• Play an integral role in driving the strategic partnerships strategy by identifying new opportunities for partnerships across Dropbox’s current and future product lines. • Focus on AI/ML partnerships, both inbound (bolstering Dropbox’s products with AI) and outbound (integrating Dropbox in to other AI driven platforms) • Work cross-functionally with Product and Engineering leaders to define priorities and roadmaps and execute on the strategy for initiatives with strategic partners. Work will include product alignment, business case, negotiations, integration development, GTM plans, and account management. • Build joint business plans with our partners for initiatives, including end-to-end GTM plans as well as a robust set of KPIs, success metrics, joint accountability and governance. • Manage technical and business negotiations, and partner with our legal team to develop and negotiate custom partnership agreements and repeatable templates to scale to broader ecosystem partnerships. • Work cross-functionally and collaborate with all levels of management internally and externally to build and maintain mutually beneficial partnerships. • Manage executive-level contacts with key partners, including executive relationship mapping, QBRs, and C-level stakeholder management.

• As a Verathon Sales Representative you will strategically manage the business in your territory to promote the Verathon GlideScope® product line. • You will execute sales strategies and techniques to realize sales opportunities identified in the Total Available Market (TAM) segmentation and analysis. • You will generate new business and maintain existing business by understanding the needs, building rapport, and influence customers by delivering presentations. • You will manage the relationships with key customer stakeholders like Clinical Nursing, C-suite Executives, Administration, and BioMed contacts. • You will generate a high volume of sales activity by in-person prospecting, product evaluations, proposal generation, customer presentations, and negotiations. • You will forecast your business potential in order to ensure your sales pipeline supports the achievement of monthly, quarterly, and annual goals. • You will learn new industry and market information that allows you to adapt to shifts in market demand and strategy.

• Own a book of business up to 150-200 accounts: Manage a dedicated book of mid-market accounts with a primary focus on GDR / NDR. You own the renewal and the strategy to drive upsells and cross-sells across our full suite (Training, Hotline, and Phishing). • Strategic multithreading: You’ll build relationships with your champion and their managers, who could include Chief People Officers, General Counsels, and VPs of HR, ensuring Ethena’s value is recognized by all levels of a business. • Lead compelling business reviews: Lead compelling reviews that move past usage metrics to customer stories, ways to uplevel their training program, and ROI. You’ll use adoption data to tell a story of risk mitigation and cultural health, opening doors for expanded partnerships. • Scale the mid-market playbook: You will design scalable frameworks for how we transition customers from single-product users to "full-suite" advocates. • Risk & opportunity detection: Spot churn risks and expansion signals early. You will work cross-functionally with Ethena’s leadership and Product teams to act fast on customer feedback and market trends.

• Foster a high performance team culture to meet and exceed goals across sourced revenue, enabled revenue, deal registrations, and Partner led services. • Cultivate strong and lasting relationships with key executives and decision-makers at the partners. • Advocate for our partners and work closely with the sales, sales engineering and marketing teams to solicit feedback and ensure that the partner needs are at the core of GTM strategy. • Recruit new partners through the team to kick start new sales territories and amplify the Tines message in market. • Be a hands on user of tools including SFDC and PRM software to understand partner performance and identify insights that will inform ongoing partner strategy. • Balance the mid - long term requirements to build partnerships with a lens on the short term requirements to grow revenue. • Partner with and manage stakeholder expectations both internally and externally. • Be the primary voice of the channel in the NAMER GTM organisation, and the primary voice of Tines with our partners.