• Achieve assigned goal • Serves as the Lead for all identified districts • Develops intimate relationships with all stakeholders throughout the accounts • Meets with customers to discuss areas of concern and gaps • Develops district contacts and cultivates relationships at all levels that enhances Scholastic’s position which leads to major growth within designated accounts • Compiles account information on organizational structure (parent and subsidiaries), buying process, compensation process, existing products/tools to produce a prospective business report identifying potential business activities necessary to close accounts • Maintains regular contact with account base, and increases revenue from positioning and demonstrating new and existing products, preparing appropriate RFPs, and closing the sale • Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within each account • Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure • Maintains complete and accurate documentation in company's CRM module for all activity • Maintains broad knowledge of company products and their capabilities versus the strengths/weaknesses of competitive products • Travel up to 60%

• Drive new client acquisition and revenue growth for MarketScan’s Real World Data (RWD) solutions by identifying, qualifying, and closing new business opportunities across life sciences, biotech, and healthcare sectors • Lead the end-to-end sales process — from strategic prospecting and discovery through proposal, negotiation, and close — ensuring MarketScan’s offerings are positioned as essential to clients’ pricing, evidence generation, and market access strategies • Develop and execute targeted go-to-market plans that expand MarketScan’s footprint within the Real World Data ecosystem and open new channels for growth • Engage executive, scientific, and operational stakeholders to establish trusted advisor relationships and articulate the strategic and scientific value of MarketScan’s data assets • Partner cross-functionally with Marketing, Customer Success, and Delivery teams to design tailored solutions and ensure a smooth transition from new logo acquisition to ongoing client success • Leverage market intelligence, competitive insights, and usage analytics to uncover whitespace opportunities and shape proactive outreach strategies • Consistently achieve and exceed new business revenue targets, contributing to MarketScan’s leadership position in the Real World Data and analytics market

• Own and manage a portfolio of mid-market accounts to drive revenue growth through new business and account expansion • Build and maintain a strong pipeline by identifying upselling and cross-selling opportunities within existing customers • Utilize HubSpot CRM to manage accounts, track pipeline activity, and forecast revenue opportunities • Develop and maintain strong customer relationships by understanding operational needs and identifying opportunities for growth • Execute outbound prospecting activities, including cold calling, email, and social outreach, in compliance with applicable regulations, including Canada’s Anti-Spam Legislation (CASL) • Collaborate closely with sales engineering, customer success, and technical teams to align solutions with customer requirements • Manage the full sales cycle, including discovery, negotiation, and closing, while consistently working toward and exceeding quota

• Manage a portfolio of mid-market accounts to drive revenue growth and long-term customer retention. • Identify and execute upsell and cross-sell opportunities within existing customer accounts. • Use HubSpot CRM to manage pipeline activity, maintain accurate forecasts, and track revenue opportunities. • Build and maintain strong, long-term relationships with key stakeholders, with a focus on understanding customer needs and supporting account expansion. • Execute structured outbound prospecting activities, including targeted outreach and cold calling, to generate new mid-market opportunities. • Collaborate closely with Sales Engineering, Customer Success, and other internal teams to align solutions with customer requirements. • Lead commercial negotiations and close mid-market deals, balancing short-term revenue goals with sustainable, long-term customer value.