• Own the ERP Strategy: Build and execute strategic plans for over 300 potential ERP partnerships while constantly scouting the market for new prospects. • Lead the Hunt: Conduct proactive business development outreach, creating a pipeline of opportunities prioritized by scale and strategic impact. • Navigate Complex Closures: Manage multifaceted negotiations over 12+ month cycles, owning everything from financial term sheets to final legal execution. • Influence at the C-Suite: Engage routinely with senior executives, aligning their business drivers with AvidXchange’s solutions to create "mutual win" scenarios. • Deepen Ecosystem Ties: Develop high-impact accounting and ERP relationships, growing them into productive alliances that maximize sales opportunities. • Orchestrate GTM Growth: Partner with Marketing and Sales to develop growth plans and guide our Alliance teams on how to best engage with accounting and ERP opportunities.

• Identify, engage, and cultivate strategic partnerships with AI ecosystem players and hyperscaler partners, owning the outreach pipeline from initial contact through executive-level meetings • Develop and execute a partnership go-to-market strategy that aligns AI ecosystem integrations with Zscaler’s security platform roadmap and revenue objectives • Serve as the technical bridge between partners and Zscaler product management, translating partner capabilities and integration requirements into actionable product collaboration opportunities • Build and maintain a structured partner engagement framework, including joint roadmap planning, co-development agreements, and ongoing relationship management cadences • Represent Zscaler’s AI security vision externally at industry events, partner forums, and ecosystem working groups to expand brand presence and attract new partnership opportunities

• Responsible for achieving national account objectives (sales, margin, distribution, and trade spend) on assigned brands through analytics and direct sales functions. • Responsible for the development and execution of customer sales programs and objectives, and the implementation of B&G corporate sales initiatives on assigned brands. • Responsible for sales forecasting at the item level in the trade system (AFS) and must collaborate on production forecasting with the Customer Business Analyst and Supply Chain team. • Plan customer marketing spend at the item level and achieve the budget objectives set. • Achieve assigned quarterly and annual sales and profit objectives. • Achieve distribution objectives on assigned brands. • Work with the Sales Director to build quarterly and annual business plans. • Utilize POS Data and Nielsen ROM Data to manage day-to-day business and prepare for category line reviews and customer meetings. • Provide direction and collaborate with the category business analyst and insights manager to build line reviews and presentations for the customer. • Build relationships with merchandising staff on assigned brands. • Make all headquarters calls with the Sales Director on assigned brands. • Identify opportunities for gap fill and potential losses. • Analyze customer scorecards for reporting to buyers and the B&G executive team. • Evaluate current category mods and competitive items for potential business opportunities. • Collaborate with the category manager on sales and production forecasting of assigned brands. • Execution of sales forecasting/planning in the AFS system. • Manage promotional activity and pricing in AFS for assigned brands. • Develop recommendations for customer events and promotions to effectively optimize sales growth, using available POS, syndicated, and consumer insights data. • Interface with the B&G marketing and sales planning teams to ensure maximum business opportunities with the account.

• Act as a reliable point of contact for day-to-day client needs. • Conduct regular syncs to gather updates, clarify priorities, and set expectations. • Build trust through consistent communication and timely follow-ups. • Surface concerns early and provide clear, actionable recommendations. • Support talent with clarity on tasks, responsibilities, and expectations. • Provide coaching and guidance to improve performance and communication. • Track attendance, workload, and overall delivery quality. • Help new hires or transitioning staff get aligned quickly. • Ensure all deliverables, tasks, and timelines remain on track. • Maintain and update SOPs as workflows evolve. • Identify operational risks or bottlenecks and escalate appropriately. • Collaborate with internal support teams to close gaps in service delivery. • Anticipate potential misunderstandings and address them early. • De-escalate issues using balanced communication and objective reasoning. • Protect both client satisfaction and talent stability through fair handling.