• Develop and execute strategic account plans to achieve revenue, retention, and expansion goals. • Identify opportunities to increase market share within existing national account relationships through additional locations, service enhancements, and special services. • Prospect, qualify, and develop new business opportunities within assigned accounts and target organizations. • Lead sales presentations, business reviews, and executive-level discussions with key decision-makers. • Participate in proposal development, pricing strategies, and RFP/RFQ responses for both existing and prospective national accounts. • Maintain a healthy pipeline of growth opportunities and accurately forecast sales performance. • Lead contract negotiations and renewals to maximize profitability and strengthen long-term client partnerships. • Collaborate with Legal, Finance, and Operations teams to ensure contract compliance and successful execution of agreements. • Support seamless customer onboarding and expansion activities in partnership with the Portfolio Implementation Manager and National Accounts Operations team. • Serve as the primary sales manager for assigned national account clients. • Build and maintain strong relationships with customer stakeholders, Regional Franchise Developers, and internal business partners. • Conduct regular business reviews to understand customer objectives, measure performance, and identify growth opportunities. • Ensure timely communication, issue resolution, and proactive customer engagement. • Champion customer satisfaction, retention, and loyalty initiatives. • Partner closely with Operations, Customer Support, Marketing and Implementation teams to deliver consistent customer experiences. • Communicate customer needs, market intelligence, and competitive insights across the organization. • Support strategic initiatives designed to enhance national account growth and operational excellence. • Maintain accurate account records, pipeline activity, and sales forecasts within CRM systems. • Analyze account performance, sales trends, and market conditions to identify opportunities and risks. • Prepare and present regular performance reports, business reviews, and strategic recommendations to sales leadership. • Provide insights and recommendations that support the overall growth strategy of the National Accounts program.

• Manage day-to-day relationships with VAMC Community Care staff, MTF clinic coordinators, and Family Readiness Officers across an assigned territory, serving as a reliable, responsive point of contact for referral coordination, authorization questions, and account needs across both VA CCN and TRICARE channels • Support Veterans in accessing Community Care Network (CCN) mental health services and TRICARE-covered active duty dependents in accessing in-network behavioral health care — resolving scheduling, onboarding, and access barriers in partnership with internal teams • Track referral activity and account health across assigned VA and TRICARE sites, escalating patterns and systemic issues to the senior AM and internal programs team • Train VAMC staff on SonderMind's CCN referral processes and MTF/base clinic staff on TRICARE authorization and scheduling workflows, ensuring all partners can send referrals confidently • Coordinate with Care Coordination, Provider Success, and Billing teams to resolve account-level issues affecting both VA and TRICARE beneficiaries • Maintain accurate records of account activity, VAMC and MTF contacts, authorization status, and escalation notes in Salesforce • Support the senior AM and Head of Military and Government Partnerships with reporting, site-specific insights, and preparation for strategic conversations across both VA and TRICARE accounts

Role Description We are seeking an Inside Channel Account Manager to help manage an existing book of Blumira MSP partner accounts. The ideal candidate will be relationship oriented but able to deliver mutually beneficial business outcomes for partners and Blumira alike. - Be able to handle a high volume of outbound calls and ability to prioritize high value activity - Manage partner relationships and find solutions to ensure business growth - Identify opportunities to execute joint sales and marketing motions - Develop partnerships to move partners up in partner program status - Ensure high renewal and retention rates Qualifications - 2+ years of MSP or channel management experience, or equivalent experience working with channel partners - Knowledge of cyber security landscape - Knowledge of MSP business model - Understanding of partner programs and managing partner compliance - Ability to negotiate contract renewals and revenue commitments Requirements - Start-up experience (Bonus) - SIEM/EDR/Detection & Response platform experience (Bonus) Benefits - Competitive compensation and stock equity plan - Flexible PTO - A flexible work environment that supports working from home - Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program Company Description Blumira is the security operations platform built for growing teams and partners supporting them, integrating comprehensive visibility, tools, and expert guidance to give IT and security teams peace of mind from knowing they never have to go it alone. Every business needs strong security and deserves tools built for them, not just the largest enterprises. Our team is passionate about putting resilience in reach for every organization and team, keeping the business running smoothly and helping teams build their own expertise through daily security practice. To realize our vision, we're looking for inquisitive and driven teammates, like you! Be part of a friendly and supportive team that embraces who you are and offers you the opportunity to help build and scale the Ann Arbor tech security scene and to learn and grow with experienced SaaS security leaders. You will have the ability to make a big impact in the initial build of Blumira’s Department organization and take Blumira to the next level!

• Own and Drive Renewal Cycles: Lead renewals for your assigned portfolio, understanding budget cycles, funding sources, and contract nuances to secure timely renewals and identify growth opportunities. • Expand Panorama’s Impact: Actively pursue growth within existing accounts by identifying upsell opportunities, cultivating strategic relationships, and encouraging customer adoption of key product features. • Engage Clients Strategically: Conduct executive business reviews, outcome reviews, and in-person meetings to reinforce Panorama’s value and drive retention. • Develop and Execute Account Plans: Create and maintain comprehensive account plans, using KPIs to track client health, engagement, and adoption metrics. • Collaborate Cross-Functionally: Partner with Sales, Customer Experience, Product and other teams to align on strategies that ensure consistent client satisfaction and retention. • Ensure Data-Driven Client Success: Utilize metrics such as outcome reviews, customer adoption rates, and active user data to inform decision-making, prioritize account activities, and tailor client interactions. • Maintain Proactive Communication: Log all key client interactions, document strategic goals, and ensure all actions and communications are aligned with Panorama’s client success framework.