• Maintain a portfolio of accounts with low churn, high adoption, and high health scores. • Develop strong partnerships with your customers. • Collaborate cross-functionally to guide customers through an optimal customer journey that engenders strong satisfaction, supports high levels of product utilisation, and enables actual business value attainment. • Work with customers to identify additional business opportunities, to meet new needs, and/or to upsell into existing accounts. • Regularly perform Executive Business Reviews to customers C-suite • Develop account/territory selling strategies. • Provide accurate sales and net retention forecasts and reports to management in a timely and consistent manner. • Responsible for all contract renewals within your account base • Presenting contract proposals & leading commercial negotiations. • Identify customer issues and work with internal technical and support teams to develop issue resolution plans, milestones, and review points. • Manage and reconcile demands across various and diverse internal groups to achieve desired results for the customer's benefit. • Meet monthly revenue and customer retention goals; ensure Vonage sustains incumbency in existing accounts. • Document customer responses to outreach efforts and issue resolution progress – providing feedback to care, service delivery, program management and finance to ensure all customer inquiries are rightfully addressed. • Work with fellow team members to identify process effectiveness and efficiency improvement opportunities. • Support team efforts to analyze customer base coverage models, generating routes for improvement. • Leverage working relationships with internal product, sales, and marketing teams to address customer needs and inquiries.

• Lead, coach, and develop a high-performing team of Account Managers through weekly one-on-ones, coaching sessions, and performance feedback. • Foster a culture of accountability, collaboration, and continuous improvement. • Provide ongoing mentoring to enhance strategic thinking, client engagement, and solution development. • Serve as a trusted advisor and primary point of escalation for enterprise healthcare clients. • Build and nurture relationships with key client stakeholders, including C-suite and VP-level decision-makers, to identify business needs and opportunities for growth. • Maintain regular communication and on-site engagement to ensure client satisfaction and expand platform utilization. • Develop and execute account growth strategies that align with client goals and Locumsmart’s broader business objectives. • Identify opportunities to expand Locumsmart’s technology and staffing solutions within existing accounts. • Partner with clients to customize solutions that address complex staffing challenges and drive long-term value. • Lead cross-divisional efforts by collaborating with internal departments (Sales, Product, Customer Success, etc.) and external vendors to deliver cohesive client experiences. • Champion vendor engagement and alignment with client goals across the platform. • Oversee account performance metrics, client health reporting, and success plans to mitigate risk and optimize results. • Negotiate client contracts and manage renewal cycles, ensuring mutual value and compliance. • Present data-driven insights and recommendations to clients and internal leadership. • Manage CRM and account data to maintain accuracy and support forecasting.

Role Description This is a rare chance to own the Channel function at a company that has made channel-first a strategic priority — not an afterthought. As our first Channel hire, you will: - Design and launch Daylight's channel partner program from scratch — including partner tiers, certification requirements, margins, deal registration, and rules of engagement. - Establish a scalable partner onboarding process that enables resellers to start selling Daylight quickly and confidently. - Build co-sell and co-marketing playbooks, partner portals, and enablement materials in collaboration with Marketing and Product. - Define KPIs for channel health and own regular reporting to executive leadership. - Leverage your existing book of reseller and VAR relationships to accelerate Daylight's time-to-revenue through the channel. - Actively recruit net-new partners who align with Daylight's ICP and geographic priorities. - Own a channel revenue quota and drive pipeline through partners — you are a player, not just a coach. - Travel to partner sites, industry events, and joint customer meetings regularly to deepen relationships and accelerate deals. - Train and enable partner sales teams to position, demo, and close Daylight — ensuring they can go to market independently. - Serve as Daylight's internal advocate for partners — bringing partner feedback into product, marketing, and pricing conversations. - Build executive relationships at key partner organizations to ensure Daylight is prioritized in their line card and selling motions. - Run QBRs, partner summits, and incentive programs that keep partners engaged and producing. - Collaborate with direct Sales to establish clear rules of engagement and prevent channel conflict. - Partner with Marketing to execute co-branded campaigns, MDF programs, and demand-generation activities. - Work with Finance and Legal to structure partner agreements, deal economics, and compliance frameworks. Qualifications - 7+ years of experience in channel sales, partnerships, or partner development — with at least 3 years managing or building a channel program. - Existing, active relationships with resellers, VARs, distributors, or MSPs that you can bring to bear on Day 1. - Experience building a channel program or being a foundational hire who created structure where none existed. - Willingness to carry your own bag and personally close deals while simultaneously developing scalable infrastructure for future channel hires. - Ability to credibly engage with C-level stakeholders at partner organizations and internally. - Data-driven mindset, tracking pipeline health, partner productivity, and program ROI. - Comfortable and enthusiastic about frequent travel — regional partner visits, national events, and customer-facing engagements are core to this role. - Ability to thrive with ambiguity, set your own agenda, and be productive without large support infrastructure. Requirements - Experience selling through the channel in Daylight's vertical/industry — familiarity with the reseller landscape in our space. - Prior experience as the first Channel hire at a growth-stage company. - Exposure to channel automation tools (e.g., Alliances, Impartner, Zift, PartnerStack) and CRM hygiene for channel pipeline. - Relationships with distributors (e.g., Ingram Micro, TD SYNNEX, Arrow) in addition to direct resellers.

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Responsibilities The Partner Manager's primary responsibility is to focus on extending Atlassian's business model through the recruitment and development of a portfolio of named managed Partners. The Partner Manager will grow and shape Partners to build Atlassian's mind and market share in the Benelux market. We are looking for someone who understands how to navigate a growing partner & alliances business and how to build Partner's business. More about you You are a highly motivated, analytically driven business person who can work independently and play as a team. You have proven and demonstrated success in partner management and Enterprise solution sales. You focus and lead partner projects, but also keep an eye on the business as a whole ensuring that decisions are made with future growth in mind. You have worked with Partners directly and understand their culture and needs to help motivate and build a successful Partner. You have experience in the enterprise space at successful Enterprise software companies, you don't like the go-to-market approaches of legacy vendors and want to rewrite the book on how business can be done. "Enable, and Co-Sell" is your motto, and Partners actually enjoy building business plans with you and the teams we support internally. What you'll be doing: - Grow subscription sales in managed Partners and show business impact through a portfolio of new and existing Partners - Ensure Partner engagement on product campaigns and marketing activities - Understand and develop their Partners business and their products, building rapport and value in the working relationship - Sustain a high level of customer satisfaction - Collaborate with other Partner managers, enablement, sales, programs, and other key functions for Partner success in the region - Identify, recruit and enable new Partners to deliver the program's goals Key Result Areas: - Manage Partners to deliver the Atlassian Partner & Alliances business charter - to grow the customer community, to service our customers, and to be Atlassian's megaphone to the world - Build engagement and success with local subsidiaries of the Atlassian GSI's - Coordinate EMEA partner management for one of the growing SI's - Accurate pipeline/forecasting for managed Partners - Ensuring co-selling expectations with Atlassian partners - Highly knowledgeable about the Benelux market and the business metrics of relevant markets - Have a technical understanding of Atlassian products and can present to Partners and customers with ease - Understand the Partner's businesses, their products, and their metrics - Be ready to support transformation from license-heavy business to services-led engagements - Manage MDF (marketing development funds) for the region and distribute to partners in order to support Atlassian growth objectives - Work with the Partner Solutions Architect (PSA) team in co-developing partner solutions & bring to market - Manage Partner pipeline and support customer opportunities when appropriate - Be able to help sell into an account where necessary Qualifications Your background: - 15+ years of enterprise software industry experience recruiting, enabling, and developing value-added solution focused Partners or related channel business, preferably with Cloud, SaaS, ITSM, DevOps, and Agile focused partners - Experience that demonstrates an ability to establish and maintain relationships effectively - Be a strategic coach for building a business plan with Partner Principals but also a tactical resource in the field for Partner Account Teams - Outgoing, self-motivated, organized, creative, respectful, high level of integrity, and with a can-do attitude - Exceptional oral and written communication skills - Knowledge of the Benelux market, Dutch speaking requirement Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .