• Develop FM’s strategic alliances and partner ecosystem strategy • Define IPP and tiered partner segmentation • Prioritize partners based on revenue potential & ICP alignment • Establish co-sell, joint GTM, and partner-enabled motions • Operationalize plays across complex enterprise sales cycles • Equip partners with messaging, playbooks, POVs, and sales assets • Own partner-sourced & partner-influenced pipeline metrics • Report revenue impact to FM leadership • Continuously track adoption and performance • Build and maintain high trust relationships across SaaS, OEM, SI, consulting, and enablement platforms • Represent FM with partners’ executive teams • Work cross functionally with Sales, Marketing, Product, Delivery • Maintain weekly execution cadences with CRO and RevOps • Launch partner driven vertical plays and new revenue tracks • Support new segments and emerging markets

• Proactively develop a robust sales pipeline with your assigned accounts to ensure consistent attainment of monthly, quarterly and annual sales goals. • Develop a prospecting plan that engages new contacts on existing accounts to expand wallet share and consistently ask for referrals. • Ensure full understanding of our products to be an effective and valued expert to internal and external customers. • Develop long-term strategic relationships with customers by maintaining regular interactions, ensuring satisfaction with current products, and recommending additional solutions as needed. • Commit to providing management with constructive feedback. • Leverage our CRM to maintain an accurate sales forecast, account growth strategies, document contact information, and log activities. • Develop presentations of OVHcloud products that demonstrate effective understanding of the issues and pain points experienced by cloud customers and propose solutions to support their business objectives. • Manage existing accounts with the objective to drive renewals prior to expiration and identify upsell opportunities. • Handle all escalations, such as billing or support issues that are not resolved through normal channels, for assigned accounts. • Maintain knowledge and insight of competitive cloud solution providers and their capabilities from both a commercial and solution perspective including their value proposition. • Collaborate with key internal stakeholders to develop sales strategies and account plans.

• Build relationships with financial advisors through outbound conversations • Educate on Pathfinders’ career-first approach • Schedule qualified partnership meetings

• Serve as the primary relationship contact for an assigned portfolio of $6M+ in foundation revenue, developing and executing individualized engagement and stewardship plans, and keeping funders informed of organizational impact through timely updates and reports • Review and qualify new foundation prospects aligned with organizational priorities, from research from the Development Data and Research Coordinator • Consistently log, track, and manage all funder interactions and communications in the CRM following established standards • Lead content development and logistics for funder engagement activities, including quarterly newsletters, virtual funder briefings, and funder conferences, in partnership with the Resource Mobilization Director • Make day-to-day decisions on CJA's foundation portfolio and escalate major strategy shifts, high-value funder decisions, and annual planning to the Resource Mobilization Director as needed • Lead the development and submission of grant deliverables, including but not limited to letters of inquiry, grant proposals, interim reports, and final reports for foundations via email and grantee portals, ensuring all deliverables are accurate, timely, and reflect organizational strategy and impact • Apply foundation research and RFP analysis provided by the Development Data and Research Coordinator to tailor all proposals and deliverables effectively • Collaborate with program and finance staff to gather accurate budgets, program data, and impact metrics needed for proposals and reports • Manage grant compliance by tracking award conditions, reporting obligations, and renewal timelines in coordination with the Development Data and Research Coordinator • Supervise the Development Data and Research Coordinator, providing clear direction on prospect research priorities, CRM standards, and grants calendar management • Partner with the Resource Mobilization Director to set annual foundation revenue goals and develop strategies to meet them • Collaborate with communications and program teams to develop funder-facing content and impact narratives • Participate in team meetings, budgeting, workplanning processes, and special initiatives as needed • Along with all other staff, this position contributes to CJA’s culture of innovation, teamwork, and continuous learning. They work diligently to collaborate and support each other within and across teams and excel in an environment where every member takes care of their own basic administrative needs, and participates in regular all-staff learning and development spaces.