• Develop and manage key relationships with channel partners across Japan • Build strong relationships with national and regional partners • Work cross-functionally with sales, marketing, and technical teams • Drive partner engagement and support successful execution of joint sales efforts • Meet and exceed partner-sourced pipeline and booking targets • Identify the right partners for targeting and recruiting • Develop go-to-market strategies and Partner Account Plans • Create demand generation strategies • Conduct sales training presentations with partner sales teams • Oversee relationship building activities and account mapping

• Shape how CVAUSA engages with industry • Cultivate relationships with sponsors and partners • Manage feasibility processes and track opportunities • Market CVAUSA capabilities to attract clinical trials • Drive strategy and provide insights to leadership

• Act as senior point of contact with customers and establishes productive, professional relationships with key personnel in assigned customer accounts • Meet assigned sales quota and expectations for profitability for assigned accounts, independently or in partnership with the Sales team • Meet budgeted gross profit margin dollars and percentages for assigned accounts • Achieve strategic customer objectives defined by company management • Establish proactive, ongoing contact management program with each echelon of the customer organization, including store, district, and regional and headquarter levels of the customer organization • Monitor and assist with client billing and collection issues • Conduct Quarterly Business Review (QBR) process with each assigned customer • Direct the traffic of information between customer and company operations and other functional departments involved in rollout and account maintenance activities

• Develop and execute a year-round AR strategy that proactively shapes the market’s understanding of Demandbase’s Smarter GTM vision • Lead the end-to-end strategy for major industry reports (e.g., Gartner Magic Quadrants, Forrester Waves) • Partner with Sales on high-stakes, competitive deals to leverage analysts as strategic resources • Gather and synthesize analyst insights on market trends and competitor movements to help shape our product roadmap and GTM strategy • Proactively manage a regular rhythm of briefings, inquiries, and strategy days • Partner with Product Marketing to translate complex technical features into differentiated, value-based messaging