• Proactively engage assigned dealer partners to schedule presentations, meetings, demos, and webinars. • Reactivate dormant or underperforming partners while proactively managing and growing the assigned book of business. • Drive net-new opportunity creation while supporting embedded and core business within partner accounts. • Serve as a trusted liaison between dealers, end users, and internal ACDI teams. • Travels to partners to support any engagements that will help grow sales (i.e., trade shows, sales training, etc.). • Lead onboarding, training, and ongoing development for new dealers and partners. • Deliver sales training, product education, demos, and best-practice guidance to increase partner effectiveness. • Coach partners on prospecting, discovery, solution positioning, and closing strategies. • Support pre-sales technical training engagements in collaboration with internal technical teams. • Plan, promote, and execute high-impact webinars, demos, and virtual events to drive pipeline and partner engagement. • Leverage webinars and marketing initiatives to increase awareness, adoption, and opportunity flow. • Support the collection of customer use cases, testimonials, and success stories from top-performing partners. • Maintain accurate leads, opportunities, quotes, orders, and pipelines within Zoho CRM. • Track, manage, and monitor incoming leads and prospects to drive net-new business. • Ensure current-month opportunities support accurate forecasting and increased close rates. • Regularly present performance metrics, goals, and progress to management. • Drive adoption of ACDI’s embedded and solutions within partner accounts. • Identify opportunities to expand usage through training, education, and consistent partner engagement. • Support partners in positioning embedded solutions as part of their standard offerings. • Travel to tradeshows, partner events, and regional engagements to support relationship-building and demand generation. • Represent ACDI professionally at industry events while expanding partner visibility and opportunity creation. • Follow up on event-driven leads and re-engage partners post-event to convert interest into pipeline. • Consistently meet or exceed assigned quotas and regional targets. • Practice effective time management across calls, meetings, travel, and training engagements.

Partner with Account Executives to drive complex, multi-stakeholder deals Provide technical expertise on Cloudinary’s product offering, consult to prescribe solutions, design, and determine solution fit Adapt Cloudinary’s technology to meet customers’ business case (Demo, POC, documentation) Conduct thorough product demonstrations and presentations to showcase our product and solution offerings Provide professional technical responses for RFIs and RFPs. Create relationships with key decision makers and serve as an external technical spokesperson. Be the trusted advisor and provide world-class customer service while serving as the technical spokesperson for Cloudinary Collaborate cross-functionally with Product, Marketing, and Sales to identify compelling Cloudinary use cases, influence product roadmap, technical content, and best practices. Work with the Account Management team to ensure handoff is executed smoothly as the prospect transitions into a customer.

• Engage with JFrog’s most strategic customers to ensure their success in their DevSecOps journey leveraging JFrog’s products • Partner with Sales account executives to build accounts strategy, activities and build long lasting trust relationships with assigned JFrog customers • Educate customers (engineers and executives) on the JFrog platform fundamental capabilities and key value proposition across all the platform's broad set of capabilities • Represent JFrog in customer and public events and conferences • Work closely with Product & Engineering global organization to provide first hand feedback from the field and influence the Products features and roadmap based on insights gathered from customers • Keep current with the latest technology trends related to the DevOps, DevSecOps, MLOps and IoT landscapes • Collaborate with Customer Success and Marketing to broaden our customer engagements horizontally and vertically and increase the customers’ adoption of the JFrog Platform • Build relationships with key decision makers, visiting customers on-site, and serving as a customer's trusted technical point of contact

• Provide subject matter expertise on the design and implementation of complex ad-serving platforms • Work as a collaborative member of the sales team to market and sell the Company's product lines • Provide insight to customers on current network solutions and configuration design • Resolve major escalations and guide product use case expansions • Communicate technical concepts clearly to both technical and non-technical audiences • Utilize scripting and database languages (e.g., PHP, Python, JavaScript, SQL) to support troubleshooting and solution design