• Build and maintain strong relationships with all members of the LTC resident care team, including physicians, physician-extenders (NP/PA), consultant pharmacists, dispensing pharmacists, and nursing facility leadership/staff. • Promote Acadia products by delivering compliant clinical, disease state, and reimbursement education tailored to customer needs. • Identify and address customer questions, concerns, and objections with advanced selling skills. • Develop deep knowledge of customers, practices, and local/regional market trends; apply this insight to business planning. • Create and execute quarterly territory business/action plans, leveraging data to maximize reach, frequency, and impact within budget. • Provide guidance on pricing, reimbursement, and LTC-specific profitability parameters; act as liaison between customers and Acadia for access-related questions. • Collaborate with sales management, territory teammates, and cross-functional partners (e.g., managed markets, marketing, operations, training) to address business needs. • Represent Acadia at conferences, exhibits, product launches, and training sessions; contribute to regional and national initiatives. • Mentor and train new/junior Sales Specialists; share field insights and participate in cross-functional projects. • Maintain compliance with all regulatory requirements, company policies, and LTC regulations affecting medication use and resident care.

• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing and closing sales opportunities • Develop and manage sales pipeline to move a large number of strategic transactions through the sales process • Identify and close opportunities for growth working with accounts across a specified set of Mid Market accounts • Present Rubrik, Inc. solutions within complex data center design environments • Co-sell and strategize with direct field team, partners, distributors and VAR’s to enable rapid growth • Provide Rubrik, Inc. management with feedback about the local market opportunity and identification of new business opportunities and channel partnerships

• The Channel Sales Manager will execute the company’s Channel strategy to grow PRN sales and market share. • Responsibilities will include strategy development, securing new contracts, annual budgeting, promotions and incentives, C-suite relationship building with key industry partners and customers. • This position will be directly responsible for managing Channel & Distribution assigned account relationships and contracts. • Directly responsible for managing assigned accounts that create a pull-through of PRN sales initiatives. • Negotiate/Align with senior leaders on annual goals, annual contracts, rebates, and commissions needed to exceed the sales budget. • Negotiate contracts (annual, long-term, short-term) with partner executives within distribution, & Wholesale Channels with C-suite decision-makers. • Responsible for program implementation, sales activities, reporting, and sales training initiatives for assigned partners. • Partner with senior leader to develop and manage annual budget for channel and distribution, including monthly forecasting, reporting on sales activities, and strategic adjustments and tactics to respond effectively as needed throughout the year. • Partner with Sales Leadership, Marketing, Finance, Regulatory, and Operations Teams to ensure high-quality service for assigned partners. • Manage activities surrounding partner area, including conferences, dinners, regional, and national sales meetings.

• Lead sales teams to achieve team goals, increase engagement & coordinate with operations. • Evaluate market conditions, prepare sales plans, and develop cost-effective business strategies to achieve objectives. • Maintain positive and collaborative relationships with peers and other departments. • Engage with customers to develop relationships. • Presenting solutions via online meetings. • Suggest and implement improvements in the sales process. • Understand client needs and requirements to present effective value propositions. • Report and monitor sales metrics for continuous improvement. • Prepare sales forecasts regularly. • Ongoing interaction with Operations and Marketing to identify key Strategic Initiatives to drive growth. • Lead and mentor a high performing team of Account Executives to achieve revenue targets.