• 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.

• Develop and grow business and market share across defined customers within Local Government and K-12 Education accounts • Engage, qualify, and develop both new and existing accounts • Collaborate with SE, Product Specialists, Field Marketing, SDR’s, Partner Account Managers, etc. • Create a consistent cadence to driving partner-led demand generation and call campaigns • Manage opportunities, quota attainment, sales presentations, and forecast sales success • Engage resources to drive sales success • Responsible for building sales pipelines and providing accurate and timely forecasts to sales management.