• Selling Palo Alto Networks Products and Solutions through Channel Partners and interacting directly with customers in your region • Identifying business challenges and creating solutions for prospects and our customers • Understanding the competitive landscape and customer needs to effectively position the portfolio of Palo Alto Networks solutions • Creating clear goals and completing accurate forecasting through developing a detailed territory plan • Leveraging prospect stories to create a compelling value proposition with insights into value for that specific account • Staying updated on industry news and trends, and how they affect Palo Alto Networks products and services • Traveling as necessary within your territory, and to company-wide meetings

• Define and execute the long-term vision and GTM strategy for BambooHR’s broker partnerships ecosystem • Build and scale a high-impact broker channel that drives meaningful pipeline and revenue contribution • Establish the operational framework, segmentation strategy, and partner engagement model needed for sustainable growth • Own channel-sourced pipeline, revenue performance, forecasting accuracy, and overall channel health • Develop KPIs, reporting frameworks, and executive-level business reviews to measure success and guide investment decisions • Continuously evaluate market opportunities, broker trends, and competitive dynamics to evolve the strategy over time • Identify, recruit, and onboard strategic broker firms and high-value partners across key markets • Develop trusted relationships with executive stakeholders at top brokerages and consulting firms • Position BambooHR as a preferred HCM partner within the broker ecosystem • Drive long-term partner engagement, retention, and strategic alignment • Negotiate and influence partnership structures that create mutual growth opportunities • Build, lead, and scale a team responsible for partner acquisition, enablement, and growth • Hire, coach, and develop high-performing channel and relationship leaders • Create clear operating rhythms, accountability measures, and performance expectations tied to pipeline, productivity, and revenue outcomes • Foster a culture of ownership, collaboration, strategic thinking, and execution excellence • Create a predictable, scalable partner-sourced pipeline engine • Partner closely with Sales leadership to ensure strong conversion and alignment on broker-sourced opportunities • Lead forecasting, pipeline inspection, and revenue planning for the broker channel • Improve partner contribution to overall company revenue mix through strategic initiatives and operational discipline • Ensure partners are effectively enabled to position, influence, and accelerate BambooHR opportunities • Partner with Marketing to develop broker-specific campaigns, field events, enablement, and co-marketing initiatives • Collaborate with Product, Operations, and Revenue teams to align solutions and processes to broker and customer needs • Influence pricing strategy, packaging, and positioning for partner-led deals • Serve as the internal voice of the broker channel, advocating for partner and customer needs while shaping broader GTM strategy

• Meet or exceed all assigned quotas and targets while forecasting weekly, monthly and quarterly revenues for the assigned account set and overall territory • Meet or exceed the required number of face-to-face meetings each month with customers and partners in territory to identify new opportunities and grow existing opportunities. • Full participation in all team activities for enablement, forecasting, partner updates, partner sales efforts and recognition. • Create and track sales opportunities (leads, renewals, deal registrations and quotes in Salesforce.com) • Address any customer satisfaction issues and/or requests in a timely manner • Drive sales cycles to close while establishing relationships and credibility, and provide necessary presales support for prospects & customers. • Work closely with your local Channel Account Manager (CAM) and our reseller partner network to drive deals, increase revenue, and enable channel partners’ success in the Mid-Market segment. • Follow up on inbound, web and corporate event leads • Accept inbound and perform outbound prospecting activities to identify new sales opportunities. • Meet and exceed the sales activity metrics designed to make you productive and successful. • Lead customer presentation and demos via online tools (GO TO MEETING) • Perform ongoing analysis and report on opportunities that are supported • Act as a liaison between partner, customers, and appropriate Fortinet team members • Perform other duties and projects, as assigned to support the growth or our business • Execute the role with the utmost professionalism and in a way that aligns to Fortinet’s core values

Role Description The Third-Party Origination (TPO) Account Manager, Senior is responsible for managing and optimizing the company’s pricing and promotion strategies to drive profitability through increased margins and loan volume. This role focuses on maximizing the value of trade promotion investments while developing and maintaining strong relationships with existing clients and high-level Account Executives. - Manage loans submitted by third-party originators. - Oversee pipeline management to ensure loans progress efficiently from file receipt through closing, maintaining turn times of 21 days or less. - Advanced responsibility for condition authority, including clearing conditions across multiple credit authority levels while ensuring a high standard of quality and compliance. - Support training initiatives and the development of training documentation to promote consistency, efficiency, and operational excellence across the team. Qualifications - Strong analytical, problem-solving, and decision-making skills to effectively resolve complex issues. - Excellent written/verbal communication skills with all levels of the organization. - Superior customer service skills. - Knowledge of mortgage lending, including mortgage laws, procedures, and regulations. - Ability to work independently and as a team player. - Strong attention to detail and excellent research abilities. - Ability to organize, prioritize, and multi-task. - Critical thinking and responsiveness to time-sensitive needs of clients. - Initiative, drive, self-motivation, good judgment, and commitment to assuming roles of increasing responsibility. - Experience with MS Office and Excel. Requirements - Added requirements related to credit and condition authority. - JR underwriting authority. - Training and mentorship responsibilities. - Maintaining disciplined turn times. - Supporting efficient clear-to-close execution. Benefits - Medical - Dental - Vision - Basic Life & AD&D - Matching 401(k) - Paid Time Off - Paid Holidays Company Description We are a high-growth Company that doubled our staff in 2022. We offer a competitive salary and a wide range of product options including Bridge, Fix and Flip, FHA, VA, Conventional, Non-QM, DCSR, Hard Money Loans, and more. Our company culture is described as Family, Accountability, Integrity, Teamwork, and having fun along the way. Start your career today with American Heritage Lending!