• Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect • Routinely meet or exceed sales quotas: ACV bookings and in year revenue • Build and maintain relationships with enterprises level clients, understanding the organization's strategic initiatives in digital identity and authentication • Develop a deep knowledge of how Prove solutions meet the client/prospect's use case • Independently build and manage your direct sales pipeline in assigned accounts and/or a geographic region • Develop a deep knowledge of the prospect's organizational structure and buying process • Conduct discovery sessions to clearly understand the prospect's business needs, priorities, budget, timing and key KPIs • Translate data study results to an executive summary which clearly articulates how Prove met the data study business objectives • Prepare prospect proposals, negotiate business terms and manage the overall contractual process • Communicate effectively with internal stakeholders and set realistic external expectations • Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership • Keep the company informed on market intelligence regarding the identity verification and authentication markets • Promote, maintain and enhance our cultural values of humility, passion, inclusion and leadership • Exhibit a strong passion for learning about our products and markets through in-house and external training.

• Serve as the senior leader and strategic business partner for some of Alma’s largest health plan partnerships. • Develop collaborative working relationships with external health plan executives across network, clinical, product, sales and marketing to identify and capitalize on high-impact growth opportunities, ensuring strategic alignment and mutual success. • Spearhead the development and execution of strategic plans to exceed growth and retention targets for each health plan partnership. • Consistently demonstrate Alma’s value proposition and link to the health plan’s defined success metrics. Ensure regular business review meetings are conducted with health plan senior leaders. • Track the performance of partnerships, measure impact, and continuously optimize partnership strategies based on identified trends or areas of opportunity. • Work closely with internal teams, including Client Success, Product, Marketing, Analytics, Legal, and Operations, to ensure the successful execution of partnership initiatives and integration with existing programs or services. • Assess the competitive environment and develop retention and sales strategies to capitalize on market opportunities and drive a competitive advantage. • Lead all new initiatives required to evolve the health plan’s programs, negotiate resources, and guide the cross-functional team implementing agreed upon program innovations. • Lead partnership presentations related to strategic planning, monthly/quarterly business results, and program evolution. • Be the voice of the customer internally to advocate for needs and drive process improvement.

• Strategic market development & account strategy • You actively shape the go-to-market strategy for the manufacturing sector • Prospecting, sales cycle & closing • You act as a true hunter, proactively approaching new customers through cold outreach, your network and industry events, and you confidently steer complex enterprise deals to closure • Solution selling & pain-point discovery • In discovery conversations with engineering, procurement and operations stakeholders, you dig deep, identify pain points and convert them into compelling, value-based solution proposals that persuade at the C-level and within hierarchical organizations • Support and expansion of existing customers • You turn every won customer into a long-term partnership, actively driving upsell, cross-sell and expansion opportunities • Cross-functional collaboration • You work closely with sales leadership, SDRs, marketing, and product and customer-success teams • Revenue ownership & forecasting • You take full ownership of your revenue targets and play a major role in driving growth in the manufacturing segment

• Own the full enterprise cycle across your territory — from strategic targeting and executive discovery through negotiation and close. • Build account plans that win net-new enterprise logos in industrial manufacturing, and expand them over time. • Develop trusted relationships with C-suite, operations, supply-chain, and technical stakeholders inside genuinely complex organizations. • Consistently close enterprise deals at $1M+ ACV, navigating real buying committees and long, multi-threaded processes. • Partner tightly with Solutions Engineering, Product, Customer Success, and leadership to build business cases that actually land. • Set a standard the rest of the team is measured against — and help build a world-class enterprise sales org.