• Managing customer roadmap retention plans/actions to ensure protection of base revenue. • Creating and implementing effective account/territory plans that include developing and implementing a sales strategy considering new business growth. • Managing all resources necessary to drive new business; forecasting revenue; developing key contacts and business relationships within assigned accounts. • Supporting the efforts of the National Account Manager including on-site visits, demonstrations and customer educational activities. • Securing meeting appointments, gathering information on customer needs, positioning and demonstrating LexisNexis Risk Solutions product as solutions to customer's business issues. • Managing customer objections, negotiating pricing and contracts and closing the sale. • Developing gap analysis techniques to determine incremental opportunities within existing accounts. • Contacting and meeting with account decision makers to determine the business needs to penetrate new business opportunities. • Developing planning regimen to identify and track revenue trends, recognize sales opportunities, target specific sales activities, and analyze competitive threats. • Working closely in a team environment with sales support and technical implementation employees to satisfy customer needs.

• Achieving the annual sales and business objectives within the territory by coordinating the development, implementation and monitoring of Territory Tactical Plans • Collaborate cross-functionally with Sales, Marketing, Veterinary Services, Technology Solutions Support, and other commercial teams • Establish, maintain, and deepen relationships with key decision-makers, veterinarians, producers, and end-user influencers within assigned accounts • Develop and execute short- and long-term account plans to strengthen the company’s reputation as a trusted business partner while growing sales and market share • Identify customer needs and deliver accurate, comprehensive product information through regular in-person and virtual calls • Drive sales growth and market penetration by conducting effective customer engagement meetings and account reviews • Analyze territory performance and optimize business potential through effective planning, prioritization, and execution of account strategies • Manage customer and territory information using CRM and other territory management tools

Role Description We are now looking for a Head of Partnerships to build and grow Codility’s partnerships motion. This is a high-impact, hands-on commercial role for someone who has built and executed partnerships before. You will identify, develop, and deepen partnerships that create meaningful opportunities for Codility, including: - Referral partnerships - Reseller partnerships - Integration partnerships - Strategic partnerships with companies already serving enterprise talent acquisition teams In this role, success means moving partnerships from promising conversations to measurable commercial outcomes. What You’ll Be Doing: - Identify and develop high-value partnerships across the talent acquisition and HR technology ecosystem. - Build relationships with RPOs, assessment providers, ATS providers, HRIS platforms, recruitment technology companies, and relevant consulting or advisory partners. - Source new relationships and expand and evolve existing significant relationships. - Navigate large partner organizations to find the right stakeholders beyond the formal partnerships team. - Create and progress partner opportunities from first conversation through to leads, pipeline, and revenue. - Develop referral, reseller, integration, and strategic partnership opportunities. - Work closely with commercial, product, and technical teams to understand partner fit, integration requirements, and go-to-market opportunities. - Help build the internal processes behind partnerships, including lead allocation, tracking, partner enablement, remuneration, and reporting. - Maintain deep, long-term relationships with a focused group of high-value partners. Qualifications - Proven experience in a partnerships, channel, relationship, or alliance role and ability to execute independently. - Experience building partnerships from the ground up, not only managing mature partner accounts. - Strong understanding of B2B SaaS partnerships, including referral, reseller, integration, or strategic partner models. - Experience developing partnerships at an earlier stage company. - Strong commercial instincts and ability to connect partnerships activity to leads, pipeline, and revenue. - Experience working with partners who can open doors into enterprise organizations and create qualified commercial opportunities. - Ability to navigate large organizations and build relationships with multiple stakeholders. - Comfortable working in a hands-on, early-stage partnerships environment where processes are still being built. - Technical understanding to discuss integrations, APIs, product fit, and technical assessment workflows without needing to be deeply technical. - (Nice-to-have) Experience working in or around the talent acquisition, HR technology, assessment, recruitment technology, ATS, HRIS, or RPO ecosystem. - (Nice-to-have) Exposure to technical hiring, developer tools, coding assessments, or engineering recruitment.

• Driving revenue growth by identifying, developing, and closing opportunities across Cognyte’s advanced solutions portfolio. • Developing and executing strategic account plans for government and defense agencies, aligning solutions with mission objectives. • Building trusted relationships with senior leaders, technical teams, and procurement stakeholders. • Positioning Cognyte solutions as critical enablers of intelligence and operational success. • Leading complex sales cycles, from qualification to negotiation and closure. • Collaborating with product, engineering, and delivery teams to ensure tailored solutions that meet SIGINT, analytics, and AI/ML-driven requirements. • Monitoring market trends, competitive offerings, and emerging technologies to maintain a strategic edge. • Representing Cognyte at industry events, conferences, and customer meetings as a subject matter expert.