• Consistently achieve and exceed annual enterprise sales targets through disciplined execution and strategic account planning • Establish Veeam as a mission-critical partner, not a point solution, within assigned enterprise accounts • Drive net-new adoption and platform expansion across complex, multi-stakeholder environments • Build and execute account-based strategies that align to customer business priorities, risk posture, and long-term transformation initiatives • Own and lead end-to-end enterprise sales cycles, from executive discovery through close and expansion • Develop and execute multi-year territory and account strategies grounded in data, customer insight, and competitive intelligence • Lead complex negotiations by clearly articulating business value, ROI, and risk reduction, not just product capability • Engage CIOs, CISOs, VPs of IT, and other senior stakeholders in outcome-driven conversations • Identify and align to the economic buyer, technical buyer, and power base within each account • Position Veeam as a strategic partner in cyber resilience, operational continuity, and data protection modernization • Build and maintain accurate, inspection-ready forecasts and pipeline coverage • Create and manage relationship maps and account plans that reflect both current access and aspirational targets • Identify whitespace, expansion paths, and competitive displacement opportunities • Coordinate effectively with Systems Engineering, Channel Partners, Marketing, SDRs, Deal Desk, Legal, and Customer Success • Lead pursuit teams with clarity, urgency, and accountability • Serve as the customer’s advocate inside Veeam while representing Veeam’s standards and strategy externally

• Collaborate closely with Regional Sales Director to prioritise strategic pursuits and build on business development activity to grow Guidewire partnerships. • Help execute a growth strategy aligned with Alchemy’s FY26 sales and revenue objectives. • Build and maintain a strong pipeline of qualified opportunities within target markets. • Identify, pursue, and close new client opportunities across insurers, MGAs, and brokers. • Manage the full sales lifecycle from opportunity identification through proposal, negotiation, and close. • Develop and nurture executive relationships with Guidewire, key alliance partners, and technology ecosystems. • Collaborate with Alchemy’s delivery and client teams to position the right capabilities and ensure successful project outcomes. • Represent Alchemy at industry events, conferences, and Guidewire user groups. • Provide strategic commercial input into proposals while Pre-Sales leads the development process. • Work in close alignment with Pre-Sales on opportunity qualification and solution positioning. • Ensure ongoing client satisfaction and identify opportunities for account expansion and cross-sell. • Support the ongoing refinement of Alchemy’s Guidewire proposition and go-to-market materials. • Partner with marketing to shape campaigns, case studies, and thought leadership aligned to regional market trends. • Contribute to internal enablement by sharing market intelligence, competitor insights, and Guidewire roadmap updates.

• Conduct a high volume of calls and online product demos. • Develop a deep understanding of our SaaS product, its features, benefits, and target market to effectively communicate its value to potential clients. • Maintain meticulous records of sales activities, customer interactions, and pipeline progress using our CRM system to ensure accurate forecasting and reporting. • Employ a consultative sales approach to understand prospects' needs and tailor presentations accordingly. • Diligently follow up post-demo, navigate objections, build trust, and close deals to drive revenue growth.

Role Description Responsible for selling products and/or services within an assigned geographic area, and/or to a list of customer accounts to achieve sales target. Pursues sales leads, visits existing and new customers, assesses customer needs and suggests appropriate products and services, negotiates price and delivery times within limits of authority, and concludes sales orders and transactions to meet revenue target. Duties involve direct one to one communication with customers/clients. May generate and develop new channel partners. Responsible for maintaining effective agreements. Spends majority of the time at customer sites. Responsibilities and Duties - Work closely with new Account Executives to offer guidance and leadership in a mentor relationship. - Handle special projects as assigned by VP, using discretion and independent judgment to deliver sophisticated solutions to complex problems. - Identify, evaluate, and develop business opportunities through individual research, professional associations, industry groups, and general business resources. - Develop, drive and monitor business relationships with key individuals at sales targets by assigned targeted accounts, to become the face of Net Health with each targeted company. - Develop and manage relationships with prospective customers on an ongoing basis to yield a sales pipeline of accounts for high volume and high velocity sales. - Build confidence and rapport with key individuals at assigned targeted accounts that yield a compelling and strong desire to have a business relationship with our company. - Learn the business operations and needs of assigned targeted accounts to identify and build solutions our company can offer and develop plans for presenting those solutions to the targeted accounts. - Work closely with both technical and businesspeople at our targeted accounts to develop solutions to their needs, coordinating with our Net Health functional teams on the substantive solutions and strategies for presenting and implementing the solutions. - Work closely with our functional team representatives to meet new implementations and deadlines and develop a highly satisfied client experience that can lead to expanded business opportunities. - Develop and maintain both technical and business knowledge base and understanding to be the industry expert on Net Health solutions and the market industry, and constantly look for opportunities to add Net Health value for customers when having customer engagements. - Negotiate favorable terms and conditions for contracts with customers and prospective customers and close agreements to drive new and beneficial business growth. - Study the business operations and people at existing and prospective customers to identify needs that we can meet—in short, learn and use effectively the Solution Selling Sales Process. - Serve as a subject matter expert on your software solution but develop a good understanding of all our solutions to support a ONE Net Health approach. - Develop and maintain sales territory plans that include strategies on driving high volume sales with high win rate and short sales cycles. - Track all activity in the CRM according to department guidelines. - Effectively build and present a business case and Return on Investment to managers, directors or Business Owners. - Complete and update Sales Territory Plans and marketing lead generation activities. Qualifications - Minimum Education: Bachelor’s degree - Minimum 4-7 years relevant experience; may have degree or equivalent Requirements - Salesforce or equivalent CRM experience Benefits - Work From Anywhere - Unlimited PTO - Comprehensive Benefits Package - Employee Resource Groups - Casual Dress Code - Prioritized Employee Wellness - Diversity and Inclusion - A Voice - New Hire Support - Career Development - Educational Assistance - Employee Referral Bonus - Progressive Parental Leave Salary Range $80,000 - $100,000 USD + up to $100,000 OTI Company Description Net Health is a high-growth and profitable company that helps caregivers harness data for human health. We honor and respect the needs of our Net Health family and staff, offering a work-from-anywhere environment and unlimited PTO. Our welcoming and collaborative culture, paired with progressive benefits, makes Net Health the ultimate career home.