• Build and nurture relationships with key channel partners and resellers to drive Gliffy adoption. • Serve as a trusted advisor, providing product knowledge and best practices. • Act an external ambassador for Gliffy and an internal advocate for our partners. • Develop joint go-to-market plans with partners to increase brand awareness, align product to compelling solutions, and create new opportunities. • Identify new business prospects within mid-market and enterprise accounts via partner channels. • Track and report on partner performance, pipeline, and revenue metrics. • Work closely with Marketing and Product teams to support partner enablement and inform strategy. • Coordinate co-marketing initiatives, joint events, and partner training sessions. • Represent Gliffy at partner events and industry conferences (travel 2–4 times per year).

• Provide exceptional customer service by promptly responding to inbound calls and e-mails. • Aid in customer retention via multiple methods of contact and annual insurance policy reviews. • Proactively identify and process policy transactions and explain any resulting customer impact. • Assist with policy billing issues, including evaluating and making decisions regarding payment plan exceptions and any applicable fees, including initiating alternate payment arrangements. • Cross-sell additional insurance solutions as appropriate, as well as assist in policy rewrites/remarkets. • Process personal lines E&S policy renewals and collect payment for agency bill accounts. • Manage and utilize your time effectively to ensure the department meets required service levels for improved customer satisfaction results.

• Drive business growth at Fitch Learning as a dynamic sales professional who will develop strategic client relationships and lead complex sales cycles for our premier financial training solutions • Drive sales by embedding consultative selling and trusted advisor behaviors to identify opportunities, provide tailored guidance to senior-level clients, and transform prospects into long-term partnerships in the financial services sector • Identify and pursue opportunities to expand into new markets and broaden our product offerings, with a focus on client-driven and niche segments • Partner with Marketing to develop collateral, using various marketing channels and promoting new product launches • Utilize Fitch Learning’s resources, including courses, eLearning, and professional certifications, to expand your own industry knowledge

• Development of territory and account-specific sales plan. • Implementation/execution of sales plan to meet assigned sales quotas. • Adjustment to sales plan in accordance with changing company and customer needs. • Engage in accurate forecasting and sales pipeline management activities. • Proactive utilization and maintenance of CRM database. • Deliver technical/scientific seminars and presentations on Illumina products/solutions and their capabilities to customers. • Demonstrate role and relevance of Illumina’s product portfolio and provide consultation to customers on same. • Demonstrate command of scientific knowledge to engage in collaborative and consultative sales process. • Proactively monitor emerging market trends and customer needs in order to identify new opportunities to create value for our customers. • Effectively collaborate cross-functionally across company regardless of geographic location, in order to achieve goals and meet customer needs. • Successfully navigate and manage a multi-tiered sales process for capital equipment, consumables, and services. • Match customer business objectives to Illumina capabilities in order to deliver mutual value. • Effectively prospect for and generate new customer leads and business. • Actively manage existing accounts/customer relationships and continuously work to expand customer base. • Develop and maintain strong customer connections at various levels in the organization. • Proactively engage in ongoing learning of new applications and growth opportunities for Illumina technology, products and services. • Effectively handle interpersonal challenges and keep self/team focused on customer. • Demonstrate win-win approach in negotiations.