• Strategic Leadership: Build and nurture relationships with C-suite and senior client stakeholders to uncover and address their most critical business challenges, demonstrating the value of FICO’s solutions at every turn. • Solution Innovation: Collaborate with internal teams across sales, product, delivery, and marketing to design tailored, enterprise-grade solutions that align with client needs and long-term strategies. • Complex Deal Structuring: Lead high-stakes negotiations for multi-million-dollar contracts, ensuring mutually beneficial outcomes that protect and expand FICO’s footprint within the account. • Client Advocacy: Serve as the voice of the client within FICO, influencing product roadmaps and solution strategies to address evolving market demands. • Business Growth: Develop and execute comprehensive business plans that drive account expansion and long-term profitability, while achieving quarterly and annual sales targets with significant upside potential. • Market Leadership: Represent FICO as a trusted advisor, staying ahead of industry trends and positioning the company as the go-to partner for advanced analytics and decisioning solutions.

• Grow KSS portfolio assortment and revenue within defined territory • Travel to dispensaries to present product portfolio to managers and buyers • Assess customer needs, answer questions, and assist with ordering process • Generate and develop pipeline, follow up as necessary • Process necessary paperwork to establish accounts • Provide sales reports to management • Meet individual goals and collaborate with other territory managers and regional sales manager to successfully meet team goals • Manage revenue and distribution targets and reporting for respective territory and identify opportunity and gaps of growth with current portfolio • Extensive travel and driving are essential duties and function of this position

• Define and execute SI/GSI partner strategy, recruiting top-tier GSI partners and high-performing regional partners. • Drive partner-sourced pipeline and net new logo acquisition through strategic relationships, identifying high-value opportunities within partner client bases and CX transformation projects • Serve as executive sponsor for strategic partner relationships, developing joint business plans with revenue targets and success metrics • Design comprehensive partner sales enablement programs including competitive positioning, value selling techniques, and deal support • Integrate Ada into partner CX transformation practices and digital transformation roadmaps through joint solution offerings and go-to-market plays • Collaborate with Ada's sales, professional services, cloud partnerships, technology partnerships, and reseller teams to create cohesive strategies and maximize partner impact • Partner with Ada's PS organization on joint pursuits, defining clear engagement models and rules of engagement between Ada PS and SI partners • Build business case models, ROI frameworks, and sales materials that partners leverage in customer engagements • Track partner performance metrics including pipeline contribution, revenue attainment, and forecast partner-driven business impact

• Work directly with Providers post-sale to ensure successful completion of all onboarding, activation, and practice growth activities, such as: • Monitor and facilitate successful provider training • Coordinate with Credentialing Task Force regarding provider credentialing • Establish Provider profile (flag any missing components to the provider) • Enable the provider and ensure they are able to accept new client matches • Coach provider to their first session and beyond • Support clinicians to help drive incremental revenue • Motivate clinicians to add in their own clients • Maintain less than 10% Provider Churn in Onboarding • Support daily provider activities to clear roadblocks and ensure successful session growth per provider, ultimately leading to a speedy completion of Onboarding and long-term growth • Coordinate cross-functionally with our Account Executive team (Provider Recruitment), Credentialing Task Force, and Customer Support to ensure an optimal provider journey is experienced