• Develop and execute strategic account plans focused on value-based selling to grow and retain existing customer relationships, ensuring subscriptions and services revenue targets are achieved across a defined portfolio or vertical. • Apply the MEDDPICC sales methodology to effectively manage complex sales cycles, ensuring clear qualification, stakeholder alignment, and control over each stage of the account development process. • Take a leading role in company-wide activities such as account reviews, forecasting, and achieving annual renewal, upsell, and cross-sell targets. • Identify whitespace and growth opportunities within accounts, leading commercial negotiations and collaborating with internal teams to deliver tailored expansion strategies. • Stay actively engaged in internal collaboration, including regular sales meetings, to maintain strong alignment with colleagues and ensure a consistent client experience. • Partner closely with solution consultants, operations, customer success, partners, and senior stakeholders to deliver tailored, outcome-focused solutions that drive measurable business value for clients. • Proactively communicate the business impact and ROI of our solutions, helping clients justify and maximise their investment in Unit4. • Act as the voice of the customer internally, ensuring their success through proactive engagement, quarterly business reviews, and alignment on long-term objectives. • Continuously stay up-to-date with relevant industry trends, client challenges, and Unit4’s evolving solution portfolio to ensure you can confidently advise clients as a trusted strategic partner.

• Responsible for achieving sales objectives in assigned territory through the development, maintenance, and enhancement of the business • Create, maintain and increase sales within designated territory by influencing the prescribing habits of the targeted audience by calling on health care providers and health-related organizations within assigned territory • Sell in various sites of care within territory including clinics and health systems • Manage usage and inventory of promotional items to be given away to offices • Complete routine reports and be compliant with industry, regulatory and company guidelines and prepare annual business plans and conduct quarterly analysis of the territory performance vs. plan

Role Description We are seeking a highly skilled Senior Partnerships Manager to lead and scale statewide partnerships that advance Discovery Education’s careers strategy. This role is responsible for driving complex, multi-stakeholder partnerships across industry, workforce systems, and education, activating public-private collaboration and unlocking funding to expand access to career-connected learning. You will operate as a senior, externally facing leader aligning corporate investment, workforce priorities, and education systems to deliver meaningful impact at scale. This role requires a consultative, relationship-driven approach and a demonstrated ability to structure and advance partnerships that include funding, sponsorship, and cross-sector collaboration. In This Role You Will: - Statewide Strategy, Funding & Revenue Activation - Own and drive state/territory strategy, identifying priority sectors, partners, and funding pathways to support growth. - Develop and advance opportunities that combine corporate sponsorship, public funding, and partner co-investment. - Build, manage, and convert a pipeline of complex, multi-stakeholder opportunities from early alignment through close. - Structure partnership models that align business objectives with workforce and education outcomes. - Lead negotiation of partnership terms, including funding commitments, sponsorship structures, and multi-year agreements. - Maintain strong forecasting discipline and pipeline visibility across funding and revenue streams. - Corporate & Cross-Sector Partnership Development - Build and deepen relationships with corporate leaders, workforce boards, state agencies, and education systems. - Serve as a trusted advisor helping partners align investments to workforce priorities and measurable impact. - Identify and activate public-private partnership models that expand statewide reach and sustainability. - Represent Discovery Education in industry, workforce, and policy conversations as a leader in career-connected learning. - Public-Private Collaboration & Ecosystem Building - Bring together stakeholders across industry, workforce, and education to design scalable partnership models. - Align corporate engagement strategies with state and regional workforce priorities. - Identify opportunities to braid funding across corporate, philanthropic, and public sources to support long-term sustainability. - Help shape partnership frameworks that can be replicated across states and regions. - Cross-Functional Leadership & Execution - Lead internal alignment across sales, marketing, product, and partner success to advance complex partnerships. - Ensure seamless transition from partnership development to activation and long-term partner engagement. - Contribute market insights to inform Discovery Education’s broader careers strategy and partnership models. - Elevate best practices and learnings across the team to strengthen execution at scale. - Strategic Positioning & Thought Leadership - Maintain deep understanding of workforce trends, funding landscapes, and state-level priorities. - Translate insights into compelling strategies, proposals, and partnership narratives. - Develop executive-level presentations that clearly articulate the value of public-private investment in career-connected learning. - Position Discovery Education as a leader in advancing scalable careers and workforce engagement strategies. Qualifications - Bachelor’s degree required; advanced degree (MBA or equivalent) preferred. - 8+ years of experience in partnerships, business development, or sales within education, workforce, corporate social impact, or public sector. - Proven track record of developing and closing complex, multi-stakeholder deals involving funding and sponsorship models. - Experience working with corporate partners, workforce systems, and/or public sector stakeholders. - Demonstrated success activating public-private partnerships and co-investment models. - Strong understanding of workforce development, education systems, and funding landscapes. - Government affairs or legislative familiarity is a plus. - Ability to operate independently in a highly ambiguous, fast-moving environment. - Comfort managing complex pipeline in a CRM. - Excellent executive communication and presentation skills. - Willingness to travel up to 30%. Benefits - Robust and comprehensive insurance package. - Career Development Ownership - Be the driver of your success! - Continuing Education AND Tuition Reimbursement Programs. - Mentorship program and collaboration with veteran leaders. - Constant opportunities for cross-functional training and skill building. - Uncapped career growth. - Leave for life’s moments including 7 recognized holidays. - Take PTO without the vacation guilt. - Up to 12 weeks of Paid Parental Leave. - Annual Winter Holiday Break (typically the last week of December). Company Description At Discovery Education, we are fulfilling our mission of preparing learners for tomorrow by creating innovative classrooms connected to today's world. Serving more than 4.5 million educators and 45 million students, available in approximately half of U.S. classrooms and primary schools in the UK, and more than 140 countries around the globe; we are on a journey to transform teaching and learning through innovative partnerships with school districts, states, ministries of education, and other like-minded organizations. We have built an award-winning and highly reputable organization because of talented and driven people who work together to accelerate student achievement by tapping into students' natural curiosity and desire to learn by capturing their minds and imagination through the fascination of Discovery.

• Develop and execute a comprehensive GSI partner strategy for India. • Hire, manage, and mentor a small, growing team of partner managers. • Drive pipeline generation and influenced revenue through active co-selling with GSIs. • Evangelise Neo4j within GSI data, analytics, and GenAI practices. • Collaborate with GSI Center of Excellence (CoE) teams and Neo4j product engineering.