• Develop and execute strategic account and territory plans across parent and subsidiary organizations in the EMEA region, to both capitalize on the whitespace within existing global customers and net new logos. • Drive the end-to-end sales process and customer stakeholder alignment, where buying decisions and budgets are owned in the EMEA region. • Build, own, and execute sales strategy for assigned geography and account allocation. • Manage own book of business/territory, running business meetings both remotely and in person. • Lead quarterly business reviews and strategic planning sessions with customers. • Drive cross-sell and upsell opportunities for Model N’s SaaS product and recurring services suite. • Build, manage, and drive pipeline; close business. • Achieve/exceed annual sales quota for ARR, annual and quarterly pipeline/funnel targets. • Partner with Customer Success Team to build trusted relationships with senior customer stakeholders to promote solution adoption. • Advocate for customer needs internally to improve product and service outcomes. • Support renewal processes and customer retention efforts. • Maintain accurate pipeline and account data in Salesforce for assigned territory. • Leverage internal resources (Solutions Consultants, Partners, Support, Professional Services) throughout the sales cycle. • Demonstrate product and industry knowledge and understanding of Model N’s unique value proposition. • Utilize the “Model N Way” sales methodology and tools. • Resolve field/customer conflict and ensure all partner resources are fully leveraged.

• Own and advance a portfolio of established, revenue-ready public sector partners (SIs, MSPs, VARs), focusing on driving consistent outcomes rather than early-stage recruitment. • Protect and expand existing Datadog footprint by aligning partners to active customer deployments, renewals, and expansion opportunities across government agencies. • Uncover and accelerate net-new opportunities by embedding partners into account strategy, agency pursuits, and co-sell motions with Datadog field teams. • Partner closely with sales to prioritize high-value agencies and programs, ensuring partners are positioned early and effectively in the buying lifecycle. • Run structured partner operating cadences (QBRs, pipeline reviews, account planning) focused on revenue, adoption, and execution—not activity for activity’s sake. • Drive measurable partner-sourced and partner-influenced pipeline, holding partners accountable for outcomes and Datadog accountable for enablement and support.

• Use data analytics to identify market trends, customer segments, and growth opportunities for the San Diego region. • Support the development and execution of targeted outreach campaigns, leveraging insights to optimize client engagement and retention. • Assist the team in preparing client communications, presentations, and reports. • Help track and analyze outreach effectiveness using CRM and analytics platforms. • Work closely with Sales, Account Management, and Marketing teams to align strategies and deliver actionable recommendations. • Summarize findings and present actionable insights to team leadership, supporting data-driven decision-making.

• Establishing and building key stakeholder relationships inside and outside the customers’ laboratory, their wider health system, and leverage them to drive growth. • Providing end to end diagnostics solutions to large, complex enterprise accounts with a focus on retention, penetration, and growth to generate profitable and sustainable activity that exceeds customers’ expectations. • Leading an internal cross-functional team to execute a strategic account plan for each enterprise customer; coordinating activities across entire customer & healthcare network to maximize growth and customer outcomes. • Responsible for overall strategic account management planning, including uncovering a large complex organization's long-term strategic plan and converting this to a winning solution for the customer; oversee detailed account planning and sales forecasting; negotiate contracts and all pricing resulting in long-term commitments. • Providing organizational leadership, commercial development of teams and individuals through coaching and mentoring.