• Act as the first and main point of contact for Distributors with regards to executive communication, day-to-day business operations as well as business and technology development within respective business lines • Build and sustain relationship with key decision makers and operational contacts on Distributors under responsibility • Drive and ensure evangelism and knowledge management on Distributor’s end through rolling out tailored onboarding, training, and enablement programs • Partner with Distributors on building a Go-to-Market strategy for on-premise and cloud-based solutions and drive engagement through effective annual and quarterly business planning and execution • Facilitate and drive weekly, monthly and quarterly sales management calls and business reviews with each Distributor category/sales manager following sales process guidance provided • Secure and expand Acronis share of wallet through adding new logos and leveraging Distributor's reach in service provider and reseller space • Work effectively across segments (Consumer, Corp, OEM) and lines of business to maximize partner revenue potential • Build and orchestrate a virtual cross-functional Account Team to deliver a best-in-class partner experience consisting of Sales Recruiter, Partner Success Manager, Regional Marketing Manager, Solution Engineer, Renewals Account Manager, and Technical Account Manager (if applicable) • Onboard and enable Distributors with Acronis sales and marketing tools and programs • Align with Distributors for joint activities for new channel recruitment and enablement • Ensure marketing execution planning and effective management of marketing budgets • Create, implement, execute and oversee promotional and incentive campaigns through/with Distributor • Effectively manage performance of individual sellers of Acronis on the Distributor’s sales team • Evaluate sales performance and proactively address areas of deficiency through performance improvement plans • Address partner-related issues, sales conflicts and pricing issues in a timely manner • Manage and oversee Distributor sales pipeline and forecast • Work with sales team to advance opportunities to closure, including Presales and support • Deliver monthly, quarterly and annual Distributor forecast/pipeline and business activity to the Acronis sales management team • Enter account/opportunity details in Salesforce and provide timely and regular updates including revenue, status, decision makers and next steps • Grow incremental revenue/sales through the management of sales initiatives with Distributor • Make a territory analysis and planning with Distributor(s) for dedicated geographies to identify top potential partners • Stay current with latest developments in marketplace and competitor activities • Enable data-driven decisions through return of investment oversight and analysis • Drive and ensure compliance with Acronis programs, policies, processes, tools, and standard operating procedures • Key KPIs for the position: incremental revenue, churn rate (% of partners leaving the program), service provider and reseller reach, Distributors’ enablement status, and Acronis services attach rate.

Title: Mid Market Account Manager Location: Canada Full-time Remote Job Description: Vidyard empowers every sales rep to perform like a top performer by bringing the power of personalized video outreach at scale. Through scalable solutions like AI Avatars and Video Messages, Vidyard enables reps to break through the noise, engage high-intent prospects, and accelerate deal velocity—all while helping sales teams gain more face-time with prospects and customers in a remote selling world. Join Vidyard and help us create the future of productive relationships between buyers and sellers! About the Role Vidyard is looking for a Mid Market Account Manager to join our Account Manager Team within our Sales department. Reporting to the Senior Manager, Account Management, you’ll own a portfolio of our top tier Mid Market accounts and be responsible for retention and revenue growth. This is a retention and growth role where you will run end-to-end renewals and growth plays for Vidyard’s Mid Market customers within your book - particularly where there is strong partnership, executive alignment, and a clear path to growth. You’ll collaborate closely with Customer Success partners to ensure a seamless customer experience across adoption, planning, and commercial execution. You’ll act as a trusted advisor to senior stakeholders, build multi-threaded relationships, and bring structured account plans that tie Vidyard’s platform to measurable business value. This role requires strong forecasting discipline, crisp executive communication, and comfort navigating ambiguity while keeping momentum high across multiple accounts. This is a remote role open to candidates in Canada. About the Team You’ll be part of Vidyard’s post-sales customer team, where Account Managers and Customer Success Managers partner closely to drive retention and growth across our customers. You’ll collaborate cross-functionally to align on account plans, deliver a consistent customer experience, and execute cleanly against shared goals. What You’ll Work On: - Own a book of Mid Market accounts, responsible for maintaining strong retention performance while driving expansion and cross-sell outcomes. - Build and run structured account plans that connect customer goals, value realization, and product usage to a clear expansion strategy (with strong executive alignment). - Lead end-to-end renewal execution for your largest accounts in the Growth motion, from discovery and requirements through negotiation and agreement close—keeping process tight and customer-centric. - Create a pipeline from within your book through consistent prospecting, stakeholder mapping, and expansion plays across teams, regions, and business units. - Partner with your CSM and cross-functional teammates to keep accounts moving - aligning on shared priorities, removing friction, and driving consistent execution across Post-Sales. - Forecast accurately and communicate clearly, with strong deal hygiene and a data-informed view of pipeline, renewals, and expansion. What You’ll Bring to this Role and Your New Team: - 5+ years in SaaS Account Management/Customer Success/Sales, with clear outcomes in expansion + cross-sell. - Proven in Mid Market, multi-stakeholder environments (exec alignment, procurement, complex orgs). - Strong at value-based discovery and translating business goals into crisp plans and commercial paths. - Comfortable owning end-to-end commercial cycles inside an existing book (expansion and growth-oriented renewals). - Highly organized: forecasting discipline, clean pipeline hygiene, and consistent follow-through. - A collaborative partner who builds trust quickly across post-sales and cross-functional teams. - Thrive in ambiguity: you prioritize well, create clarity, and keep momentum high. Our Tech Stack - Vidyard - G Suite - Salesforce - Pocus - Intercom - Clay - Gong - Looker - Metbase - Statisfy - Zendesk - EverAfter Our Commitment to Fair & Transparent Hiring We believe the hiring process should be clear, respectful, and equitable for every candidate. The salary range for this role is: $150k - $166k - $184k CAD OTE (50/50 split) in Canada. The salary range is designed to capture the full journey from developing skills to excelling in the role. Most new hires join close to the midpoint, which aligns with being fully capable in the position. - Compensation: At Vidyard, we’re committed to fair and transparent pay that reflects both where you are today and where you can grow. Our compensation is guided by market data and structured salary bands that consider skills, experience, performance, and internal equity to ensure fairness and competitiveness across all roles. - AI in Hiring: AI-enabled tools are used to assist in reviewing applications and documenting evaluations. These tools help us work smarter, but all final hiring decisions are made by people who take the time to consider your unique strengths and experience. This is the same reason why we ask that you refrain from using AI Interview assistants during your interview process. - Accessibility for All: We’re committed to creating an accessible recruitment process. If you require accommodation at any stage, reach out to our recruitment team at recruitment@vidyard.com. Will You Thrive at Vidyard? At Vidyard, success comes from individuals who align with our core values, embrace challenges, and contribute to our high-performing, customer-obsessed culture. You’ll thrive here if you: - Put Customers First: You’re passionate about solving problems, delivering exceptional value, and ensuring our customers succeed with our products. - Embrace Innovation: You think creatively, challenge the status quo, and continuously explore new ways to improve and grow—both personally and professionally—including how you leverage AI and emerging technologies in your work. - Value Collaboration: You work effectively across teams, listen actively, and contribute to a supportive and inclusive environment (see our statement of dedication to DEIB here). - Act with Urgency: You’re motivated, proactive, and thrive in a fast-paced, dynamic environment where priorities can shift quickly and change is expected. - Take Ownership: You own your work, take responsibility for outcomes, and are proud of delivering results that drive impact. - Strive for Excellence: You maintain high standards, are goal-oriented, and continuously push yourself and your teammates to do their best. - Use AI Thoughtfully: You’re curious and proactive about adopting AI tools to work smarter, increase impact, and scale results—while understanding the importance of human judgment, ethics, and continuous learning. Why You’ll Love Working at Vidyard At Vidyard, we’re passionate about creating an environment where you can succeed—both personally and professionally. Here’s what you can look forward to: - Work-life Integration: At Vidyard, we set the bar high, expecting excellence and dedication from every team member. In return, we empower you to integrate work and life seamlessly. Enjoy remote-first flexibility, unlimited vacation, and the option to work abroad for up to 90 days each year. - Competitive Benefits: Start day one with comprehensive, flexible benefits tailored to support you (RRSP match and stock options included following completion of your probationary period). - Wellness & Mental Health: Flexible spending accounts and $1,500 annually for mental health support through Inkblot. - Parental Leave Top-Up: Support when it matters most, with enhanced parental leave benefits. - Growth & Development: $1,500 annual allowance, mentorship, and regular review cycles to support your professional development. - Purpose & Impact: Paid volunteer hours and Employee Resource Groups to champion inclusion and community. - Your Workspace, Your Choice: Remote-first with the option to collaborate in our office space in Kitchener, Ontario. Come join a team where your best life meets your best work!

• Building strong partner relationships, serving as a trusted advisor to facilitate the growth of the partnership with Corporate and Enterprise partners, and as an important point of contact for partners’ day-to-day needs. • Using strategic thinking and relationship management to drive growth from existing partners and discover upsell opportunities. • Managing renewals of annual agreements. • Performing quarterly business reviews both onsite and remotely. • Delivering satisfied partner relationships that result in references, case studies, and renewals. • Conducting regularly scheduled partner check-in calls to determine how to maximize client satisfaction. • Lead generation process. • Lead the qualification process with the partner. • Sales strategy discussion. • Meeting confirmation and participation with a client. • Tight collaboration with the sales team for the fastest progress. • Deep search in social media and identify/contact potential partners for new business opportunities. • Acquire new target partners and supervise the onboarding provision.

• Holistically support and manage territory accounts by creating relationships with physicians, allied healthcare professionals, and business stakeholders • Maintain a uniquely deep and nuanced understanding of territory, including Opinion Leaders and other influencers • Analyze business performance and create and execute a comprehensive territory plan • Demonstrate clinical/disease/product expertise and deliver strategic customer education • Work closely with multiple Cogent internal stakeholders inside and outside the commercial organization • Implement processes for appropriate patient identification and treatment management • Utilize internal relationships and develop external relationships with account stakeholders • Have a passion for our products through the entire sales cycle while always building our brand • Leverage your passion for Oncology/Rare disease state awareness