• Lead sourcing and execution of early-stage investments across AI, SaaS, fintech, and emerging technologies. • Develop investment theses around high-conviction markets and technology trends. • Build long-term relationships with founders, operators, investors, universities, and startup ecosystems. • Lead due diligence, valuation discussions, and investment recommendations. • Serve on portfolio company boards or as a strategic advisor where appropriate. • Mentor founders on fundraising, hiring, product strategy, go-to-market, and company building. • Partner closely with the Venture Studio to identify and launch new companies. • Represent 16VC at industry events, conferences, demo days, and global startup communities. • Help shape the firm's investment strategy, brand, and long-term vision. • Support fundraising efforts and relationships with Limited Partners (LPs).

• Develop and execute the partner sales and go-to-market strategy across MSPs. • This position will be managing payment processors and occasionally reseller, with the ability to navigate at executive level at least on the fraud and risk discussions. • Establish, negotiate, and close strategic partnership agreements that create mutual value for FICO and its partners. • Build joint solutions that integrate the FICO Platform and AI capabilities into partner offerings, delivering differentiated intellectual property to the market. • Own the rhythm of business with your partners, including forecasting channel sales, managing pipeline, and consistently meeting or exceeding revenue targets. • Serve as the strategic and commercial point of accountability for each partnership across its full lifecycle. • Coordinate closely with internal strategy and execution teams to align on priorities and deliver against shared goals. • Represent FICO at customer, partner, and industry events to build visibility and strengthen relationships. • Partner cross-functionally with product, marketing, legal, and finance to structure mutually beneficial business models and remove barriers to growth. • Drive the expansion and deepening of foundational partnerships, evolving them into long-term, high-value strategic relationships.

• Develop and execute the partner sales and go-to-market strategy across MSPs. • Establish, negotiate, and close strategic partnership agreements that create mutual value for FICO and its partners. • Build joint solutions that integrate the FICO Platform and AI capabilities into partner offerings, delivering differentiated intellectual property to the market. • Own the rhythm of business with your partners, including forecasting channel sales, managing pipeline, and consistently meeting or exceeding revenue targets. • Serve as the strategic and commercial point of accountability for each partnership across its full lifecycle. • Coordinate closely with internal strategy and execution teams to align on priorities and deliver against shared goals. • Represent FICO at customer, partner, and industry events to build visibility and strengthen relationships. • Drive the expansion and deepening of foundational partnerships, evolving them into long-term, high-value strategic relationships.

• Demo & Pre-Sales Execution Lead tailored product demonstrations for new prospects and expansion opportunities across the full CAI Maritech portfolio, adjusting each demo to the prospect’s industry, workflow, and pain points. • Partner closely with Account Executives and CSMs to strategically position products ahead of and during the sales cycle. • Customize demo environments to reflect real-world operational scenarios that resonate with each audience. • Handle technical and functional Q&A on the spot, instilling buyer confidence in the platform. • Support strategic sales opportunities and executive-level customer discussions as needed. • Strategic Customer Engagement Partner with Customer Success Managers to support high-value, strategic customer accounts throughout their lifecycle. • Develop a deep understanding of customer organizations, business objectives, operational processes, and key challenges. • Conduct discovery sessions, workflow assessments, and process mapping exercises to identify opportunities for improvement. • Serve as a trusted advisor by recommending solutions that align platform capabilities with customer business goals. • Value Realization & Business Consulting Build business cases and value realization plans that demonstrate measurable outcomes from platform adoption. • Identify opportunities to increase efficiency, improve workflows, and enhance operational performance. • Guide customers toward achieving defined success metrics and ROI objectives. • Help customers establish and track KPIs related to platform usage and business outcomes. • Adoption & Risk Mitigation Monitor customer adoption trends and identify signs of underutilization, workflow misalignment, or declining engagement. • Partner with CSMs to develop action plans that address customer risk and improve overall account health. • Lead strategic intervention initiatives to stabilize at-risk accounts and improve renewal confidence. • Product Liaison & Technical Escalation Serve as the primary escalation point for technical and functional questions that fall outside standard sales or CSM conversations. • Triage prospect and client inquiries requiring product team input, ensuring timely responses that keep deals and initiatives moving. • Capture and relay field intelligence, feature requests, and competitive signals to Product and GTM leadership on a consistent cadence. • Maintain deep, current knowledge of the product roadmap so you can speak credibly to what’s coming and when. • Internal Training & Enablement Own onboarding and ongoing product training for new sales hires, building their confidence to run demos and qualify opportunities. • Develop and maintain demo playbooks, training materials, and competitive talk tracks for each product in the portfolio. • Run regular enablement sessions to keep the team current on product updates, new features, and messaging changes. • Identify skill gaps on the team and proactively create training to close them.