• Develop, drive, and continuously improve a targeted channel strategy across national and regional partners • Create, execute, and track business plans with measurable goals, ROI-driven marketing initiatives, and scorecard reporting for reselling partners and MSPs • Expand partner reach, increase brand awareness, and deepen penetration in key accounts. • Ensure alignment between corporate objectives and partner execution, including clear metrics and KPI tracking • Recruit, onboard, and optimize strategic MSP/MSSP partners to support recurring revenue growth and differentiated managed security service offerings • Manage large renewal and recurring revenue baselines • Build and maintain executive-level relationships to influence long-term partner investment and prioritization • Serve as a trusted advisor on Thales cybersecurity solutions • Maintain working knowledge of relevant platforms (e.g., PAX-8, Crossbeam) • Collaborate with internal product, engineering, and security teams for effective market positioning and compliance alignment • Drive partner-sourced pipeline and revenue growth across priority verticals • Provide regular reporting to senior leadership on pipeline health, forecasting, and partner performance • Represent Thales at industry events, partner forums, and executive briefings • Work closely with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives • Build, implement, and execute training, enablement, and support plans in line with channel requirements and goals • Communicate Thales Channel Programs and Promotions effectively • Foster networking and relationship building within the distribution and MSP community at all levels

• Build and maintain strategic relationships with field distribution teams, home office leadership, and key decision-makers at partner firms through proactive outreach, consultative conversations, and regular touchpoints • Network extensively across the financial services landscape to identify new distribution opportunities and deepen existing partnerships with RIAs and wealth management platforms • Partner closely with Vestmark's sales and client success teams to align on go-to-market strategies, ensuring distribution partners are equipped with the resources and knowledge needed to promote Vestmark's solutions • Deliver compelling presentations of Vestmark's value proposition to field distribution audiences, showcasing how our technology platform solves critical operational and investment management challenges • Coordinate and participate in field events, regional conferences, and partner meetings to strengthen visibility and relationships within distribution networks • Serve as the voice of distribution partners internally at Vestmark, providing feedback to Product, Technology, Marketing and Leadership teams to inform roadmap priorities and enhance partner experience • Drive lead generation and opportunity identification by maintaining strong communication channels with distribution teams and tracking emerging needs within their advisor networks • Leverage Vestmark's thought leadership and market insights to educate distribution partners on industry trends, regulatory changes, and the evolving wealth management landscape.

• Collaborate with your Regional Strategic Account Executive to plan the territory and execute plans • Personal prospecting campaigns via phone, tailored email, LinkedIn and video touchpoints • Create and present compelling, industry-specific value propositions that demystify AI technology and demonstrate immediate ROI • Conduct comprehensive analysis of current customer accounts to identify gaps where additional AI modules, processing capacity or user licenses can add value

• Own the proposal engine end-to-end and help our client show up as a high-trust, high-clarity vendor for campground and RV park operators evaluating software partners • Identify and qualify new business opportunities (outbound prospecting, inbound leads, RFP portals, and referral channels) • Lead discovery calls and stakeholder meetings to understand customer needs, timelines, and decision criteria • Own the pipeline from first contact to closed deal — managing follow-ups, next steps, and deal momentum • Represent the company in formal procurement processes, vendor evaluations, and competitive RFPs • Run end-to-end RFP / proposal submissions (intake → drafting → reviews → final delivery) • Draft compelling, accurate responses aligned to customer requirements and evaluation criteria • Coordinate cross-functional inputs from Sales, Product, and Operations to build complete, high-quality submissions • Own timelines, formats, and submission requirements so nothing slips • Build and maintain reusable proposal content (standard answers, case studies, product overviews, pricing templates) • Ensure consistency across messaging, product positioning, and brand voice • Capture learnings from wins and losses to sharpen future proposals and outreach • Research customer needs and competitive landscape to strengthen positioning