• Own quota and territory plan for federal market (VA, DHA, DoD/DoW, IHS, HHS sub-agencies, or assigned mix). • Build and execute a capture strategy for each priority opportunity: stakeholder map, mission case, value engineering, partner ecosystem, and contract vehicle path. • Run consultative C-suite and program-office engagements with CIOs, CMIOs, clinical leaders, contracting officers, and SI partners. • Partner with eVisit’s federal solutions engineering, operations, legal, and proposal teams to respond to RFIs/RFPs and shape opportunities. • Work alongside Primes and other federal channel/SI partners to route deals through the right vehicles (GSA, SEWP, CIO-SP3/4, OTA, IDIQ). • Represent eVisit at federal health and digital-health events (HIMSS, AFCEA, DHITS, etc.) and provide product and pricing feedback to the federal go-to-market and product teams; shape eVisit’s federal roadmap from the field. • Track and manage key success metrics, including but not limited to: • Quota attainment and bookings against plan • New federal logos closed and pipeline conversion rate • Multi-year contract value (TCV) per deal • Pipeline coverage and forecast accuracy

• Develop a set of selected strategic partners; existing and net new. • Develop relationships at all levels across the partner to drive revenue growth and profitability. • Build and execute business plans that identify, develop and close incremental opportunities to deliver outstanding growth for the partner and Sophos. • Enable partners to take full advantage of Sophos comprehensive solution and services portfolio to improve their customer’s security protection and response. • Directly support partners qualify and close complex customer deals, engaging wider sales and sales engineer teams where required, gather insights to ensure accurate business forecasting. • Own and manage the frequent joint business review, and planning process between Partners’ and Sophos decision makers, incl. clearly defined KPI’s and SMART goals with agreed outcomes. • Collaborate to develop marketing plans with partners to drive incremental sales pipeline ensuring high return on investment from activities like lead gen campaigns and events. • Coordinate the involvement of Sophos staff, including product management, sales, SE, marketing, support, service and management resources to meet partner performance objectives and partner expectations. • Drive high renewal rates by ensuring partners focus on their renewals and build an engagement plan to align Sophos and Partner teams, identify new business and cross sell opportunities. • Motivate, educate and ensure Partner sales and technical staff are go-to-market ready, provide access to certification and training materials and develop an enablement plan. • Travel both local, nationwide and some international is required to ensure engagement across aligned partners and as a component of managing the landscape, and working at Sophos.

- Consistently meet and exceed assigned revenue targets and quotas, operating with a performance-driven, results-first mindset. - Own the sales cycle: discovery and qualification, introduction calls, technical demos, proposals, negotiations, and closing procedures. - Capable of running high-quality technical and tailored product demos of all the client's products that connect our CMS, performance, and SEO capabilities and services to real business outcomes. - Build and take full accountability for pipeline creation through targeted outbound prospecting aligned with ICPs and assigned segments. Actively prospect within your own B2B network (media, digital, SaaS, content, enterprise marketing, publishers, brands, agencies, etc.). - Partner with the Account Development Representative (ADR) and Marketing teams to convert inbound and qualified leads into pipeline and revenue. - Partner with the Implementation, Customer Success, Internal Agency, and Technology teams to ensure accurate deal scoping and a fast, seamless implementation aligned with customer expectations. - Sell to multiple stakeholders (CMOs, digital, CTOs, engineering, SEO, product, procurement, revenue leaders, editorial leaders, etc.).

• Drive territory growth by prospecting, developing, and closing new business while expanding relationships with existing accounts. • Serve as the first line of account management for healthcare providers, including physicians, genetic counselors, and staff. • Deliver tailored, consultative sales presentations to communicate the value of GeneDx’s solutions and services. • Coordinate and execute both in-person and virtual client meetings. • Collaborate with cross-functional teams to ensure smooth onboarding, service delivery, and timely resolution of customer issues. • Lead educational efforts within the territory, including developing and executing in-office appointments, regional conferences events, physician lunches and dinners, and other engagement initiatives. • Stay current on clinical genomics developments, product offerings, and competitive landscape to position GeneDx effectively. • Maintain high field presence, with an expectation of 4.5 days per week spent in the field with clients. • Meet or exceed assigned sales targets, KPIs, and activity metrics. • Document customer opportunities, interactions, and updates in CRM and other business systems as needed, maintain a target clinician development pipeline. • Actively embody and encourage GeneDx cultural principles: be adaptable to change; communicate directly, with empathy; do what we say we’re going to do; be bold in our vision and brave in our execution; operate with a sense for action. • Demonstrate accountability and a strong work ethic, with a team-first mentality.