• Develop executive level relationships within the distributors • Manage relationships in a highly leveraged, matrixed environment with indirect reports • Develop goals that are measurable and drive productivity within our distributors • Conduct impactful QBRs with meaningful and measurable action items, as well as follow-up • Achieve revenue targets and goals for the distributors • Train and enable distributor sales teams and overlay personnel on Arctic Wolf solutions and Partner Program • Work across all business units both internally at Arctic Wolf and within distributors for operational efficiencies • Work closely with Alliances teams internally and within distributors to achieve regional goals • Driving demand: Work with distribution partners to generate prospective customers through channel campaigns and channel promotions and account mapping activities • Work with distribution to promotes up-sell and new sales opportunities within a channel partner’s existing and competitive accounts • Work with distribution to provide marketing/sales collateral to partners with prospective clients • Managing, administering and delivering certification training for distributor/partner sales and distributor/partner systems engineers • Onboarding and Enablement: Respond to partner requests that come from distribution and ensure proper field and inside sales alignment in partner end user opportunities • Track/monitor/support pipeline through distribution • Provide marketing/sales collateral and respond to channel inquiries regarding product, channel programs and channel promotions • Drives all aspects of business development and sales enablement initiatives and works with Director of Distribution to drive final account decisions • Develops recommendation from complex data and business analyses and formulates them into business plans • Leads and executes highly complex, time sensitive projects; identifies and recommends solutions for multifaceted operational and programmatic problems for specific account • Leads efforts to develop innovative business models and analyses to support multiple, large projects

• Serve as the primary strategic partner and trusted advisor to assigned employer clients • Deliver ongoing, insight-rich reporting that clearly demonstrates the clinical, financial, and experiential value of PHM services for each client’s population • Partner closely with Sales and Clinical teams to drive strong client engagement, long-term retention, and account growth • Build deep relationships with existing client stakeholders while expanding relationships across HR, benefits, finance, and executive leadership • Drive member engagement by developing strategic activation approaches and identifying opportunities for integration within each client’s broader benefits ecosystem • Materially grow Health Solutions revenue by serving as a PHM subject-matter expert in new client pursuits and expansions and identifying and executing opportunities to expand PHM services within existing accounts.

• Manage and maintain client relationships with a long-term partnership approach • Prospect for new clients and stakeholders within your accounts • Organize and conduct client meetings in tandem with consulting teams to present the firm and its areas of expertise • Manage the pre-sales cycle for our consulting services using a project-based approach • Analyze the potential of the client environment alongside management

• Improve Univar’s position within each account using consultative and in-depth selling at all levels • Prospect for new business by conducting sales calls to actively grow the size of the territory • Focus on customer retention and overall customer satisfaction • Provide customer technical support and consultant services • Maintain a clear updated view of your sales pipeline • Set pricing and service levels • Coordinate with Local Sales, Purchasing, and Operations to ensure proper inventory levels • Demonstrate commitment to safety