• Grow new acquisitions and existing customer business within assigned SMB territories: Saudi Arabia and Pakistan. • Be accountable for monthly revenue goals through deal qualification, prior customer engagement, and value-based positioning of Sophos solutions. • Understand end-to-end deal flow processes, including the roles and responsibilities of cross-functional support teams, to quickly resolve issues. • Ensure quotes and other sales-related tasks are processed in a timely, efficient, and accurate manner while maintaining compliance with internal policies. • Use Clari and Power BI tools to manage the weekly sales funnel and assigned sales metrics. • Communicate effectively and efficiently with customers, partners, and distributors to progress assigned tasks. • Achieve agreed quarterly sales goals and performance indicators, including daily standards for the number of tasks handled and closed. • Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and Sales Engagement tools. • Add value to the channel business through best-in-class partner support, driving new logo and cross-sell campaigns with a strong growth mindset.

• Manages the fulfillment of celebrity and sports-related wishes, acting as a primary point of contact between Make-A-Wish chapters and talent representatives, including agents, publicists, and team PR managers.  • Delivers high-touch customer service to Make-A-Wish chapters and international affiliates, ensuring all logistics are handled with empathy, professionalism, and responsiveness.  • Coordinates multiple aspects of the wish experiences, including scheduling, talent communication, onsite support (where-needed), and contingency planning.  • Builds and maintains relationships with key entertainment and sports contacts to support ongoing and future wish opportunities.  • Ensures that wish experiences are tailored to the unique needs and preferences of each wish child and family, with close attention to medical, mobility, or scheduling requirements.  • Leads cross-functional planning and logistics for wishes involving athletes, celebrities, influencers, or media properties, ensuring alignment with Make-A-Wish brand values.  • Maintains and updates Salesforce CRM records, tracking wish statuses, follow-ups, and industry engagement; generates reports to support planning and workload management.  • Attends select events and wish experiences, providing onsite support and relationship management when appropriate; identifies and deploys local volunteers when travel is not feasible.  • Collaborates with internal and external teams to gather stories and visuals from wish experiences for potential media and promotional use, obtaining all necessary approvals and releases.  • Creates and maintains celebrity and talent contact profile database.

• Fulfill the role of trusted advisor on Dun & Bradstreet solutions through the development of strong, positive relationships with clients • Build senior level executive relationships with partners to achieve revenue growth and partner satisfaction objectives within targeted partner portfolio and prospects • Maintain and grow the revenue stream for partner retention, upsell and cross-sell opportunities • Create compelling use cases for potential partners. These are longer sales cycles requiring extensive pre-sales efforts to establish credibility, map out solution architecture, validate value proposition, and test • Prospect, qualify, negotiate, close and initiate the implementation of new partnerships and ensuring they monetize • Meet annual revenue goals through new partner acquisition and growing existing partnerships • Act as the quarterback on new opportunities and are responsible for bringing in appropriate resources into the opportunity • Establish and maintain expertise in prospective partner use cases; participate in industry focus groups, conferences, or any other meetings for industries in which he/she is prospecting • This role is intended for a professional who has wide-ranging experience

Role Description This is a flexible position and has the option of working in our Toronto office full time, hybrid throughout the week or working entirely remotely. The Senior Account Manager serves as the primary point of contact for a portfolio of Vena customers, focused on delivering an outstanding customer experience while driving net revenue growth through renewals, cross-sell, and upsell opportunities. In this strategic role, the Senior Account Manager builds trusted, multi-threaded relationships at all levels within customer organizations and acts as a key link between customers and Vena’s internal teams, ensuring satisfaction, value realization, and long-term success. How You'll Make an Impact - Customer Relationship Management: - Build and nurture multi-threaded relationships with key stakeholders and decision-makers within customer organizations. - Develop and execute account plans for growth potential accounts by conducting effective discovery sessions with customers to understand their top priorities and business challenges. - Act as a trusted advisor by demonstrating how aligning their unique challenges to Vena’s platform capabilities can solve their business challenges and deliver measurable business outcomes. - Revenue Retention and Growth: - Manage and own the net revenue growth strategy and execution for your assigned portfolio of accounts by driving the renewal and expansion/upsell strategy. - Lead the quote to order process by preparing and presenting bespoke pricing proposals and facilitating the contract creation and execution process. - Maintain an accurate forecast on a weekly basis to consistently meet and exceed annual revenue targets. - Actively manage both expansion sales and renewal cycles, leveraging workback plans and/or mutual close plans as needed. - Address SLA, security/compliance requests, invoice collections issues, and/or other commercial terms as needed. - Customer Health: - Utilize data-driven insights by leveraging technology and reporting to monitor account health, identify and track renewal and expansion opportunities, and report on key performance metrics. - Proactively identify risks and take steps to prevent churn with support from Vena’s Customer Success team members and relevant cross-functional teams. - Collaboration with Internal Teams: - Partner with cross-functional departments that support delivering an exceptional customer experience. - Advanced Negotiation and Influence: - Use strong negotiation skills to handle important contract discussions, resolve issues, and manage challenging customer situations. - Work closely with key decision-makers at customer organizations to help grow and strengthen Vena’s presence. - Enablement: - Embrace a growth mindset by actively engaging in learning and development opportunities. - Occasionally lead or support internal enablement or training initiatives. - Other duties, as assigned. Qualifications - 4+ years of proven and consistent success managing the retention and growth strategy of an established client base or equivalent experience. - Experience driving adoption and change management within tech organizations. - Excellent presentation and communication skills with the ability to build relationships with senior management and C-suite Finance stakeholders. - High level of organization in your workflows. - Proven reputation as an account management professional who exemplifies Vena’s values. - A growth mindset committed to personal and professional development. - Team player who can also thrive in self-managed and independent environments. Requirements - Experience in “sell to a Finance audience” and Finance Process and Accounting expertise/knowledge. - Drive performance through creativity, lead-by-example leadership, compelling communication, and inspiration. Benefits - Base salary range: $108,035 - $146,165 CAD. - Individual pay influenced by factors like work location, skills, experience, and education. - Compensation may adapt as you progress in your role, offering flexibility for growth beyond initial levels.