• Drive migration opportunities from legacy or competitive systems to vCAD/vRMS. • Promote adoption of vMobile applications to enhance operational efficiency and officer mobility. • Conduct Core Viability Assessments for customers using only Enterprise products to identify upgrade paths. • Lead structured RFP responses, discovery sessions, and competitive displacement strategies. • Apply MEDDPICC for rigorous deal qualification and progression. • Use Challenger Sale principles to uncover customer pain points, teach new perspectives, and tailor solutions that solve critical problems. • Focus on large accounts and foundational systems that create long-term partnerships. • Develop and execute strategic account plans to drive whitespace growth and multi-year relationships. • Partner with internal teams (Solutions Engineering, Customer Success, Marketing) to deliver compelling proposals and presentations. • Influence product roadmap through customer insights and competitive intelligence. • Maintain accurate pipeline data and forecasting in CRM. • Track MEDDPICC checkpoints and Challenger behaviors for continuous improvement.

• Manage client accounts and relationships • Collaborate with internal teams to meet client needs • Develop strategies to enhance account performance

• Lead client relationships and act as the primary day-to-day contact • Manage medical communications projects from briefing through delivery • Collaborate with Scientific, Editorial, Creative, and Project Management teams • Oversee budgets, forecasting, and financial performance across accounts • Ensure work is delivered on time, on budget, and to agreed scope • Identify opportunities for organic account growth and support new business efforts • Maintain high standards of quality, compliance, and operational efficiency

• Responsible for accelerating Sonatype’s indirect revenue growth across EMEA by developing strategic reseller relationships • Own a portfolio of high-potential regional partners, helping them become trusted advisors • Partner closely with Sonatype’s primary fulfillment and procurement partners ensuring enterprise opportunities progress efficiently through procurement, licensing, and commercial negotiations • Drive joint account planning, partner enablement, pipeline generation, and commercial execution across their territory