• Act as a strategic partner to established customers by providing consistent and insightful guidance tailored to their needs • Build and maintain strong relationships through proactive collaboration and understanding of customer objectives • Conduct regular customer business reviews and proactively resolve issues to enhance satisfaction • Collaborate with Sales Development Manager ID , Health System Executive, Distribution Field Managers, and Regional Business Analyst to secure early renewals and mitigate competitive threats • Develop and execute strategic account plans focused on value expansion and profitability • Forecast future needs based on market, regulatory, or environmental trends • Plan, coordinate and manage the sales performance of third-party distributor sales force(s) in the assigned territory. • Provide regular sales reports, forecasts and communication with sales leaders

• Drive net-new business and revenue growth by selling enterprise solutions directly to strategic accounts and within a defined geographic territory. • Build/maintain relationships and pilot partnerships with independent and private secondary schools within the territory, developing a working knowledge of their distinct procurement processes, governance structures, and student outcome priorities — informing future go-to-market strategy in this emerging and cross-over segment. • Lead and execute comprehensive retention and expansion strategies for existing high-value strategic accounts to maximize long-term contractual value and partner loyalty + success. • Serve as a functional lead and mentor, providing guidance, strategy support, and skill development to develop other members of the partner sales team. • Document, formalize, and optimize client implementation models to create structured, repeatable deployment blueprints that ensure reliable student and institutional outcomes. • Maintain a high-visibility pipeline utilizing CRM/Salesforce best practices, providing accurate monthly and quarterly sales forecasts to senior executive leadership. • Partner closely with multiple cross functional internal teams, product, security, privacy, and operations teams to align Kaplan’s capabilities with the unique, complex requirements of strategic K12 partners. • Collaborate with product marketing to host webinars, execute conference playbook, and contribute to white papers and blog content that helps to pull the market and generate new leads.

• Set and communicate the department vision in alignment with Blue Forest leadership • Oversee department Objectives and Key Results (OKRs) and drive accountability across IP workstreams • Institutionalize IP program processes, knowledge, and frameworks to ensure continuity across departments and staff • Keep Blue Forest informed on relevant Tribal policy developments, legislative updates, and news • Develop internal trainings to deepen organizational capacity for meaningful Tribal engagement • Identify new opportunities and develop a strategy alongside Blue Forest leadership to support Tribal stewardship goals through conservation finance • Serve as an external spokesperson and thought leader on Indigenous partnerships, with a focus on Tribal lending across Blue Forest’s portfolio • Maintain and grow relationships with federal and state government Tribal affairs partners • Build coalitions with Native and Native-serving nonprofits to advance shared goals • Support board development and engagement related to Indigenous partnerships • Manage the Indigenous Partnerships team, including hiring, planning, and professional development • Lead funder relationships and serve as the primary point of contact for Indigenous Partnerships funding opportunities, partnering with the fundraising team to develop and execute a sustainable funding strategy • Lead budget planning and resource allocation for the department • Manage collaboration processes and handoffs across teams to ensure IP is integrated into project development, the science team’s research and development, investment decisions, and other workstreams • Lead program impact reporting for the annual impact report and required grant reporting • Partner with the communications team to maintain or improve external messaging about the Indigenous partnerships program on Blue Forest’s website, impact report, and other communications materials • Support the project development team with Tribal engagement on specific FRB projects as needed

• Unify the Account Management Lifecycle: Lead a specialized pod of 5–6 direct reports (BDMs and Specialists), ensuring that professional fleets are not just contracted, but successfully integrated and optimized for daily ride volume. • Drive Professional Supply Performance: Own supply-side performance for the WAV and Livery categories, ensuring we have the professional density required to meet district demand. • People Leadership & Development: Manage and coach a team of individual contributors. You will be responsible for their career growth, performance management, and daily tactical guidance. • Standardize Operational Blueprints: Eliminate "islands of process" by enforcing strict documentation standards. You will ensure every market launch and CarePartner relationship follows a consistent process. • Manage High-Complexity Portfolios: As a player-coach, you will directly manage a select group of high-complexity strategic partnerships, modeling excellence in account management for your team. • Act as the First Point of Escalation: Serve as the primary operational lead for complex CarePartner negotiations or significant service-level gaps within your pod. • Optimize the "Hunter/Farmer" Handshake: Partner with Revenue and Sales Ops to ensure that new supply acquisition is perfectly aligned with upcoming district demand and operational capacity.