• Own and manage the IBM OEM partnership across APAC • Work closely with IBM’s APAC sales organization and Cockroach Labs’ sales teams to generate, progress, and close partner-sourced and partner-attributed pipeline, directly driving regional revenue through joint selling motions. • Manage account-specific programs, track account progress, and drive measurable outcomes across priority IBM accounts • Support opportunities from deal origin through close, partnering with sales on strategy, execution, and negotiations • Drive regional partner enablement, including sales training, field readiness, and messaging alignment • Forecast partner-driven deals internally and maintain accurate, up-to-date pipeline visibility • Lead regular pipeline, deal, and business reviews with IBM and internal stakeholders • Maintain clear ownership of pipeline management and forecasting, ensuring accurate visibility, disciplined deal tracking, and consistent internal and external reporting. • Serve as the primary point of contact for relationship management, communications, and executive alignment with IBM across APAC, including escalation management when needed • Collaborate cross-functionally with Sales, Sales Leadership, Product, and Partner Marketing teams • Travel across the APAC region to support partner engagement, customer meetings, and regional events • Drive net-new and expansion revenue by working closely with IBM and Cockroach Labs sales teams to identify new customers, expand footprint within existing accounts, and increase regional market penetration • Proactively own and deepen the IBM OEM partnership across APAC, identifying and prioritizing regional revenue opportunities while strengthening long-term, mutually beneficial collaboration

Role Description Due to growth, we are adding a Director, Pharmacy Manufacturer Relations & Contracting to our team. Reporting to the VP, Supply Chain, the Director, Manufacturer Relations & Contracting is responsible for leading manufacturer-facing contracting strategies that maximize economic value for the organization and its clients demonstrated through budget impact analysis and value-based measurement. This role oversees pharmacy rebate and discount negotiations, formulary aligned contracting, and value driven pharmaceutical partnerships. The Director ensures competitive rebate structures, maintains strong manufacturer relationships, and drives analytical, rebate forecast and financial cost modeling needed to support manufacturer relationship and contracting decisions. This position directly leads teams responsible for rebate contracting, analytics, and pharma engagement, reflecting a strong blend of strategic negotiation, contracting acumen, financial modeling, and cross functional collaboration. This is also inclusive of discount reselling that could evolve through GPO partnerships. The growth on Indication Based, Value-Based and Medical pharmacy contracts will be of increasing importance. How do I make an impact on my team? - Lead end-to-end negotiations with pharmaceutical manufacturers for rebates, discounts, value-based agreements, and indication-based contracts to proactively seek and capitalize on opportunities to profitably expand the scope of high net rebates and discounts. - Develop and implement contracting strategies that enhance competitiveness and deliver savings across therapeutic classes. - Partner with Legal to develop, refine, and manage contracting templates, SLAs, compliance requirements, audit protocols, and agreement renewals. - Oversee reporting and intelligence to leadership rebate forecasting, cost modeling, discount optimization, and budget impact analyses. - Ensure accuracy and integrity of rebate projections that guide client pricing, GPO reselling models, and organizational financial planning. - Evaluate and recommend contracting opportunities—including value-based and outcomes-based arrangements—to maximize rebate yield. - Facilitate and champion KPIs associated with performance, opportunity conversion, and budget objectives. - Promote innovation within legal and regulatory frameworks to accelerate growth and brand impression. - Ensure the appropriate Pharma sources and internal and external people/resources are in place to meet current and future needs. - Serve as the primary point of contact for escalation, strategic alignment, and performance discussions. - Anticipate market changes and proactively engage manufacturers on pipeline strategy, competitive positioning, and industry trends. - Develop and successfully implement strategies and action plans for establishing and enhancing a competitive Pharma contract structure, ensuring that appropriate agreements, analytical processes, and audit programs are in place for Pharma contract compliance. - Work closely with operational and sales teams to ensure that Pharma contracts with respect to rebates and discounts are fully understood, and proactively lead the resolution of rebate issues. Support financial modeling and presentations. - Willingness to travel up to 30% of the time to support business needs. - Other duties as assigned. Qualifications - Bachelor’s degree in Pharmacy, Business, or related field, or equivalent work experience, required. MBA or applicable degree preferred. - 10+ years PBM/Healthcare/Pharma plan experience required. - Pharma contracting and rebate or discount management strongly preferred. - 5+ years experience in rebate and discount negotiations, including high-complexity or multi-class strategies required. - 5+ years of leadership experience with proven ability to lead and develop high-performing teams and managing cross-functional initiatives required. - Strong financial acumen including cost modeling, forecasting, and interpreting pricing constructs. - Participate in, adhere to, and support compliance program objectives. - The ability to consistently interact cooperatively and respectfully with other employees. Benefits - Top of the industry benefits for Health, Dental, and Vision insurance. - 20 days paid time off. - 4 weeks paid parental leave. - 9 paid holidays. - 401K company match of up to 5% - No vesting requirement. - Adoption Assistance Program. - Flexible Spending Account. - Educational Assistance Plan and Professional Membership assistance. - Referral Bonus Program – up to $750!

• Own the complete acquisition cycle for all new clients across services. • Maintain and optimize inbound, referral, and partner-based lead funnels to ensure a consistent flow of qualified leads. • Execute a structured, high-conversion closing process including qualification, proposal development, negotiation, and contract execution. • Re-design pricing and packaging to increase average deal size, margin quality, and overall revenue output. • Track, manage, and report on pipeline health, win/loss rates, and revenue forecasting. • Build and maintain CRM automation, dashboards, and forecasting models. • Enforce CRM data accuracy and lead tagging to ensure complete visibility into acquisition performance. • Provide weekly reporting and KPI updates directly to the CEO. • Maintain strict time tracking according to internal standards (minimum 126 tracked hours monthly). • Hire and manage initial revenue team members (SDR + Sales/CRM Coordinator) within the first 3 months with CEO approval. • Train, mentor, and lead the sales function to hit ambitious performance targets. • Establish a culture of accountability, transparency, and speed. • Work with the CFO on pricing strategy, financial modeling, and forecasting. • Collaborate with the Head of Service to ensure a smooth and structured onboarding for new clients. • Partner with Marketing on inbound funnel growth, content-driven acquisition, and SEO-led demand generation. • Align with the CEO on strategic partnerships and high-value opportunities.

• Own the complete acquisition cycle for all new clients across services. • Maintain and optimize inbound, referral, and partner-based lead funnels to ensure a consistent flow of qualified leads. • Execute a structured, high-conversion closing process including qualification, proposal development, negotiation, and contract execution. • Re-design pricing and packaging to increase average deal size, margin quality, and overall revenue output. • Track, manage, and report on pipeline health, win/loss rates, and revenue forecasting. • Build and maintain CRM automation, dashboards, and forecasting models. • Enforce CRM data accuracy and lead tagging to ensure complete visibility into acquisition performance. • Provide weekly reporting and KPI updates directly to the CEO. • Maintain strict time tracking according to internal standards (minimum 126 tracked hours monthly). • Hire and manage initial revenue team members (SDR + Sales/CRM Coordinator) within the first 3 months with CEO approval. • Train, mentor, and lead the sales function to hit ambitious performance targets. • Establish a culture of accountability, transparency, and speed. • Work with the CFO on pricing strategy, financial modeling, and forecasting. • Collaborate with the Head of Service to ensure a smooth and structured onboarding for new clients. • Partner with Marketing on inbound funnel growth, content-driven acquisition, and SEO-led demand generation. • Align with the CEO on strategic partnerships and high-value opportunities.