• Represent the Facial Aesthetics product portfolio to targeted aesthetic customers • Enhance the adoption of the Facial Aesthetics Portfolio by working synergistically alongside medical, marketing, and clinical teams • Achieve or exceed agreed sales targets within the assigned territory • Build and develop business relationships with customers • Deliver business plans for territory and key accounts to drive rapid uptake within accounts • Conduct regular business plan/sales reviews, including market share analysis • Identify potential sales and marketing opportunities • Demonstrate a deep understanding of each customer’s current product choice and usage • Maintain accurate, up to date records of all customer visits and agreements

• Own a defined set of strategic partners • Develop joint business plans with clear pipeline targets (and revenue goals), well-defined GTM motions, and partner executive sponsorship • Serve as the primary point of accountability for portfolio partner success • Drive partner-sourced and partner-influenced pipeline through joint selling, co-marketing, and account alignment • Work closely with Sales to: • Identify priority accounts to engage partners • Support deal strategy and positioning • Remove friction in complex, multi-party deals • Enable sales teams with partner messaging, playbooks, and competitive context • Partner with Product and Engineering to influence: • Integrations Roadmap alignment • Partner-driven feature requirements • Collaborate with Marketing on: • Launches • Field enablement • Partner campaigns and events • Build trusted relationships with partner executives and internal senior leadership • Represent the company in executive briefings, partner QBRs, and industry events • Communicate market trends, partner feedback, and competitive insights to the business • Establish clear success metrics (pipeline, revenue, adoption, partner health) • Maintain structured partner cadences, reporting, and internal alignment • Identify gaps, risks, and opportunities early—and act decisively

• Develop and deliver proactive engagement strategies, health checks, and business reviews. • Analyze product usage and satisfaction to ensure renewals and long-term value. • Identify risk signals early and take action to mitigate churn. • Negotiate contracts that are mutually beneficial to both the customer and Elsevier • Identify upselling and expansion opportunities aligned with customer goals. • Position additional Clinical Solutions products to meet emerging needs through consultative selling. • Lead sales motions from discovery through negotiation and closing. • Build deep, trusted relationships with stakeholders across clinical, administrative, and IT functions. • Serve as a consultative partner aligned to client objectives. • Study market trends and become an industry expert within your designated health system region • Own the end-to-end sales process for renewals and expansions. • Coach sales executives on expansion opportunities that meet customer needs • Accurately forecast and manage pipeline using Salesforce CRM. • Work closely with Sales Executives and Customer Success to drive results. • Share market feedback and help shape product improvements. • May support coaching, mentoring and training of new team members

• Own the end-to-end enterprise sales lifecycle for assigned named accounts, from account planning and opportunity identification through negotiation, close, and renewal. • Develop and execute account-based sales strategies aligned to customer business priorities, IT initiatives, and budget cycles. • Drive new and recurring ARR by expanding use cases across high availability, disaster recovery, cyber resilience, and application modernization. • Build and deliver value-based business cases that demonstrate business continuity, risk reduction, improved recovery objectives (RTO/RPO), and cost efficiency. • Maintain full accountability for pipeline health, forecast accuracy, and revenue outcomes within the assigned accounts. • Serve as a trusted advisor to senior IT, infrastructure, operations, and cybersecurity leaders. • Develop a deep understanding of each customer’s application landscape, infrastructure architecture, and resiliency requirements, including digital transformation and modernization initiatives. • Build and sustain strong relationships with customer stakeholders, systems integrators, and channel partners. • Navigate and manage complex enterprise procurement processes, including large-scale sourcing events, renewals, and multi-year agreements. • Orchestrate internal teams (Account Technology Specialists, Architecture, Product, Support, Legal, and Finance) to support deal strategy and execution. • Identify and mitigate risks related to deployment success, customer satisfaction, and post-sale outcomes. • Leverage disciplined account planning, MEDDICC-style qualification, and modern sales tools to accelerate deal velocity.