• Develop and maintain strong relationships with enterprise clients, serving as the main point of contact for their cybersecurity needs. • Understand clients’ business objectives and proactively identify opportunities to deliver value and enhance their cybersecurity posture. • Collaborate with the sales, delivery and security teams to ensure seamless onboarding and implementation of BlackCloak solutions. • Provide ongoing support and consultation to clients, ensuring they maximize the value of our services. • Monitor client accounts and analyze data to identify potential issues and recommend solutions. • Prepare and deliver regular reports and performance reviews to clients. • Act as an advocate for clients within the company, ensuring their needs are met and addressing any concerns. • Unify the customer journey, ensuring a seamless and consistent experience for clients, while also providing value to the customer champion who advocates for our services within their organization. • Demonstrate creative problem-solving abilities and maintain a “can-do” attitude, finding innovative solutions to challenges and actively contributing to the improvement of our customer success processes. • Stay up-to-date with industry trends and cybersecurity best practices to provide expert guidance to clients. • Collaborate with cross-functional teams to resolve client issues and improve the overall customer experience.

• Execute territory strategies to win enterprise business, grow market presence, and consistently exceed targets in an aligned territory. • Lead the full sales cycle, from prospecting to negotiation and closure, to deliver predictable, high-performance results. • Build trusted executive relationships, address diverse business challenges, and position Freshworks as the partner of choice. • Partner with cross-functional teams to deliver seamless customer experiences and contribute to a culture of shared success. • Develop and manage a strong pipeline with accurate forecasting. Travel, as required, to connect with customers, strengthen relationships, and represent Freshworks with purpose.

• Drive programmatic pipeline growth and establish loyalty with channel partners • Provide accurate forecasting and identify and track relevant metrics of success • Recruit new legal focused partnerships • Heavy focus on the enablement of new and existing partners with AI and Document Management System • Manage and develop a cross-functional team of partner marketing and account managers • Sustain and encourage internal stakeholder alignment with sales and marketing leads and their teams • Manage the communication of products, features, and marketing campaigns • Resolve partner-customer conflicts and build mindshare within NetDocuments and support teams • Design go-to-market business plans, and understand partner sales processes to capitalize on opportunities for NetDocuments • Achieve quarterly revenue target and partner contribution to Corporate and Strategic legal sector business • May perform other job duties as needed

• Own the overall strategy and roadmap for our current Workday and NetSuite technology partnerships, including integration, marketplace, and field GTM motions. • Define clear partner tiers, focus areas, and success metrics (pipeline, influenced revenue, attach rates, integration adoption) for each platform. • Build multi‑year joint business plans with Workday and NetSuite that align product roadmap, sales coverage, and marketing investments. • Partner with Product and Engineering to identify additional certified integrations and joint solutions that are compelling to CaptivateIQ customers. • Ensure current and future integrations meet both technical requirements and go‑to‑market readiness (documentation, enablement materials, positioning, and reference customers). • Establish feedback loops from partners and customers back into the product roadmap to strengthen ecosystem differentiation. • Design and execute joint GTM motions (co‑sell plays, target account lists, campaigns) with Workday and NetSuite field teams and partner organizations. • Drive sourced and influenced pipeline through account mapping, opportunity identification, and structured co‑selling with our sales organization and partner reps. • Collaborate with Marketing to deliver co‑branded campaigns, events, and content that increase awareness and demand within the technology partner ecosystem. • Serve as the primary point of contact for partner alliances teams, maintaining strong relationships across sales, alliances, product, and marketing stakeholders. • Lead regular business reviews (QBRs/PBRs) to align on pipeline, integration priorities, and mutual success metrics. • Navigate and resolve conflicts or ambiguity around rules of engagement, deal alignment, and roadmap expectations. • Act as the internal champion for Workday and NetSuite, educating sales, solution consulting, partner success, and customer teams on how and when to bring these partners into deals. • Build simple, repeatable playbooks and enablement assets for internal teams and partners (how to co‑sell, when to engage, messaging, integration value props). • Work closely with Partner Operations to ensure partner processes (deal registration, lead sharing, reporting) are scalable and visible, enabling you to track performance and ROI. • Define and track KPIs for the Workday and NetSuite partnerships, including sourced and influenced pipeline, win rates, integration adoption, marketplace activity, and partner NPS where applicable. • Provide clear, data‑backed updates to leadership on performance, risks, and investment recommendations across the tech partner portfolio.