• Drive significant revenue growth across TELUS Business's IoT portfolio within Enterprise and Public sectors in Ontario • Lead the full sales cycle—prospecting, discovery, solution design, negotiation, and closure • Position TELUS's differentiated IoT ecosystem as the strategic backbone of clients' digital transformation initiatives • Design customized IoT strategies integrating connectivity, SaaS, and AI/analytics • Serve as SME across TELUS's IoT portfolio (connectivity, telematics, connected worker SaaS, AI-integrated data)

• Map and Prioritize Coverage Gaps: Conduct a rigorous analysis of the current partner landscape across the Globe, including U.S. Federal, for Agility and DevOps. Identify whitespace territories, underperforming segments, and markets where the direct sales team lacks bandwidth or reach. Build a targeted recruitment plan to address those gaps with high-fit partners. • Recruit Strategic Partners: Identify, qualify, and activate regional SIs and resellers with demonstrated expertise in DevOps, Agility, or adjacent enterprise software categories. Prioritize partners with active customer relationships in target verticals and geographies. • Own the Partner Business Plan: Lead structured joint business planning with each strategic partner, establishing revenue targets, coverage commitments, enablement milestones, co-sell activity goals, and comprehensive quarterly business reviews. • Drive Partner-Sourced and Partner-Influenced Pipeline: Work side-by-side with partners to identify, qualify, and progress opportunities. Hold partners accountable to pipeline creation targets and actively co-sell on strategic deals. • Achieve Sales Targets: Own and deliver assigned partner revenue targets, forecast accuracy, and strategic objectives across the Global partner book of business. Maintain clean pipeline hygiene in Salesforce. • Expand Cloud Marketplace Revenue: Develop and execute a marketplace go-to-market strategy with AWS, Google Cloud, and Azure. Build relationships with marketplace sales teams to drive co-sell referrals, private offers, and committed spend alignment. • Manage Channel Conflict Proactively: Define and maintain clear rules of engagement between direct and indirect teams. Resolve conflict quickly and fairly to protect partner trust and prevent impact on active opportunities. • Own End-to-End Enablement: Deliver a structured onboarding and ongoing enablement program for each partner, including sales training, SE certification, competitive positioning, and services alignment, so every partner can sell and deliver Digital.ai solutions independently. • Maintain the Partner Portal: Oversee the partner portal as the operational hub of the ecosystem — deal registration, content library, certification tracking, and pipeline visibility. Ensure it is current, intuitive, and actively used. • Drive Partner Marketing Execution: Partner with Digital.ai’s marketing team to co-develop demand generation campaigns, event participation, joint messaging, and co-branded assets. Translate marketing programs into partner-level action plans with measurable pipeline outcomes. • Serve as the Internal Advocate for Partners: Represent partner needs and feedback across sales, product, customer success, and executive leadership. Ensure Digital.ai’s programs, pricing, and processes make it easy for partners to do business with us.

• Oversee the AE hiring process • Define what a great founding AE profile looks like for our startup • Help interview candidates • Build the AE onboarding plan, 30/60/90 day goals, and KPIs for each hire • Coach our AEs - listen to sales calls, and give feedback • Help define our revenue targets, and from that our hiring plan • Build our sales processes, and help choosing the right software tooling • Act as a thought partner to our founder / CEO, who will be owning the sales process

Role Description Health Data Innovations is seeking a commercially driven sales leader to own revenue growth in HDI’s payer segment, and to co‑develop the payer go‑to‑market strategy in close partnership with provider sales, marketing, product, and the broader leadership team. This individual will report to the CEO and work in close coordination with product, operations, and client-facing leaders. This is a player-coach role. HDI needs someone who can personally drive pipeline and close deals while simultaneously building out the payer-segment processes, team, and infrastructure needed to scale a repeatable sales motion. The ideal candidate has deep experience selling data, analytics, or tech-enabled services into healthcare payer organizations and understands the buying dynamics, procurement cycles, and operational priorities of commercial health plans, Medicare Advantage plans, Medicaid managed care organizations, and benefits consultants/brokers serving self‑insured employers. This is an opportunity to build and scale the payer go-to-market motion within a PE-backed, growth-oriented company that plays a critical role in enabling data-driven programs to better manage care and risk. Primary Responsibilities - Own revenue growth and new logo acquisition for the payer segment in alignment with HDI’s overall growth objectives, in partnership with the CEO, the provider sales leader, and the go-to-market leadership team. - Act as a true player-coach: personally identify, engage, and close new business opportunities with health plans, Medicaid managed care organizations, Medicare Advantage plans, and benefits consultants/brokers serving self‑insured employers, while building and mentoring a high‑performing payer sales team. - Establish and scale a repeatable payer sales process including account targeting, pipeline development, qualification, and deal execution in alignment with HDI’s broader go‑to‑market and marketing programs. - Partner with marketing to shape and execute demand generation and pipeline‑building initiatives for the payer segment, while leading targeted outbound efforts for high‑value strategic accounts. - Own the full sales cycle for new payer clients, from initial outreach and discovery through proposal, pricing, contracting, and handoff to implementation and account management teams. - Develop and maintain strong relationships with key decision-makers within payer organizations, including executives responsible for data strategy, analytics, network management, claims operations, and value-based care programs. - Collaborate with marketing and product to refine HDI’s positioning, messaging, and value proposition for payer audiences, ensuring that HDI’s high‑touch data integration services are clearly differentiated in the market. - Continuously capture and synthesize market feedback including buyer objections, competitive dynamics, pricing pressures, and emerging payer needs, and share structured insights with marketing, product, and executive leadership to inform roadmap and expansion priorities, positioning, and go‑to‑market strategy. - Conduct analysis of potential new payer segments and verticals, including commercial, Medicare Advantage, Medicaid, and employer‑focused intermediaries, to identify disruptive opportunities and inform prioritization. - Track payer-segment sales performance against established metrics and forecasting processes, providing regular visibility to the CEO and the broader commercial team on pipeline health and revenue trajectory. - Identify and execute on opportunities to expand revenue within existing client relationships through upsell, cross-sell, and deeper engagement around additional data sources, use cases, and lines of business. - Build, lead, and mentor a high-performing payer sales team, starting lean and scaling deliberately as revenue and pipeline justify additional investment. - Foster a culture of accountability, client focus, and data-driven decision-making within the payer sales team, aligned with HDI’s high‑touch, service‑oriented ethos. Qualifications - Bachelor’s degree required; MBA a plus. - 8-15 years of progressive sales and commercial leadership experience in healthcare technology, tech-enabled services, or healthcare data/analytics businesses, with a significant portion of that experience focused on selling into payer organizations. - Demonstrated track record of personally closing complex, enterprise sales with health plans, brokers serving self-insured employers, or other payer clients, with a strong existing network of payer relationships preferred. - Experience selling data, analytics, interoperability, or tech-enabled services solutions into payer organizations, particularly those managing value-based care programs, risk-based arrangements, or claims and administrative data workflows. - Proven ability to establish and scale a sales motion within an existing go-to-market function, including hiring, process design, CRM discipline, and pipeline management, in an early-stage or growth-stage environment. - Strong understanding of the healthcare payer landscape, including claims data, administrative data, network management, and the operational realities of payers and payer‑adjacent intermediaries. - Experience working cross‑functionally with marketing and product to develop and execute go‑to‑market strategies, refine positioning and messaging, and incorporate market feedback into ongoing iterations. - Comfort operating as both an individual contributor and a team leader, with the ability to balance hands-on deal execution with building and scaling a team and process. - Experience forecasting, setting and tracking KPIs, and reporting progress to executive leadership and Board audiences. - Hands-on, entrepreneurial approach with a bias toward action, intellectual curiosity, and comfort operating in an evolving, high-growth environment. - Experience working within PE-backed companies preferred, with an understanding of sponsor reporting and value creation expectations.