Role Description We are looking for a Partner Engagement Manager to own the success and outcomes of Midstream’s health system customers. This role is responsible for ensuring customers realize value quickly and consistently. You will serve as the primary point of contact from day one—understanding customer goals, guiding adoption, and ensuring Midstream delivers measurable impact on financial and operational performance. This is a high-ownership customer centric role. You will work closely with customers to turn initial adoption into long-term partnership—ensuring they see continuous value, expand their use of the platform over time, and become strong advocates for Midstream. What you'll be doing - Own customer outcomes: Partner with customers to define success, track progress, and ensure Midstream delivers clear, measurable value. - Drive adoption and engagement: Guide onboarding, usage, and ongoing engagement to ensure the product becomes embedded in customer workflows. - Proactively manage account health: Monitor signals, identify risks early, and resolve issues before they impact retention or satisfaction. - Build deep, trusted relationships: Develop strong relationships across stakeholders—from operators to executives—becoming a trusted partner over time. - Turn customers into advocates: Create positive customer experiences that lead to references, case studies, and executive sponsorship. - Support expansion through value: Identify opportunities to deepen engagement as customers realize success, partnering with the commercial team where needed. Qualifications - 5+ years of experience working closely with customers in SaaS, healthcare, or enterprise environments. Requirements - Outcome-oriented: Focus on delivering measurable value and ensuring customers achieve their goals—not just managing relationships. - A strong relationship builder: Build trust across all levels of an organization, including executive stakeholders. - Proactive and solution-oriented: Anticipate challenges, ask the right questions, and bring solutions before issues escalate. - Commercially aware (but not sales-first): Understand how value leads to expansion and can spot opportunities without forcing them. - A high-ownership operator: Take responsibility for customer success, move quickly, and thrive in a fast-paced startup environment.

Role Description The Channel Account Manager manages ESET MSP/MSSP Partner relationships and is responsible for accelerating partner business while driving incremental revenue to ESET business. - Responsible for understanding, managing, and developing complex partners and difficult-to-close sales, building trusted relationships with partner reps, owners, and stakeholders; includes creative problem-solving and conflict resolution. - Ensure partners are aware of ESET’s latest portfolio with consistent check-ins and partner feedback including training and manage MSPs/MSSPs to sell ESET’s product portfolio within the assigned territory; facilitate access to applicable resources and tools. - Achieve monthly and annual revenue and KPIs targets. - Creating and executing Business Plans with strategic Partners including metrics and goals, marketing plans collaborating with partner marketing and product roadmaps with sales engineers. - Update and track pipeline activities for partners in ESET CRM. - Serves as a liaison to partners with regards to any sales-related issues; spearheads, coordinates, and facilitates appropriate resources for best solutions. - Conduct joint onsite end-user sales calls with partner to ensure timely closure of business. - Attend MSP/MSSP Industry, lead-generating partner-driven or ESET Corporate marketing events as needed/requested. - Other duties as assigned by management. This is a remote position open to candidates located in CA, NV, UT, CO, NM, TX or AZ. Qualifications - Degree or equivalent is desirable, preferably in IT or cyber related subject. - Be available for 20-30% travel. - Proficient in Salesforce CRM. - 5+ years B2B Sales experience. - 5-7 years of MSP and/or MSP channel management experience. - Must have experience in SaaS: Cybersecurity background preferred. - Must have intermediate technical knowledge in Cybersecurity and be technically savvy. - Advanced understanding of business development, with the ability to implement go-to-market strategies with third parties. - Ability to proactively generate leads, nurture and develop opportunities and deals, work under a quota, and effectively maintain/expand business relationships through email, phone, and face-to-face contact. - Advanced indirect revenue and lead generation knowledge, including knowledge of all facets of the sales process and experience forming successful relationships. - Ability to make appropriate decisions balancing and weighing the relative costs and benefits of potential actions to the company, the partner, and the customer. - Extensive Channel Management, Training, and Channel Development Experience. - Proficiency in Microsoft Office products (Word, Excel, PowerPoint). - English – B2 level. - Good self-management, time management and organizational skills. - Must have a deep sense of urgency. - Can approach all situations with polite candor. - Can do attitude with ability to think creatively. Benefits - Cigna Medical Plan - Cigna Dental Plan - EyeMed Vision Plan - Reliance Standard Life Insurance - Reliance Standard Long Term Disability Plan - HealthJoy Employee Assistance Program - Cigna Supplemental Insurance - Lifestyle Spending Account - Bi-Weekly Mediation Series - On-site Gym and shower facilities - Volunteer Day off - Paid Time off - Tuition Reimbursement - Birthing Parent Match - Pet Insurance - Recreational Zone - Coffee & Snacks - Parking Benefit - Benefit Hub - Discounts on travel, cars, electronics, etc. - 401(k) retirement savings - ESET's Charitable Contributions Program - Referral Program Primary Location San Diego Additional Locations Time type: Full time

Role Description Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of Structural Heart disease. We aim to lead the markets we serve by requiring the solutions we offer customers provide an improved benefit/risk profile as compared to existing standards of care; a performance threshold that by definition, guides and ensures the productive output of our engineering, business development, and clinical research efforts result in outcomes that advance the standard of care. The Territory Manager is a field-based position supporting our MitraClip division, and is responsible for ensuring that the assigned territory meets or exceeds sales objectives. The Territory Manager will work with their Regional Director to identify and evaluate market opportunities and sales potential and to establish and achieve annual sales objectives in assigned territory. They will coordinate activities with clinical consultants and negotiate contracts with external customers. This role keeps the company informed of market dynamics and competitive activity. What You’ll Work On - Sells products by scheduling sales calls to meet with current and potential customers to fulfill revenue and unit growth objectives assigned by company on a monthly/quarterly/annual basis. - Develops and implements sales strategies by determining the relevant factors (e.g., product, competition and pricing needs) of existing and potential accounts to effectively promote the company's products to appropriate hospital personnel and physicians. - Develops action plans (i.e., weekly, quarterly, monthly) by analyzing quarterly and monthly sales figures and reports identifying the needs of particular accounts and discussing issues with regional manager to help the organization achieve its sales goals. - Identifies key accounts, health care professionals, and business issues that have greatest effect on use of company products by meeting with existing and potential customers to identify their clinical needs, goals and constraints related to patient care. - Observes actual procedures in the labs and operating rooms of hospital accounts to gain insight into the characteristics and specific needs of each physician and each member of the lab staff. - Establishes pricing packages by working with relevant Abbott Vascular personnel to establish price points that address specific customer's needs while satisfying company guidelines and policies. - Develops relationships with hospital personnel (e.g. through casual conversation, meetings, participation in conferences) to make new contacts in other departments within hospital and to identify key purchasing decision makers in order to facilitate future sales. - Strengthens customer relationships by performing sales support activities (e.g. internal and external customer training, VIP trips, orientations, launches, and updates). - Builds networks of contacts on behalf of company to stimulate interest in company's products by attending and participating in trade shows, educational conferences, and seminars. - Educates external customers on the merits and proper clinical usage of company products by giving presentations and demonstrations using a wide variety of formats and platforms (e.g., slides, transparencies, manuals) to secure purchasing commitments. - Maintains clinical and technical expertise by attending company product training sessions. - Assesses trends in managed care, competitors' strategies, and new product development by monitoring internal (e.g. sales growth, product mix, and pricing trends) and external indicators (e.g. competitors’ activities, technologies, websites, journals, and newsletters). - Prepares and submits reports to sales management by analyzing and compiling data, projections, and other relevant information. Qualifications - BS/BA or equivalent experience. - 3-5+ years of related work experience. - Verification that you will satisfy all vendor credentialing requirements, which may include vaccination for COVID-19. If you require a medical or religious accommodation from these requirements or if you would like to understand more about these requirements, please advise HR so that we can provide additional information and if needed, we can explore any needed accommodation(s). Preferred Qualifications - Degree in Life Sciences or Marketing preferred. - Medical industry sales preferred. - Strong sales and clinical orientation, experience with products for use in interventional cardiology and cardiac surgery, familiarity with echo cardiology and other indirect imaging, also strongly preferred. Benefits - Career development with an international company where you can grow the career you dream of. - Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year. - An excellent retirement savings plan with a high employer contribution. - Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree. - A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune. - A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.

• Join the Strategic Customer team focused on retaining, growing, and deepening Handshake’s partnerships with Fortune 500 and Fortune 100 employers • Inherit and own a book of Handshake’s most strategic customer relationships • Lead overall commercial partnership post-sale alongside the Client Success Manager • Responsible for executive alignment, renewal strategy, contract negotiations, account planning, and identifying whitespace opportunities • Ensure customers realize value from their partnership while uncovering opportunities to expand Handshake’s footprint and impact • Operate with high autonomy and engage customers in person to strengthen relationships