities and operations are performed in compliance with local, state and federal lending regulations and laws. • Participate in the development and facilitation of training and presentations for sales meetings, training sessions, etc. • Assist senior sales leadership in the budgeting process and development of regional goals. • Will attend and represent Carrington at trade shows or industry meetings from time to time. • Work a flexible schedule and travel as necessary.