• Achieve and exceed quota targets through the successful execution of the sales strategy and account planning. • Account and Customer Relationship Management, Sales of Software Licenses, Cloud Subscription Revenue, Professional Services, and Renewals. • Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. • Develop and deliver comprehensive business plan to address customer priorities and pain points. • Utilize benchmarking and ROI data to support the customer’s decision process. • Establishes strong management and C-level relationships based on knowledge of customer requirements and commitment to value. • Builds a foundation on which to harvest future business opportunities and accurate account information and strategy development. • Actively understand each customer’s technology footprint, strategic growth plans, technology strategy, and competitive landscape. • Review public information (new executive appointments, earnings statements, press releases, etc.) for the company and its competitors to remain updated on key industry trends and issues impacting the customer. • Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base. • Leverage support organizations including Marketing, Partners, Pre-Sales, Support, Business Operations, and Professional Services to funnel pipeline into the assigned territory. • Be proficient in and bring all IFS offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, PLM, EOI, Enterprise Asset Management and MRO) and technology solutions (Business Analytics, Mobility, Technology, et. al) • Strive to make all customers IFS references. • Support all IFS promotions and events in the region • Maintain CRM system with accurate customer and pipeline information.

• You will act as a strategic architect for our global application partners, helping them simplify their tech stacks and overcome integration hurdles through the Clever platform. • By building high-trust relationships with technical leads and C-suite executives, you will ensure our tools provide seamless and secure access to their products. • Your work removes deployment friction and enables scalable growth for our partners, allowing them to expand their reach and focus on their mission to deliver impactful digital learning experiences to every student and teacher. • You will work in lockstep with Marketing, Product, Sales, School Success, and Partner Engineering to align our services with customer priorities, while advocating internally to the Product team to ensure the customer voice shapes our roadmap. • Success is defined by high net-retention rates, successful contract renewals, and expanded product adoption across your book of business, characterized by strong executive-level relationships and the successful mitigation of churn risks through proactive success planning. • You will build and execute comprehensive account plans for strategic customers, lead executive business reviews to demonstrate ROI, and develop change management frameworks that help our application partners implement new digital learning integrations seamlessly.

• Serve as the primary liaison with assigned clients • Work within Zotec departments, to optimize Revenue Cycle Management results • Work proactively with clients to shape RCM goals and expectations • Provide reimbursement analysis and management reporting • Advise clients of industry and regulatory trends that may impact their practice • Educate client groups on the benefits, capabilities, and value proposition of Zotec • Proactively communicate with client groups and appropriate organizational departments regarding open items, opportunities, and status of special projects • Keep the organization informed regarding ongoing client satisfaction and feedback • Provide client feedback to the organization leveraging support within Zotec • Maintain a clear understanding of MACRA, MIPS, and relevant specialty issues to assist clients • Maintain industry knowledge by utilizing internal and external education

• Identify and engage customers that have not previously used AVEVA solutions, securing new business and expanding market presence. • Develop and nurture relationships with existing customers to drive upsell and cross-sell opportunities, increasing ARR. • Develop and execute detailed account plans, from prospecting and qualifying leads to closing deals, ensuring revenue targets are achieved and forecasts are met. • Work closely with internal teams and leverage cross-functional resources to support account management and ensure sales goals are achieved. • Stay informed on industry trends, customer needs, and competitive products to effectively position AVEVA’s solutions. • Deliver compelling sales presentations that address specific business needs, showcasing the value and unique differentiation of AVEVA’s technology. • Use Salesforce and the MEDDPICC sales methodology to manage your sales pipeline, ensuring accurate forecasts and reporting.