• Establishes C-level partnerships at assigned accounts • Articulates a connection between the customer's core KPIs • Builds and executes a plan to drive growth and profitability across HPE's portfolio. • Drives growth in HPE's strategic value portfolio through positioning these solutions with the customer. • Leverages HPE programs and tools (e.g. Executive Sponsors) • Engages with the customer to identify opportunities. • Translates customers' business challenges and goals into IT opportunities. • Ensures a strong and rightsized pipeline funnel from the account team. • Leads pipeline building activities for the account • Targets growth for HPE across all Business Units • Develops and maintains a professional relationship network within the customer to maximize efficiency and effectiveness for HPE. • Understands and leverages the underlying principles for the customer organization's functioning. • Defines an engagement model with the customer's key influencers and decision makers. • Develops and maintains an overview of the partner's landscape in the account. • Develops partner relationships. • Works with the HPE Partner Business Manager to assess and update the partner strategy for the account. • Develops and updates expertise in IT technology. • Articulates relevant modern trends in IT. • Describes HPE's portfolio and references its use in other customers. • Builds relationships and runs a regular account governance with the extended account team. • Provides feedback to the account team members and relevant managers. • Utilizes HPE tools and processes for customer advocacy. • Leverages the existing tools • Builds and executes basic account business plans for defined accounts. • Manages the collective effort to build and maintain both strategic and tactical elements of the plan. • Shares and aligns the plan with relevant stakeholders of the account.

• Supportare la gestione e il mantenimento di relazioni con distributori e partner strategici • Collaborare all’individuazione di nuove opportunità commerciali sul territorio • Supportare la preparazione e l’implementazione dei piani commerciali • Monitorare i risultati e contribuire all’analisi dei dati di vendita • Utilizzare Salesforce e strumenti CRM per la gestione della pipeline e dei KPI • Collaborare con team interni ed esterni per fornire supporto ai clienti • Partecipare alle attività di cross-selling presso clienti esistenti • Ricevere affiancamento e formazione continua per sviluppare competenze tecniche e commerciali

• Cloud Ecosystem Management: Run point on our AWS, Azure, and GCP relationships. You will manage account mapping sessions, navigate co-sell portals, and ensure Tonic is the "go-to" recommendation for cloud reps selling into AI and data privacy use cases. • Channel Execution: Manage and grow our relationships with Systems Integrators (SIs), VARs, and resellers. You will be responsible for partner enablement, ensuring they have the tools and knowledge to source and influence deals. • Joint Value Propositions: Work with the CFO & VP of BizDev to identify strategic ISVs. You will help draft and iterate on the "better together" stories that show how Tonic integrates with the broader AI/ML stack. • GTM Coordination: Act as the liaison between partner reps and Tonic’s internal Sales and Marketing teams to ensure leads are followed up on and co-marketing activities (webinars, events, etc.) are executed flawlessly. • Operational Tracking: Use Salesforce and partner portals to track pipeline, attribute partner influence, and report on the health of each partnership to the executive team.

• Support Charlie Health’s Partnerships team by ensuring top notch patient experience and referral source experience for our go-to-market channels. • Play a critical role in supporting patients’ journey into care with Charlie Health, while maintaining the accuracy and efficiency of our internal systems. • Educate key stakeholders about our offerings, addressing access barriers, and designing programs tailored to the unique mental health needs of employee populations. • Drive significant access for patients and referral sources alike. • Maintain data quality and provide top-tier patient and referral source customer service. • Collaborate with stakeholders from various departments to understand patient, referral source, and data requirements.