• Responsible for prospecting and managing the portfolio of high-value Corporate and Government clients for the company. • Provide B2B customer service, prospect new large accounts from predefined leads (characterized clients) and present the product portfolio. • Define the commercial strategy for working with base clients and prospects with a focus on growing the company’s revenue. • Work consultatively, understanding needs and opportunities to develop value propositions. • Build strong relationships with key decision-makers and influencers, ensuring access for company engagement. • Ensure portfolio coverage with a focus on opportunities and relationship management. • Identify and prospect opportunities and conduct negotiations aimed at closing sales. • Increase share of wallet by seeking new solutions and services for existing customers. • Perform close account management with close monitoring of billing indicators, churn, delinquency, collections and customer service blocks. • Leverage the company’s market differentiators such as solid growth, plans and services, investments and network evolution. • Delight customers through relationship management and appropriate alignment at events. • Work effectively alongside internal support teams (Pre-sales, Marketing, Post-sales, etc.), ensuring satisfaction throughout the customer lifecycle with the company. • Keep information up to date in internal systems.

• Identify new business opportunities through relationship-building activities with existing customers and by prospecting new clients, while monitoring market trends • Expand the customer portfolio with a focus on ISP and carrier/operator segments • Develop and strengthen customer relationships • Lead negotiations and present commercial solutions • Support the definition of strategies and differentiated commercial terms • Prepare commercial proposals, including pricing and terms • Monitor the performance of the customer portfolio • Manage accounts receivable follow-up

• Develop and manage relationships with current and prospective member organizations, serving as a primary point of contact for assigned accounts. • Drive membership growth through new member acquisition and cross-sell opportunities via expanded utilization of AAIS products and services. • Maintain an active pipeline of prospective member opportunities and strategic growth initiatives. • Conduct regular outreach with member executives and key stakeholders to understand business priorities, challenges, and future needs. • Collaborate with Product, Member Success, Marketing, and Strategic Partnerships teams to ensure members receive maximum value from their relationship with AAIS. • Identify opportunities to strengthen member engagement, improve retention, and expand strategic relationships. • Represent AAIS at industry conferences, member meetings, and relevant industry events.

• Lead the outreach, planning, and execution of in-person Workday Enablement Meetings, equipping Workday sellers to position Varicent effectively. • Drive the development of Workday-sourced pipeline through a combination of direct outreach to Workday account and opportunity owners (with tailored account-level POVs) and the ideation, design, and execution of 1:many marketing and ecosystem events. • Act as the Workday subject matter expert in support of Varicent Regional Sales Managers (RSMs) and Presales, shaping pursuit strategy and ensuring effective co-sell execution. • Maintain an accurate and timely weekly forecast, including opportunity notes and account status updates in CRM. • Collaborate cross-functionally with Marketing, Alliances, Services, and Product teams to align programs, messaging, and delivery to Workday’s priorities. • Support and/or lead supplemental strategic initiatives that strengthen Varicent’s position in the Workday ecosystem, such as roadmap development, customer value documentation, competitive positioning, and ecosystem expansion.