• Support analysis and communication of access and payment policies proposed by government and commercial payers, including CMS rules, guidance, and legislative proposals • Monitor and synthesize policy developments, helping translate implications into actionable insights for internal stakeholders • Coordinate with internal teams and external consultants, supporting engagement efforts with policymakers and other stakeholders, including CMS and industry groups • Serve as a subject matter resource on U.S. coding, coverage, and payment, partnering cross-functionally to assess potential financial and business impacts of policy changes • Partner with Government Affairs to track and analyze federal and state legislative and regulatory developments affecting access to Dexcom products • Support internal education efforts on evolving managed care policy and reimbursement dynamics, including Medicare (Parts A, B, C, and D), Medicaid, exchange plans, and value-based payment models • Collaborate with cross-functional partners to inform and implement policy and advocacy strategies aligned with business priorities • Contribute to the development of strategic plans that identify and prioritize policy opportunities to advance U.S. business objectives • Assist in executing strategies to secure and maintain coverage and reimbursement for Dexcom products • Help monitor payer landscape changes and support efforts to mitigate access risks and optimize coverage.

**Summary of the Role** The Strategic Alliance Manager (SAM) works across M-Files to drive sales and business growth by developing new and expanding existing business opportunities through strategic partnerships and partner ecosystems. As the primary M-Files leader for assigned partners, you will be responsible for growing revenue, strengthening business development efforts, and building executive-level relationships while leading the development and execution of solutions, programs, and initiatives that support mutual growth objectives. This role requires a deep understanding of partner ecosystems, strong sales and business development expertise, and the ability to align partner strategies with M-Files objectives. You will work cross-functionally across Sales, Marketing, Product, Services, and Executive Leadership to accelerate growth, increase partner adoption of M-Files solutions, and position M-Files as a preferred technology partner. **Partner Growth & Business Development** - Drive revenue growth across assigned partners supporting all sales motions, including sell-through, sell-with, sell-to, and managed services models. - Develop and execute growth plans that align partner objectives with M-Files business goals. - Identify, qualify, and create new business opportunities while continuing to expand existing partner relationships. - Increase M-Files share of partner wallet and partner adoption across the M-Files product portfolio. - Demonstrate a strong sense of urgency and accountability for growing joint partner business. **Partner Ecosystem Leadership** - Leverage deep experience across partner ecosystems, including Global and Regional Systems Integrators, Independent Software Vendors (ISVs), Distributors, Resellers, and Managed Service Providers. - Build and sustain trusted relationships across all levels of partner organizations. - Align partner strategies with M-Files objectives and drive adoption of M-Files as a preferred technology platform. - Lead the identification and development of cross-partnership ecosystem opportunities and solutions. **Sales & Revenue Execution** - Meet or exceed quarterly and annual sales objectives. - Drive sales process execution, opportunity progression, forecasting accuracy, and successful closure of partner-influenced opportunities. - Maintain accurate forecasts and provide real-time updates to leadership regarding pipeline performance and business progression. - Develop and execute compelling business plans that differentiate and strengthen the value of M-Files solutions. - Lead virtual teams in creating and executing winning value propositions that align customer, partner, and M-Files business objectives. - Coach joint sales teams on effective sales strategies and opportunity management. **Strategic Planning & Market Development** - Anticipate market, industry, and technology trends and use those insights to identify growth opportunities. - Stay informed on partner business priorities, IT initiatives, and industry challenges to drive strategic business development efforts. - Develop and maintain Partner Business Plans that accelerate long-term growth opportunities. - Identify and drive new programs, business models, and go-to-market initiatives that support business growth. **Solution Development & Innovation** - Lead the identification of potential joint partner solutions and engage M-Files resources to develop innovative offerings. - Leverage knowledge of the M-Files portfolio to create differentiated end-to-end solutions that address customer needs. - Analyze business drivers, market opportunities, and risks to support the development of scalable growth strategies. - Champion projects that support long-range strategic goals and objectives for both M-Files and its partners. **Partner Relationship Management** - Establish strong professional relationships and credibility with partner executives and key stakeholders. - Serve as a trusted advisor on joint go-to-market strategies and partner growth initiatives. - Clearly articulate M-Files value propositions and business outcomes to both business and technical audiences. - Act as the internal advocate for assigned partners while representing M-Files externally. - Maintain a high level of partner loyalty, trust, and engagement. **Technology Leadership & Industry Expertise** - Serve as a trusted advisor to partner technology and business leaders. - Demonstrate thought leadership by helping partners apply technology to address evolving business challenges. - Influence partner technology strategies to include M-Files as the technology of choice. - Drive adoption of M-Files solutions across partner technical teams, industry vertical teams, and partner-led customer engagements. - Leverage expertise across multiple industry verticals to identify new growth opportunities and create additional value for partners and customers. **Leadership & Cross-Functional Influence** - Provide leadership and direction to diverse, global, and decentralized virtual teams. - Serve as a coach, mentor, and trusted advisor to internal stakeholders and partner communities. - Drive process improvements and contribute to the development of new methods, programs, and business models. - Act as a strategic contributor to the ongoing evolution of M-Files' partner ecosystem and growth strategy.

• M&A and other inorganic activity in close collaboration with the C-Suite and other relevant corporate stakeholders, working with direct and cross functional teams throughout the • Producing and presenting investment recommendations for review by senior executives and board • Executing and assisting with the due diligence and deal execution process; including negotiations and management of cross-functional teams and outside advisors. • Driving the execution of a transformational M&A agenda across multiple business lines. • Involvement with mission-critical strategy initiatives, working directly with the C-suite. • Assisting in budgeting, forecasting, and financial analysis to deliver data‑driven insights that support strategic decision‑making and drive business performance.

• Responsible to define necessary data sets for functional and enterprise knowledge to be used in tactical customer execution and strategic development • Ensure data set accuracy and efficiency of storage and extraction • Lead capture of segment data via multiple techniques including Voice of Customer, Region VPs | Account Executive (AE) team, Aftermarket and SBU feedback, customer sessions, external engagements, expert 3rd party inputs, and facilitated workshops in support of customer strategy development • Establish processes and expectations for aggregating metrics utilizing Salesforce, Voice of Customer, and other primary and secondary methods • Leading collaboration with OE Account organizations and Customer Support to ensure a OneCollins methodology • Responsible to provide monthly and quarterly reporting as appropriate in support of pursuit review engagements as part of pursuit discipline and accountability • Responsible to vigorously enhance and evolve Airlines & Lessors Voice of Customer processes and collection, providing leadership and expertise of methodologies to ensure consistent and accurate data collection in a manner aligned with the Sales Enablement and Strategic Intelligence (SESI) organization • Sponsor the capture of actionable intelligence across the customer facing organization and create corresponding strategies that support airline and Collins Net Promoter Scores (NPS) • Responsible for establishing close collaboration with OE Account Management, Customer Support, and SESI teams to ensure a OneCollins process • Support strategic development and implementation of Salesforce, in collaboration with the SESI team, to optimize efficient extraction of Airline & Lessor key performance indicators and insights • Bring reporting metric expertise to bear in future Salesforce developments and evolutions • Co-lead the upgrade and roll out of the customer categorization model across the enterprise to incorporate the value and complexity of additional value streams (e.g. wheels and brakes, navigation, etc.) • Responsible for assisting on transformation initiatives, including implementation of the CE&S playbook in the Airlines & Lessors channel, and other projects as appropriate • Support development of high-potential talent and mentor junior and potential Customer Advancement, Business Development and Account Executive associates