• Own strategic partner relationships. Serve as the single accountable owner for a named book of upmarket partners. Develop deep, trusted relationships with partner leadership and become the primary commercial point of contact across the full lifecycle. • Structure and negotiate complex commercials. Lead renewals and expansion negotiations involving program fees and seat licenses. Navigate sublicense and whitelabel conversations as well as evolving business models. Partner with Legal and Finance on MSAs, program exhibits, DPAs, and bespoke commercial terms. • Drive direct expansion. Grow direct partner revenue by aligning license orders to partner program demand, identifying expansion opportunities as programs mature, and increasing license attachments across the book. • Manage a co-sell and referral motion. Run account mapping with partners to surface enterprise opportunities, evaluate and route referrals to AEs, and manage co-sell engagements where the partner has documented ongoing involvement. Own the partner-influenced pipeline number alongside a direct quota. • Enable partners as sellers. Lead post-signature onboarding and ongoing enablement. Train partner teams on how to position and sell Yoodli inside their programs, GTM-heavy and product-light. Ensure first program delivery is a measurable success. • Incubate co-marketing opportunities. Work closely with internal and external marketing teams to identify content and event marketing opportunities. • Coordinate cross-functionally. Work across AE, CSM, Support, Legal, Finance, and Product to deliver for partners. Maintain rigorous CRM hygiene and partner data quality in HubSpot.

• Build scaled enablement. Design and run one-to-many enablement: webinars, onboarding, certification paths, templates, and self-serve resources that activate partners efficiently and reduce the need for one-to-one handling. • Activate and grow partners. Drive license orders aligned to partner programs, ensure partners reach a successful first program delivery, and identify expansion as programs mature. Manage annual partner program renewals as well as deal registrations. • Go deeper selectively. With a self-selected subset of high-potential partners, run account mapping to surface enterprise opportunities, then evaluate and route referrals to AEs and support co-sell efforts. • Coordinate cross-functionally. Work across AE, CSM, Support, Marketing, and Finance to deliver for partners. Maintain rigorous CRM hygiene and partner data quality in HubSpot.

• Responsible for achievement of Territory Sales Quota • Manage and develop customer base • Promote products to the pre-hospital EMS market • Uncover new business opportunities • Maintain organized account records in Salesforce.com • Provide various reports as required by management • Spend a minimum of 3 days per week working in the field

• Analyze and interpret financial statements (personal and corporate) • Review and approve loan transactions up to $1,000,000 • Recommend for approval more complex loan transactions that exceed $1,000,000 • Processing of more complex new loan applications in accordance with Bank policies and procedures • Prioritization of daily work • Adjudicate security requirements on existing loan portfolio • Review loans for satisfactory repayment history, correct and continued security documentation and status • Adherence to risk/ audit / compliance requirements • Process a high volume of applications • Meet and exceed defined service level agreements and engage Manager if SLA's are not met