• Meets or exceeds sales objectives as assigned. • Develop relationships with C and VP level executives within assigned accounts and clearly articulate the Smart Data Solutions value proposition to address their business needs. • Consult with customer stakeholders to prepare, implement, and execute strategic business plans for each account based upon information acquired through periodic business reviews and customer meetings. • Work with SDS Technical Partner team to ensure that the customer business needs are being addressed and open communication with SDS and the customer is maintained. • Develop a business plan and sales strategy for each account that measures attainment of sales and customer goals. • Work strategically with the SVP of Sales to deliver forecasts, identify trending opportunities/challenges, and provide recommended solutions. • Utilize CRM solution to provide timely and accurate sales activity tracking and status updates along with predictable and precise sales forecasts. • Keep informed of product line, competition and industry trends that may impact client business activities. • Keep informed of industry trends and feed this information to the relevant company stakeholders. • Delivery of on-site and online sales presentations and product demos. • Preparation and delivery of presentations, proposals, and quotes. • Actively build product knowledge to ensure a high level of understanding of the Smart Data Solutions product line including any new functionality. • Travel as needed for client, prospect and sales meetings, travel is projected to average 50%. • Perform other duties as assigned.

• Independently serves as the primary service contact for commercial clients • Evaluates exposures, obtains quotes, review, negotiate and finalize quotes • Obtains information from clients and analyzes risk • Creates solutions and recommendations for strategy meetings • Reviews binding documents for accuracy • Set up and maintain accurate account details, contacts, and policy information • Process renewals, endorsements, cancellations, and proofs of insurance • Create activities in EPIC and assign to applicable team member

• Lead E2E go-to-market motion to build 7- and 8-figure proposals to accelerate customer value in partnership with cross-functional teams across License Sales, Product, and Services • Serve as the primary conductor for Digital Transformation roadmaps and operating models, moving customers from Legacy Systems to AI-First Enterprises • Act as the closer for complex services pursuits, leveraging compelling direct & indirect communication to align diverse CxO stakeholders (e.g., CIO, CFO, Head of Business) • Drive account planning across strategic Technology, Media and Telecommunications customers, designed to deliver customer value by mapping program outcomes to commercial milestones • Self-originate pipeline and accelerate high-value opportunities by identifying untapped value within the Technology, Media and Telecommunications ecosystem • Demonstrate commercial excellence through rigorous territory planning, deal progression, and close plans • Engage at the CxO level positioning yourself as a long-term trusted advisor from initial vision white-boarding through Program Executive Steering Committee meetings • Inspire cross-functional teams, often leading with indirect authority across matrixed teams, including with various internal executive sponsors and external partners (i.e., system integrators and other ecosystem partners) • Utilize industry and market trends to build tangible pathways to drive scalable and sustainable Agentic innovation

Role Description The Strategic Partner Manager is a senior enterprise-level partner leader responsible for defining and executing Hyland's global partner strategy across key Independent Software Vendors (ISVs), cloud platforms, and strategic technology partners. Operating as a strategic advisor both internally and externally, this role shapes Hyland's ecosystem strategy, influences executive decision-making, and drives long-term market expansion. The Strategic Partner Manager is accountable for building high-impact partnerships that accelerate co-sell revenue, expand market presence, and deliver measurable customer outcomes. Your Role Responsibilities? Here's What You'll Do. - Define and lead Hyland's global partner strategy aligned to company growth priorities and long-term ecosystem positioning. - Identify, secure, and scale high-impact ISV and cloud partnerships that expand market reach and revenue. - Develop multi-year strategic plans and business cases with clear investment and return models. - Shape Hyland's overall ecosystem strategy including partner segmentation, coverage models, and engagement frameworks. - Influence executive stakeholders internally and externally to align on priorities and strategic direction. - Lead joint go-to-market strategies with partners and Hyland sales teams across regions. - Establish scalable co-sell motions, sales plays, and partner-led demand generation programs. - Partner with Sales leadership to embed ecosystem motions into core revenue strategy. - Build and scale partner sales motions across cloud marketplaces and ecosystem channels. - Establish governance models, operating frameworks, and best practices for strategic partner engagement. - Build and maintain executive-level relationships that influence joint investment and GTM priorities. - Serve as a trusted advisor to partner executives and represent Hyland in executive briefings, industry events, and partner leadership forums. Qualifications - Bachelor's degree or equivalent practical experience. - 10+ years of experience in technology partnerships, channel sales, business development, or ecosystem strategy within a B2B software or cloud environment. - Demonstrated ability to define and execute global partner strategies aligned to company growth priorities and long-term ecosystem positioning. - Proven ability to influence and align executive stakeholders internally and externally across complex, multi-party partnership environments. - Experience engaging technical stakeholders and executive leaders in complex enterprise environments to drive joint outcomes. Requirements - Experience building strategic partnerships with enterprise ISVs or major cloud providers. - A track record of creating scalable co-sell motions and partner sales programs that drive measurable pipeline and revenue outcomes. - Experience selling enterprise solutions through cloud marketplaces or ecosystem channels. - Proven ability to manage complex sales cycles with multiple stakeholders across regions and partner types. - Demonstrated ability to collaborate with technical decision-makers to identify, structure, and accelerate joint opportunities. Benefits - Career development resources. - Wellbeing programs. - Innovation practices.