• Serve as the primary account owner for assigned Medicare Advantage Plan partners from post-implementation through steady state • Build strong, trusted relationships with plan leadership, population health and care management teams, medical directors, and quality stakeholders • Develop a deep understanding of each plan's member population, benefit design, network structure, and strategic priorities — and connect Ceresti's model to what matters most to them • Act as an internal liaison at Ceresti for the MA Plan, ensuring the partner’s needs, constraints, and priorities are clearly understood, communicated, and appropriately addressed • Own enrollment performance for assigned MA Plan partners, including monitoring referral flow from care management teams, outreach effectiveness, and caregiver activation • Lead recurring partner check-ins and business reviews with assigned MA Plan partners • Deliver clear, data-driven updates on enrollment, engagement, outcomes, and operational performance – including quality metrics and cost impact relevant to MA Plan priorities.

• Drive net new sales and incremental bookings of existing accounts • Develop direct sales opportunities and evaluate customer requirements • Create tailored customer solutions that lead to new bookings • Manage the sales process and leverage internal technical resources • Analyze customer environment and collaborate to close sales opportunities • Drive POCs and POVs with customers • Upsell and cross sell Skyhigh Security products • Generate demand with channel partners, resellers, and end-user customers • Engage and present at multiple levels within an account including CISO and board level • Develop account and opportunity plans for account strategy

Role Description The focus of this position is on driving revenue growth through partner engagement, recruitment, and enablement. This includes: - Developing go-to-market plans - Organizing QBRs - Meeting sales targets - Supporting partners through collaboration, training, and demand generation efforts The role blends sales strategy, relationship management, and product expertise—and requires strong communication skills and a proactive, results-driven mindset. Qualifications - +3 years of relevant experience - Bachelor's degree in business or related field - Excellent verbal and written communications skills - Presentation, customer service, business, and negotiation skills - A strong understanding of the sales process and Channel Sales - High energy with the capability to multi-task in a dynamic, rapidly growing organization - Broad exposure to a variety of technologies/concepts in a distributed environment - Ability to translate business needs into reporting solutions - Ability to travel occasionally (<15%) Requirements - Build and deepen relationships with Channel Partners to create increased sales opportunities. - Develop and maintain a sales strategy, and organize QBR meetings for your Partner accounts. - Develop sales forecasts and achieve monthly, quarterly, and annual sales targets. - Actively recruit new partners. - Develop a firm understanding of Velixo’s technology and software solutions and demonstrate the software to prospective customers & partners. - Be seen and treated by Partners as a trusted and valued resource. - Collaborate with the field marketing organization to plan, deliver, and manage effective communication and demand generation campaigns for each Partner across the region. - Work with peers across Velixo, field and marketing organizations to ensure that best practices are utilized to drive effective Partner campaigns. - Ensure accurate reporting of key activities and update information in the Velixo CRM database. - Proactively schedule webinars with the existing partner customer base. Preferred Skills - Experience with Accounting or ERP Software is an asset - Familiarity with financial reporting concepts

Position Title: Account Manager (Southwest) Company: Radiac Abrasives Parent Company: Tyrolit Location: Field-based (Southern California, AZ, NV, UT, CO, NM) Exemption Status: Exempt Reports to: Director of Core Sales Salary Range: $110,000 – $115,000 + Bonus Radiac Abrasives, part of the global Tyrolit Group, is a leading manufacturer of engineered grinding and finishing solutions for the metalworking industry. With more than a century of innovation, Radiac partners with manufacturers to improve productivity, precision, and process performance. We are seeking a high-performing Account Manager to drive growth across the Southwest United States. This is a strategic, customer-facing role focused on developing strong relationships with key manufacturing customers and expanding market share through application-driven abrasive solutions. Territory & Travel: - Multi-state territory including Southern California, Arizona, Nevada, Utah, Colorado, and New Mexico - Field-based role with up to 60% travel to customer locations, distributor partners, and industry events What You’ll Do: - Manage and grow a multi-state territory across the Southwest U.S. - Develop strong partnerships with manufacturing customers and distributors - Identify and convert new opportunities through technical and application-based selling - Expand business within existing accounts by introducing productivity-improving grinding solutions - Collaborate with engineering, product management, and operations teams to deliver customer solutions - Represent Radiac at customer facilities, industry events, and trade shows - Maintain and manage opportunities within CRM while executing territory growth strategies Core Skills: - Strategic account management - Territory development and sales growth - Consultative and technical selling - Customer relationship development - Opportunity pipeline and CRM management - Industrial manufacturing and metalworking knowledge - Distributor channel management - Competitive positioning and market intelligence - Negotiation and closing - Cross-functional collaboration What We’re Looking For: - 5+ years of industrial or technical sales experience - Background in metalworking, abrasives, machining, cutting tools, or industrial manufacturing preferred - Strong relationship-building and consultative selling skills - Self-driven professional comfortable managing a multi-state territory - Bachelor’s degree in engineering, manufacturing, or technical discipline preferred What We Offer: - Competitive base salary plus performance bonus - Comprehensive health, dental, and vision benefits - 401(k) with company match - Paid time off and holidays - Opportunity to represent a global leader in grinding technology Physical Job Requirements: - Visual acuity (corrected) - Ability to use hands and fingers to operate standard office equipment - Must be able to read and analyze detailed information on a computer screen - Occasionally required to stand, walk, and lift up to 15 pounds - Must be able to perform the essential functions of the position with or without reasonable accommodation