• Engage, qualify, and develop both new and existing accounts • Collaborate with SE, Product Specialists, Field Marketing, SDR’s, Partner Account Managers, etc. as well as HPE’s channel partners • Create a consistent cadence to driving partner-led demand generation, call campaigns, with strong opportunity management skills • Executive selling skills required, to include various CxOs, IT Management, and other key Decision-Makers • Relationship management skills that translate into identifying decision-makers and influencers • Manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term opportunity management • Responsible for building 3 Month, 6 Month, 9 Month and annual pipelines • Engage resources, including the BU's to drive sales success • Provide accurate and timely forecasts to sales management • Co-ordinates and lead members of virtual account teams: SEs, Managers, Insides Sales, Channel and Channel Management members, PLM, etc.

• Executing outside sales and territory management, inclusive of account management and new business development • Identifying new opportunities, overcoming objections and changing the mindsets of prescribers • Performing total office sales calls, in-services on patient profiles, product demonstrations • Analyzing data to effectively target priority healthcare teams and create sales call routing • Capable to be flexible and adjust routing to fit pipeline management needs

• Exceed quarterly and annual sales quotas for an assigned territory. • Develop and execute a territory plan with a target prospect list and regional sales strategy. • Build and nurture an ecosystem of partner sellers and SEs who are excited about Illumio and actively selling with you. • Partner with marketing and inside sales teams to generate pipeline and qualify opportunities. • Conduct product demonstrations and presentations to prospects and partners. • Lead ongoing account management to ensure customer satisfaction and drive additional revenue. • Act as a trusted advisor by understanding customer business needs and aligning Illumio’s solutions to their IT roadmap.

• Own the development and continuous improvement of the core Partner Program framework with a focus on no touch/light touch programs to onboard new partners that can be ARR generators for Deepgram. • Lead the strategy and execution for partner onboarding processes, ensuring a seamless and efficient experience for new partners. • Develop and manage the partner enablement content strategy, including certifications and training materials. • Ensure timely and effective ongoing program communications to the entire partner ecosystem. • Track and report on key operational success metrics, including the number of enabled partners and partner training completion rates. • Collaborate with internal teams to gather feedback and implement changes that drive overall partner program satisfaction.