• Develop and execute an AWS partner strategy that aligns to Drata’s revenue goals, focusing on priority segments, regions, and industries. • Build and manage relationships across AWS, including Partner Development Managers, Account Managers, Marketplace Specialists, and segment leaders to drive awareness and preference for Drata. • Prospect into the AWS ecosystem (field teams, solution architects, industry teams, partner programs) via email, calls, events, and social to uncover new co-sell and co-marketing opportunities. • Own and optimize Drata’s presence on AWS Marketplace, partnering with Product, Marketing, and RevOps to improve listings, streamline procurement paths, and support private offers. • Drive joint pipeline generation by coordinating account mapping, target account lists, and campaign follow-up between Drata sales and AWS field teams. • Enable AWS stakeholders on Drata’s value proposition, ideal customer profile, and key use cases (e.g., continuous compliance, Trust Center, and AI governance) through enablement sessions, office hours, and 1:1 support. • Collaborate closely with Drata’s sales, partnerships, and marketing teams to design and execute joint go-to-market plays (events, webinars, campaigns, and field activities with AWS). • Respond promptly to inbound AWS and Marketplace-related inquiries, qualifying opportunities and ensuring smooth handoffs to the appropriate sales owners. • Track and report performance of AWS programs and motions (pipeline, sourced/influenced revenue, Marketplace adoption, co-sell engagements) and provide recommendations for continuous improvement. • Represent Drata at AWS and industry events, helping drive customer and partner engagement while capturing feedback to inform our roadmap and GTM. • Embrace change with a proactive mindset, staying organized, adaptable, and eager to learn and grow in a fast-evolving cloud and compliance landscape.

Role Description Reporting to the Director, Partner Relations, this role focuses on strengthening CCDI’s Employer Partner engagement through effective CRM enablement, operational coordination, and relationship management. The position plays a central role in optimizing the use of the CRM system to support the Partner Relations team by improving data quality, enhancing reporting capabilities, and identifying opportunities for automation and system improvements that reduce manual work and streamline workflows. The role supports team effectiveness by developing training resources, onboarding new Employer Partners to CCDI’s platforms and services, and ensuring consistent knowledge sharing across the team. The position also manages relationships with assigned Employer Partners by helping them fully leverage CCDI resources, responding to research requests, maintaining accurate engagement records within the CRM, supporting partner engagement at CCDI events, and facilitating partnership renewals to sustain long-term collaboration and value. Responsibilities - Employer Partner Operations & Systems Leadership (40%) - Support the Partner Relations team in day-to-day operations by coordinating activities, resolving operational needs, and ensuring smooth workflow across ongoing projects and responsibilities. - Improve Employer Partner experience by identifying gaps, recommending enhancements, and supporting initiatives that make interactions with CCDI more seamless, valuable, and engaging. - Coordinate reporting and analyze Employer Partner engagement by gathering data, identifying trends, and preparing insights. - Act as the primary operational liaison between Partner Relations and IT/Finance to align reporting needs, system improvements, and data processes that support the Employer Partner engagement and team efficiency. - Lead coordination with IT on automation initiatives to improve processes, reduce manual work, and support system optimization within our CRM. - Team Enablement & Knowledge Management (30%) - Develop and deliver training resources and tools for the Partner Relations team, including documentation, onboarding materials, and process guides that promote consistency, efficiency, and knowledge sharing across the team. - Lead and standardize the onboarding experience for new CCDI Employer Partners by coordinating onboarding processes, introducing CCDI’s platforms, services, and offerings, and ensuring a consistent and well-supported start to their engagement. - Customer Relationship Management (30%) - Maintain and grow relationships with assigned CCDI Employer Partners by helping them leverage CCDI’s benefits and resources by proactively understanding their needs, offering tailored guidance, and ensuring they are fully supported in using CCDI tools and programs effectively. - Maintain accurate data records through CRM by consistently updating Partner interactions, engagement levels, and key activities to ensure accurate reporting and reliable insights for the team. - Facilitate research requests for CCDI Employer Partners by gathering relevant information, analyzing their inquiries, and delivering clear, well-supported responses that help them address DEIA related or service-related needs. - Participate in CCDI events by attending and supporting sessions, engaging with Employer Partners and representing the Partner Relations team while staying informed on emerging DEIA topics. - Renew CCDI Employer Partnerships by reviewing engagement history, identifying opportunities for continued value, and guiding partners through a smooth renewal process that reinforces the benefits of ongoing collaboration. Qualifications - University degree in Business Administration, Marketing, or related field. An equivalent combination of education and directly relevant experience in client service, relationship management, or engagement will also be considered. - Minimum of 5+ years of progressive experience in business, data analytics, business development, B2B sales, or a related field. - Demonstrated extensive experience with CRM platforms, including HubSpot, Salesforce and similar platforms. - Ability to evaluate current workflows, identify efficiencies, and support or lead the implementation of automated or optimized processes. - Advanced skill in using JIRA or equivalent project management tools for project coordination, backlog management, and reporting. - Experience in service or membership-based sales environments. - Experience in influencing others and coaching team members effectively. - Skilled at designing clear training materials, delivering presentations, and supporting team members in adopting new tools or processes. - Foundational understanding of DEIA concepts to support research requests and partner engagement. - Awareness of how events, programming, and organizational resources contribute to partner experience and engagement. - Skilled in collecting data, interpreting trends, and creating insights that inform decisions and improve partner engagement. - Strong skills in maintaining accurate records, supporting system enhancements, and leveraging CRM tools for workflow efficiency. - Strong interpersonal and communication skills. Requirements - Bilingualism (English/French) is considered an asset. Important Notes - Please be advised that our interview process includes a Zoom / Microsoft Teams interview. - Please note preference will be given to qualified candidates who further the diversification of CCDI. This may include employment equity designated groups (women, Indigenous peoples, persons with disabilities, and members of a racialized group), but also includes diversity of experience, background, and ideas. - Additionally, to be considered you must be eligible to work in Canada. - Finally, AI (Artificial Intelligence) software is not used in any part of our recruitment process. Application Process Be sure to complete the required online application process and provide a resume and cover letter. Additional relevant documentation will only be required after initial interviews are booked. In your cover letter, please clearly indicate: - which position you are applying for and your qualifications for that position - your available start date - your contact information – email and phone number CCDI is an inclusive workplace dedicated to accessibility. Please let us know if you require any accommodations by emailing humanresources@ccdi.ca . For more information about CCDI, please visit www.ccdi.ca .

At Roche you can show up as yourself, embraced for the unique qualities you bring. Our culture encourages personal expression, open dialogue, and genuine connections, where you are valued, accepted and respected for who you are, allowing you to thrive both personally and professionally. This is how we aim to prevent, stop and cure diseases and ensure everyone has access to healthcare today and for generations to come. Join Roche, where every voice matters. The Position Surgical Device Partner - Ophthalmology Location: Candidates can be based anywhere in Canada with preference for Ontario or Quebec based talent. A healthier future. It’s what drives us to innovate. To continuously advance science and ensure everyone has access to the healthcare they need today and for generations to come. Creating a world where we all have more time with the people we love. That’s what makes us Roche. Are you passionate about advancing eye care? The Medical Affairs team is at the forefront of transforming medical practice, driving impactful change in healthcare. Through groundbreaking and meaningful medical customer engagements, we optimally translate Roche's scientific advancements into tangible benefits for patients and the medical community. Our primary goal is to equip healthcare professionals with the knowledge and deep understanding necessary to make informed decisions alongside their patients, ensuring access to innovative solutions across the entire lifecycle of innovation. The Opportunity: The SDP has deep comprehensive expertise in our surgical ophthalmology assets and are involved in the lifecycle from clinical trials programs and throughout commercialisation. They work alongside the Canada Ophthalmology team and relevant Global teams who are accountable for strategic plans for both existing and new assets/line extensions. The SDP acts as the Port Delivery System (PDS) surgical primary point of contact for the Ophthalmology surgical community which consists of a wide range of interconnected stakeholders including (but not limited to) Vitreo-Retinal (VR) surgeons, Medical Retinal (MR) specialists, general ophthalmologists (GOs) and ORDMs (Optometrists, Medical photographers, surgical theatre support staff). Also acts as the connector of the external ecosystem with Roche’s internal capabilities. The SDP is responsible for exploring potential areas for partnership such as joint working, patient safety initiatives, education or data generation. This is a specialized, non-promotional role focused on surgical excellence, patient safety, and advancing ophthalmic care. Specifically the role involves the following: - Operating Room Support: Assist medical experts during ophthalmic procedures, provide hands-on training, and ensure safe, effective use of Roche devices. - Clinical Trials Support: Help set up trial sites, deliver training, share key data - Expert Insight & Collaboration: Build relationships with therapy experts, share best practices, and gather insights to improve patient outcomes and inform strategies. - Medical Education & Engagement: Provide clear, high-quality education on surgical products, answer questions from healthcare professionals and patient organizations, Who you are: - You possess a degree or certification in a scientific or related discipline. A postgraduate degree (PhD, PharmD, MSc, MD, MBA) is preferred. - You have 7+ years of experience within the pharmaceutical/ healthcare sector and 2+ years experience in ophthalmology AND experience in ophthalmic surgery. - You demonstrate a customer-focused mindset, initiative, and accountability and a proven track record of scientific collaboration with external experts and/or collaborative groups. - You have solid knowledge of clinical trials, regulations, and compliance standards with a comprehensive understanding of industry codes (e.g., IMC) and pertinent regulations (e.g., GCP, PV). - You demonstrate excellent communication, project management, and relationship-building skills, with the ability to work across teams. - You are willing to travel within Canada up to 60% of the time. Preferred : - In this role, you will be in contact with colleagues across Canada, therefore a proficient level of English is required and French can be required, depending on the geographic region. Relocation benefits are not available for this posting. Partenaire en dispositifs chirurgicaux - Ophtalmologie Lieu : Les candidats peuvent être basés n'importe où au Canada, avec une préférence pour les talents basés en Ontario ou au Québec. Un avenir plus sain. C'est ce qui nous pousse à innover. À faire constamment progresser la science et à veiller à ce que chacun ait accès aux soins de santé dont il a besoin aujourd'hui et pour les générations à venir. Créer un monde où nous avons tous plus de temps à passer avec les gens que nous aimons. C'est ce qui nous rend Roche. Êtes-vous passionné par l'avancement des soins oculaires ? L'équipe des affaires médicales est à l'avant-garde de la transformation des pratiques médicales, en apportant un changement significatif dans les soins de santé. Grâce à des engagements clients médicaux novateurs et significatifs, nous traduisons de manière optimale les avancées scientifiques de Roche en avantages tangibles pour les patients et la communauté médicale. Notre objectif principal est de doter les professionnels de la santé des connaissances et de la compréhension approfondie nécessaires pour prendre des décisions éclairées avec leurs patients, en assurant l'accès à des solutions innovantes tout au long du cycle de vie de l'innovation. L'opportunité Le partenaire en dispositifs chirurgicaux (Surgical Device Partner, SDP) possède une expertise approfondie de nos actifs en chirurgie ophtalmique et est impliqué dans leur cycle de vie, depuis les programmes d'essais cliniques et tout au long de la commercialisation. Il travaille aux côtés de l'équipe canadienne d'ophtalmologie et des équipes mondiales pertinentes qui sont responsables des plans stratégiques pour les actifs existants et les nouveaux actifs/extensions de gamme. Le SDP est le principal point de contact chirurgical du système d'administration de port (Port Delivery System, PDS) pour la communauté chirurgicale en ophtalmologie, qui se compose d'un large éventail de parties prenantes interconnectées, y compris (mais sans s'y limiter) les chirurgiens vitréo-rétiniens (VR), les spécialistes de la rétine médicale (MR), les ophtalmologistes généraux (OG) et les ORDMs (optométristes, photographes médicaux, personnel de soutien des salles d'opération). Il agit également comme un connecteur de l'écosystème externe avec les capacités internes de Roche. Le SDP est responsable de l'exploration de domaines potentiels de partenariat, tels que le travail conjoint, les initiatives de sécurité des patients, l'éducation ou la génération de données. Il s'agit d'un rôle spécialisé et non promotionnel axé sur l'excellence chirurgicale, la sécurité des patients et l'avancement des soins ophtalmiques. Plus précisément, le rôle comprend les éléments suivants : - Soutien en salle d'opération : Assister les experts médicaux pendant les procédures ophtalmiques, offrir une formation pratique et assurer une utilisation sûre et efficace des appareils de Roche. - Soutien aux essais cliniques : Aider à l'installation des sites d'essais, dispenser une formation et partager des données clés. - Expertise et collaboration : Établir des relations avec les experts en thérapie, partager les meilleures pratiques et recueillir des informations pour améliorer les résultats pour les patients et éclairer les stratégies. - Éducation et engagement médical : Fournir une éducation claire et de haute qualité sur les produits chirurgicaux, répondre aux questions des professionnels de la santé et des organisations de patients. Qui vous êtes : - Vous possédez un diplôme ou une certification dans une discipline scientifique ou connexe. Un diplôme de troisième cycle (PhD, PharmD, MSc, MD, MBA) est préféré. - Vous avez plus de 7 ans d'expérience dans le secteur pharmaceutique/des soins de santé et plus de 2 ans d'expérience en ophtalmologie ET en chirurgie ophtalmique. - Vous faites preuve d'un esprit axé sur le client, d'initiative et de responsabilité, et vous avez fait vos preuves en matière de collaboration scientifique avec des experts externes et/ou des groupes de collaboration. - Vous avez une solide connaissance des essais cliniques, des réglementations et des normes de conformité, avec une compréhension approfondie des codes de l'industrie (par exemple, l'IMC) et des réglementations pertinentes (par exemple, les BPC, la PV). - Vous faites preuve d'excellentes compétences en communication, en gestion de projet et en établissement de relations, avec la capacité de travailler en équipe. - Vous êtes disposé à voyager au Canada jusqu'à 60 % du temps. Atouts : - Dans ce rôle, vous serez en contact avec des collègues partout au Canada; par conséquent, une bonne maîtrise de l'anglais est requise et la connaissance du français peut être exigée, selon la région géographique. Les avantages de la réinstallation ne sont pas disponibles pour cette offre. The expected salary range for this position based on the primary location of Mississauga is 136,936.00 and 179,728.50 of hiring range. Actual pay will be determined based on experience, qualifications, and other job-related factors as determined by the company. We use artificial intelligence to screen, assess or select applicants for this role. This posting is for an existing vacancy at Hoffmann-La Roche Ltd. Who we are A healthier future drives us to innovate. Together, more than 100’000 employees across the globe are dedicated to advance science, ensuring everyone has access to healthcare today and for generations to come. Our efforts result in more than 26 million people treated with our medicines and over 30 billion tests conducted using our Diagnostics products. We empower each other to explore new possibilities, foster creativity, and keep our ambitions high, so we can deliver life-changing healthcare solutions that make a global impact. Let’s build a healthier future, together. Roche is an Equal Opportunity Employer.

Bilingual Spanish position. This role is fully remote. Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy. A Language Partner is responsible for supporting new business acquisition efforts by partnering with Territory Account Executives on opportunities that require Spanish language support. This role helps deliver a tailored experience for customers in markets where language barriers may exist and is focused on converting referred demand into new customers through strong collaboration with AEs. Language Partners must be able to assess how restaurants can benefit from Toast’s end-to-end digital platform, demonstrate how the product works better together, and clearly articulate how Toast can help restaurants run better. Daily activities include calls, emails, product demonstrations, reviewing quotes, sending contracts in the customer’s preferred language, and working closely with Account Executives throughout the sales process. A day in the life (Responsibilities) - Partner with SMB Account Executives on opportunities requiring language-specific support - Join live discovery calls and product demonstrations in the customer’s preferred language - Support deal progression by assisting with communication, clarity, and next steps - Review and support quotes and contracts in the customer’s preferred language - Help ensure a smooth transition to onboarding when needed - Collaborate closely with SMB AEs, Sales Leadership, and cross-functional partners - Your Spanish skills will be used on the job to communicate with Spanish-speaking customers and prospective customers, while your English language skills will be used primarily for communicating with other employees at Toast. - As with most internal business at Toast, the job application and interview process for this role will be conducted primarily in English. - Toast will not sponsor applicants for work visas for this role. What you'll need to thrive (Requirements) - Fluency in both oral and written English and Spanish is required for this role. - Prior Sales experience preferred - Ability to work in a fast-paced environment - An entrepreneurial and feedback driven mindset What will help you stand out (Nice to Haves/Nonessential Skills) - Restaurant Operations Experience - Experience using Salesforce to keep track of Sales activities - Sandler Sales Training AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). Total Targeted Cash $104,000—$166,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.