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

Role Description The Account Manager II - Channel Manager leads the Partner’s experience with the standard Lumen Enterprise Acquire and Customer Success policies, processes, and tools as well as those created specifically for the Partner Channel. The responsibilities include building, growing, and maintaining mutually beneficial relationships with the right strategic Partners to expand our market share. This role identifies and manages an assigned account base of indirect sales, telecommunications partners to generate revenue by executing channel programs. The Account Manager II is responsible for selling new and existing company products and services, targeting business to business clients. Main Responsibilities - Drive inflight sales opportunities with Partner/Customer/Internal teams - Develop and implement opportunities to cross-sell and up-sell accounts, increasing overall revenue spend by targeted customers - Develop sales in designated account base by working with partners to identify new sales opportunities - Win new business from existing customers - Coordinate with Inside Sales on partner sales opportunities, prepare customer presentations, and coordinate with internal groups (sales engineering, product, etc.) during the sales process - SFA opportunity creation and Funnel Management - Solution pricing review and negotiation - Partner Engagement – New partner activation, dormant partner reactivation, relationship building - Sell the value of Lumen - Formalize relationship with Lumen & Partner either directly or under an existing Master Partner - Profile/Identify new Partners - Coordinate and deliver training and on-boarding programs for Partners to ensure sales readiness for company products and processes, including product and systems training Qualifications - 3-5 years of related experience - Proficient understanding of company’s telecommunications products and network capabilities - Valid driver license as role may require driving to customer and/or partner meetings - Ability to travel an average of 25% Compensation This information reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual pay is based on skills, experience and other relevant factors. - $65,793 - $87,715 in these states: ID, MT, UT, WY - $69,080 - $92,106 in these states: OR - $72,368 - $96,487 in these states: CA, WA Benefits Lumen offers a comprehensive package featuring a broad range of Health, Life, Voluntary Lifestyle benefits and other perks that enhance your physical, mental, emotional and financial wellbeing. Background Screening If you are selected for a position, there will be a background screen, which may include checks for criminal records and/or motor vehicle reports and/or drug screening, depending on the position requirements. Equal Employment Opportunities We are committed to providing equal employment opportunities to all persons regardless of race, color, ancestry, citizenship, national origin, religion, veteran status, disability, genetic characteristic or information, age, gender, sexual orientation, gender identity, gender expression, marital status, family status, pregnancy, or other legally protected status (collectively, “protected statuses”). Privacy Notice Lumen is committed to protecting the privacy and security of personal information collected during the recruitment and hiring process. Our Applicant Privacy Notice explains how we collect, use, disclose, and protect applicant information.

- Define and lead the commercial transformation agenda, translating strategic ambition and innovation into scalable operating models, governance and measurable outcomes. - Work closely with the Head of Innovation and incubation team to establish clear pathways from concept validation to commercial launch, ensuring viable ideas are prioritised, funded and scaled effectively. - Lead the commercial integration of acquisitions, driving synergy capture through aligned propositions, cross-sell strategies and operational efficiencies. - Develop repeatable methodologies to maximise return on network and infrastructure investments through innovative commercial models and new market entry strategies. - Identify, secure and operationalise high-value partnerships and alliances that enhance capability, accelerate innovation adoption and strengthen market positioning. - Establish a structured approach to qualifying, prioritising and scaling innovation opportunities, aligning investment decisions to commercial value and strategic fit. - Shape the commercial application of AI, translating capability into customer propositions and enabling adoption across priority segments. - Drive alignment across propositions, channels and sales to improve commercial performance and increase speed to market. - Influence and align stakeholders across the business ensuring shared ownership of outcomes. - Ensure solutions and commercial strategies are tailored to the needs of regulated, high-value sectors such as Government and Financial Services. - Define success metrics, governance and reporting frameworks to track strategic impact, financial returns and delivery outcomes. - Lead and develop a high-performing product function, creating clarity, alignment and conditions for success. Shape culture, capability and performance through others, acting as a visible leadership role model.

• You recruit new FormMed therapists and expand our network within the healthcare sector • You manage and develop your existing client relationships with passion and structure • You design targeted customer retention strategies — based on state-of-the-art sales tools and market analyses • You coordinate and support tailored proposals and one-on-one advisory meetings with therapists • You take responsibility for sustainable revenue growth in your territory