• Lead the expansion of Ookla's enterprise business across the Middle East and Africa • Manage and grow a portfolio of existing strategic accounts • Identify, develop, and close new business opportunities across enterprise sectors • Position and sell Ookla's enterprise solutions portfolio • Work closely with internal teams to execute regional growth strategies • Develop and execute a territory and account growth strategy • Engage executive stakeholders including CIOs, CTOs, and Operations Executives • Drive customer retention, renewals, upsell, and cross-sell opportunities • Establish trusted advisor relationships with key stakeholders • Participate in industry events and conferences • Contribute market intelligence and competitive insights

• Entwicklung des Kundenstamms: Identifizierung neuer Kunden, Aufbau langfristiger Partnerschaften und Begleitung zum erfolgreichen Abschluss. • Kundenpflege und strategischer Ausbau: Betreuung wichtiger Bestandskunden, Erkennen von Potenzialen und Entwicklung nachhaltiger Umsatzchancen. • Taktische Beratung & Enablement: Unterstützung des Teams und der Kunden bei IoT-Plattform, Smart Metering und Effizienzstrategien. • Stakeholder-Management: Sicherheit im Gespräch mit C-Level und Technikverantwortlichen, Einbringung von Netzwerk und Branchenkenntnissen. • Vertriebsstrategie: Enge Zusammenarbeit mit Operations- und Produktteams, Markttrends und Kundenfeedback analysieren.

• Sales Director responsibilities include leading the sales cycle and customer solutions • Create, develop and maintain partnership with Salesforce counterparts • Generate leads sourced through partnerships with Salesforce • Own a quota of $4M+ for cross-cloud Salesforce services • Perform business development duties, including market and territory analysis • Execute daily pipeline management in Salesforce and provide weekly forecast reports • Collaborate closely with Telus Digital leadership, marketing, and consulting teams • Develop Statement of Work including defining business challenges • Transition the deal to the delivery team with knowledge sharing sessions • Stay engaged with the Customer during the delivery to assess new opportunities

• Provide strategic direction and leadership to the sales team to achieve revenue, renewal, and retention goals aligned with organizational objectives. • Develop and implement payer-focused sales strategies, tactics, and initiatives to drive revenue growth, increase market share, and expand MCG's presence within health plans and payer organizations. • Consistently achieve or exceed annual revenue objectives, including new sales, renewals, and retention benchmarks within assigned quotas. • Forecast sales performance, analyze market and sales data, and utilize insights to drive decision-making and business results. • Maintain disciplined use of sales metrics, pipelines, CRM tools, and performance analytics to effectively manage the business. • Collaborate with Account Management, Marketing, Product Management, Finance, Legal, and other internal stakeholders to align sales efforts with enterprise objectives and deliver a seamless customer experience. • Lead and oversee payer-focused RFP responses, coordinating cross-functional resources to develop compelling and competitive proposals. • Conduct market research and competitive analysis to identify payer market trends, customer priorities, emerging opportunities, and competitive threats. • Partner with Sales Leadership to develop and deploy segment-specific sales strategies, tools, and messaging that effectively align MCG solutions with payer business objectives. • Negotiate and oversee contracts, pricing, and commercial terms with health plans, managed care organizations, government programs, and other payer entities to secure new business and maintain existing relationships. • Support the development and execution of strategies for industry conferences, payer-focused trade associations, and MCG-sponsored events. • Represent MCG at industry events, conferences, client meetings, and market-facing activities. • Recruit, develop, coach, and mentor a team of payer sales executives, ensuring strong sales execution and professional growth. • Lead the identification, development, and implementation of AI-enabled tools, resources, and best practices that enhance sales effectiveness, improve operational efficiency, support account strategy, and enable Sales Executives to deliver a consistent, high-value customer experience while ensuring compliance with company policies and responsible AI use. • Establish clear performance expectations, monitor team performance, provide ongoing coaching, and address performance issues when necessary. • Foster a collaborative, inclusive, and high-performance culture that supports employee engagement, accountability, and results. • Partner with Sales Operations to support forecasting, business analysis, process improvement, territory planning, and strategic sales initiatives. • Champion the effective use of AI-enabled sales tools, analytics, and automation capabilities to improve pipeline management, forecasting accuracy, sales productivity, and customer engagement.