• Identify, evaluate, and prioritize strategic partnership opportunities • Lead partnership lifecycle management from opportunity assessment to ongoing performance evaluation • Structure and negotiate agreements including licensing and vendor relationships • Conduct vendor and partner evaluations with a focus on strategic fit • Partner closely with Legal and Product leadership to operationalize IP strategy • Establish governance frameworks related to AI usage and licensing • Support protection and responsible extension of company intellectual property • Contribute to pricing, packaging, and monetization models for IP-driven offerings • Drive alignment across stakeholders with competing priorities • Define and track partnership success metrics and monitor performance

• Proactively build and manage top-tier commercial AV business partners and distributors across Australia and New Zealand. • Identify, recruit, develop, train, and manage a strategic set of channel accounts - integrators, distributors, consultants, and end customers - to drive growth of the AUNZ AV channel business. • Maintain and expand distribution channels, onboarding value-added distributors and sub distributors in key AUNZ verticals to develop the project business pipeline. • Drive account management of existing partners, identifying key AV channel partners to grow share of wallet across all product categories. • Identify and recruit new partner relationships to generate quarterly recurring NETGEAR business, with a focus on impactful face-to-face engagement across major AUNZ cities and regions. • Find specialist channel partners to accelerate adoption of wireless access points and managed switches supported by our cloud solution within the local market. • Create proposals and business plans, negotiate agreements, and maintain strong overall relationships with customers and new business prospects. • Identify and capitalise on opportunities across key AUNZ verticals including commercial fit-outs, government, education, hospitality, live events, and broadcast. • Meet or exceed quarterly and annual top and bottom-line targets for the AUNZ region. • Plan and prioritise meetings, sales calls, and customer contact to maximise sales and achieve agreed business objectives. • Provide weekly reporting and forecasting across your territory perimeter. • Manage product, pricing, and margins in line with agreed aims. • Use customer and prospect contact tools and systems, keeping all information current and accurate. • Coordinate with internal NETGEAR resources - SE, Marketing, Product Management, Sales, Tech Support, and Operations - to optimise sales results. • Deliver regular training to partners at all levels of their organisation on the AUNZ AV switches and access points line. • Provide competitive intelligence, market trends, and channel or technology insights relevant to the AUNZ landscape to help NETGEAR improve its business. • Fully understand the competitive environment

• Managing a digital brand focused on websites • Brand launch experience required • Build and sustain relationships with key clients grounded in an understanding of their business goals • Demonstrate ability to provide confident counsel on client inquiries and establish fluency in the capabilities and offerings of Avalere Health • Develop proficiency in the client's market, trends, influencers, competitors, and key stakeholders • Effectively communicate the brand’s business objectives to the agency team both verbally and through written communications • Provide feedback on work in development across strategy, creative, technical and analytic project types as well as interpret client and medical/regulatory/legal feedback for the agency team • Document all scope requests (detailed description of the client deliverable), author project briefs (with input from subject matter experts as needed), and write SOWs based on inputs provided by delivery team • Partner with delivery and account leadership to monitor revenue and profit and mitigate risks, including discussing scope issues with the client directly • Demonstrate an eye for opportunities, catching potential growth opportunities and partnering with account leadership to grow revenue within assigned accounts • Demonstrates and applies extensive knowledge on CIDP • Responsible for managing daily account work on CIDP, responsible for ensuring that projects are on time and meet client expectations • Responsible for flawless execution • Manages budget tracking and communication about budget status/tracking internally, relaying to leadership when project is out of scope or needs re-estimate (estimate vs actual; % complete; etc.) • Exhibits sounds judgement to anticipate and effectively solve challenges. Is a collaborative partner with a solution oriented mindset • Demonstrates effective communication skills internally and externally • Identifies effectively when to escalate and when to problem solve on their own • Thinks analytically about data driven insights to push brand strategy forward • Applies past learnings to future initiatives • Effectively writes clear and concise project briefs with little no input from leadership • Exhibits bigger picture thinking about the brand as a whole and how dots connect to day-to-day project work • Facilitates and leads tactical meetings and MRC discussions • Has baseline knowledge of MRC submission process, Veeva (or similar submission software) and can review MRC comments effectively • Can balance the need for process and flexibility to effectively manage clients and internal team members • May serve as a dotted line manager to AE or SAE reports; mentors and grows more junior level employees

Role Description As Senior Account Manager, California, you are an outcome-driven and self-motivated salesperson focused on increasing share-of-wallet from a named account list. You are an EdTech pro who loves building relationships with existing customers and has a track record of success selling additional products to current accounts. You have proven experience selling to K12 schools and districts, and you’re comfortable presenting to district administration and engaging stakeholders at all levels of those organizations. You will be responsible for the complete sales cycle from developing upsell/cross-sell strategy, conducting prospecting activities, building a rock-solid pipeline, and securing renewals and upsells with our largest accounts. What You’ll Do - Develop a comprehensive territory strategy to maximize your efforts - Collaborate with marketing to create persuasive campaigns that drive interest in additional products - Execute demand generation activities via digital, phone, and in-person - Attend conferences, tradeshows, regional and local events, and participate in networking activities that increase engagement with target accounts - Conduct effective discovery and diagnosis conversations that drive demand for and present the value of additional Aeries product offerings - Build a strong, predictable, multi-year pipeline of renewal and upsell business - Navigate educational institutions to understand the needs and requirements of a wide variety of stakeholders across multiple departments - Collaborate with Aeries customer success department to ensure successful implementation and adoption - Negotiate and close 5- and 6-figure contracts - Present annual and quarterly territory plans, including short- and long-term sales forecasts - Represent Aeries Software and its products with enthusiasm and integrity Qualifications - Strong sales mentality, with experience managing an existing enterprise customer base - 5+ years proven track record of exceeding sales quotas in excess of $1M annually - Ability to forecast sales on a quarterly and annual basis - 5+ years experience using Solution Selling, consultative, or value-based sales methodologies - 5+ years successfully managing complex sales with an extended sales cycle - Attend conferences and events, as required - Effective presentation and product demonstration skills - Proactive, collaborative, forward-thinking, and problem-solving mindset - Bachelor’s Degree (or equivalent work experience) preferred, not required - SIS, ERP, LMS, or EdTech experience preferred - Salesforce experience preferred Requirements - Status: Full-time - Salaried, exempt - Work Location: Remote (Must work from one of the following states: CA, AZ, NV, UT) - Travel Requirements: 25% travel within California, with occasional trips to other locations for training and meetings, including to our headquarters in Orange, CA - Physical Requirements: Prolonged periods of driving within territory; Prolonged periods of sitting at a desk and working on a computer Compensation - $80,000 - $95,000/annualized base salary based on experience & skills, + Variable commission Benefits - Health insurance coverage for employees and covered dependents - Health Savings Account with employer contributions - 401(k) plan with up to 4% employer match - “Responsible PTO” with additional paid time off for sick time, volunteering, bereavement, and jury duty - 11 paid holidays with additional paid closure between Dec 26 – Dec 31 - Educational Reimbursement program and opportunities for ongoing professional development