• Business Development and Account Management for management systems certification, supplier management, training, and related solutions. • Implement commercial strategies and action plans to achieve defined sales targets. • Generate new business opportunities with prospective customers (hunting). • Maintain and expand relationships with existing customers (farming). • Lead the full sales cycle: technical scoping, budgeting, proposal, and contract closure. • Support market analysis activities: clients, prospects, competitors, and trends. • Negotiate commercial agreements and prepare offers and documentation. • Promote cross-selling and upselling across business lines. • Act as the interface between customers and operational teams. • Ensure accurate sales reporting and CRM maintenance.

• Own GTM strategy for Engine’s API and product partnership portfolio • Identify priority use cases, sectors, and partner profiles aligned with company growth goals • Define partnership value propositions, pricing inputs, and launch strategies in collaboration with Product and GTM teams • Prospect, negotiate, and close strategic API and product partnerships • Own your own book of business from initial outreach through contract execution and early launch • Structure mutually beneficial commercial and product agreements with long-term scalability in mind • Partner closely with Product to develop business cases, define requirements, and prioritize feature requests driven by partner needs • Collaborate with Engineering, Legal, Finance, and Operations to move deals from concept to execution • Act as the connective tissue between external partners and internal teams, ensuring alignment and momentum • Translate partner opportunities into clear product requirements and ROI-driven business cases • Influence roadmap decisions through data, market insight, and partner-backed demand • Ensure partner feedback is synthesized into actionable product strategy • Represent Engine at conferences, industry events, and executive-level partner meetings • Serve as a trusted ambassador for Engine’s platform, APIs, and partnership vision • Build Engine’s reputation as a best-in-class product and platform partner

• Manage and grow a portfolio of affiliate client accounts, serving as the primary point of contact for all client communications and inquiries. • Build and maintain strong, long-lasting client relationships, understanding their business needs, objectives, and challenges. • Develop and execute strategic account plans to drive revenue growth, retention, and expansion opportunities within existing client accounts. • Proactively identify opportunities to upsell and cross-sell additional services and solutions to meet client needs and maximize revenue potential. • Collaborate closely with internal teams, including sales, product, and support, to ensure seamless execution of client campaigns and initiatives. • Monitor and analyze campaign performance metrics, providing insights and recommendations to optimize client campaigns and drive superior results. • Act as a trusted advisor to clients, providing expert guidance, industry insights, and best practices to help them achieve their advertising objectives. • Stay informed about industry trends, market dynamics, and competitive landscape to anticipate client needs and proactively address challenges. • Participate in regular client meetings, presentations, and business reviews to review campaign performance, discuss strategic initiatives, and identify opportunities for growth.

• Manage sales opportunities end-to-end, including developing bid strategies, pricing models, teaming arrangements, and proposal submissions • Collaborate with Systems Engineers and Solutions Architects to design technical solutions, identify organization-wide IT and mission needs, and address factors impacting solution delivery. Serve as a thought leader for the team • Build and maintain relationships with Veeam colleagues (inside sales, commercial sales, marketing, engineering), as well as external channel and alliance partners, to identify new opportunities and implement effective strategies • Engage with Federal Executives, Federal Systems Integrators, partners, and other stakeholders to define project requirements, resolve program issues, and develop long-term initiatives • Participate in and coordinate marketing activities targeting enterprise accounts • Execute territory, account, and opportunity plans to optimize revenue generation • Travel within the assigned territory as required • Provide written and oral reports to customer management, contract program managers, Veeam senior leadership, and government representatives • Fulfill additional duties as assigned