• Develop and nurture a strategic/mutually beneficial relationship with the partner or with a targeted set of resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners to drive additional revenue with joint sales efforts • Coordinate all company activities with the partner, including education, marketing, executive briefings, business planning and client engagements. • Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long- term business opportunities for company. • Promote company offerings to become a key part of the partner's business and solutions; May be brought by partner to sell company brand to end-customers. • Establish and maintains account plans to promote sales growth. • Achieve assigned quota for company products, services and software. • Transactional and relationship selling within, and influencing, a team of selling professionals; physically visit partner customers at their offices. • Create, fill-in and manage company funnel for deals with partners and transform potential leads into joint sales activities. • Provide the business rationale and risk assessment for making company investments in the partner. • Recruit and develop business relationships with new partners.

• Manage a book of Enterprise accounts, aiming for a retention rate of 90% or higher, and proactively identify opportunities for revenue expansion. • Own the negotiation process for contract renewals and expansions from start to finish. • Consult with customers throughout the customer lifecycle to understand their business and strategic goals, ensuring they find ongoing value in Nerdio's products and services. • Establish and nurture key relationships with executive sponsors and decision makers within customer organizations. • Collaborate closely with Sales and Customer Success leadership to mitigate churn risk, develop account expansion strategies, and drive ongoing customer success. • Track customer interactions and engagements within the CRM tool. • Evangelize new product features and provide customer feedback to Sales, Product, Customer Success, and Engineering teams.

• Responsible for direct sales of high-density liquid cooling (HDLC) solutions and intelligent power distribution units (iPDUs) to end-users in the European data center market • Balance quick-turn sales with a consultative approach, leveraging technical expertise (in HVAC, electrical, or mechanical systems) to recommend in-rack cooling and power solutions that solve customers’ immediate needs • Identify and engage enterprise data centers, small cloud providers, and other end-users that require high-density cooling upgrades or rack power distribution • Drive the entire sales cycle for smaller, short-term opportunities – from lead qualification and proposal through negotiation and closing • Provide consultative sales advice by translating complex technical features of HDLC and iPDU products into clear customer benefits • Manage ongoing relationships with key customers and ensure repeat business

• Build strong and enduring relationships with our health plan partners, at multiple levels, to ensure we are exceeding expectations and building on our relationships to grow the business • Steward health plan relationships post-sales, from onboarding and implementation through to customer support, retention, and cohort/program expansion • With the support of the GM and Chief Customer Officer, own implementation and on-boarding of new health plan partners • Develop, schedule, and manage meetings with plan partners to review programmatic delivery/outcomes and address partner needs • Partner with Program Operations and Data Analytics colleagues to determine optimal monthly/quarterly/annual reporting for all partners and guide creation of customized reports/analytics when required for individual partners • In partnership with our data analytics and data science team, prepare, deliver, and follow up on in-depth presentations and other reporting with health plan partners about key aspects of our programs, including enrollment, service delivery, health equity, and ROI to demonstrate our value • Proactively anticipate and address the needs of plan partners to ensure contract renewal and identification of upsell opportunities • Deeply understand all partner contracts to ensure all obligations are met by Mindoula and our health plan partners • Maintain CRM to ensure that all partner data/interactions and key obligations are appropriately tracked and can be easily shared with key stakeholders across the organization • Partner with business GM, Program Operations leaders, and Data Science team to ensure we are delivering the combination of analytics, technology and service required to drive desired clinical outcomes across all of our Specialty Population Health Management Programs for all health plan partners • In partnership with the GM, CFO, and Program Directors, develop and track key financial metrics for each partner/account to ensure we are meeting all financial goals, to ensure both growth and profitability as we grow and scale the company (including billing and payment) • Partner with health plans, GM, Program Directors, and other members of the Mindoula leadership team to determine areas for growth and innovation to strengthen and expand our partnerships and grow the company • Partner with GM, Program Directors, and other leaders to create plans to deliver on new innovations and initiatives for partners • Manage all other aspects of our relationships with our health plan partners • Perform other duties as assigned