• Help people find rewarding jobs • Encourage talent growth and career development • Foster team spirit and entrepreneurial culture • Build mutual trust among team members

• Lead, mentor, and scale a team of Partner Development Managers across SI/OEM and Alliance segments, setting clear MBOs and performance expectations. • Define and execute the FY27+ Strategic Partner Development strategy targeting incremental revenue growth across SI, OEM, and Alliance partnerships. • Serve as the executive relationship owner for assigned strategic partners, building C level and VP level relationships across partner organizations. • Represent the partner development function in executive leadership reviews and cross functional planning sessions. • Lead G/SI, OEM, and Alliance partnerships, and build end to end relationships with partner stakeholders from management to technical to sales/marketing leads. • Work with the partners to develop the partner’s offerings around Omnissa solutions and drive go to market, collaborating deeply with the Omnissa product team. • Drive partner development and partner sales of those joint solutions via resell, outsource, OEM, and managed services transactional models. • Drive sales and GTM alignment and revenue growth through geo sales engagement. • Lead complex contract negotiations across multiple agreement structures including OPPA, PHSP, and TAP program enrollment. • Navigate multi entity participation agreements, compliance requirements, and partnership transitions. • Develop and present executive briefing materials, redline analyses, and strategic recommendation documents for VP/SVP level review. • Align with Geo Sales leaders to land and expand partner relationships in each geography, quarterbacking global efforts with local execution. • Coordinate with Product, Alliances, Partner Marketing, Systems Engineering, and Field Sales to drive cohesive partner engagement strategies. • Drive alignment with the Alliance team on Annual Operating Plan (AOP) objectives and shared partner engagement where swim lanes intersect. • Own partner performance metrics: PID/JID pipeline, bookings, partner sourced new logo acquisition, and joint GTM partner program engagement. • Conduct regular QBRs with partners and internal stakeholders, translating performance data into strategic actions.

• Manage a book of top-spending, highly engaged homebuilder clients, delivering strong relationships and consistent, high-quality service • Own your sales targets, meeting and exceeding quarterly quotas while contributing to team revenue growth • Nurture builder relationships through regular communication, in-market visits, and strategic collaboration at the divisional and regional level • Serve as the primary expert and point of contact for divisional inquiries, providing insights and support that drive partner success • Lead Quarterly Business Reviews by contributing divisional performance insights and actionable recommendations • Deliver product education and platform training to builder teams, equipping them to maximize Zillow's advertising solutions • Prepare reports and analysis for scheduled and ad-hoc calls, supporting accurate forecasting and decision-making • Monitor industry trends and market developments to keep builder partners informed with current, relevant context

Role Description The Senior Principal Client Partner is responsible for owning and growing a portfolio of RapidScale’s most strategic enterprise clients. This role is accountable for driving business value, revenue growth, and a superior customer experience across RapidScale’s full portfolio of managed and professional services. The Senior Principal Client Partner operates at the executive level, building deeply embedded relationships with C-suite stakeholders and developing a strong understanding of each client’s business strategy, priorities, and technology landscape. This individual is responsible for aligning RapidScale’s solutions to client needs, demonstrating clear business value and outcomes, and positioning RapidScale as a long-term strategic partner. Serving as the single point of accountability for the client relationship, the Executive Client Partner owns the full customer lifecycle including account strategy, growth, retention, and overall relationship health. This role is designed to simplify the customer experience by replacing fragmented overlays with a unified, executive-level ownership model. The Senior Principal Client Partner works cross-functionally with solution engineering, delivery, product, and leadership teams to ensure alignment, secure resources, and drive successful outcomes. This individual is responsible for leading account planning, managing the sales cycle from qualification through close, and ensuring all internal stakeholders are effectively leveraged to support client success. Primary Responsibilities - Own and manage executive-level relationships across a portfolio of large enterprise clients - Serve as the primary point of accountability for the full customer relationship, including growth, retention, and outcomes - Develop and execute strategic account plans aligned to client business objectives and long-term success - Drive revenue generation, expansion, and share of wallet across managed services and professional services - Lead complex, multi-SOW, multi-year engagements from opportunity identification through close - Partner with cross-functional teams to develop a comprehensive understanding of client challenges and align solutions to business outcomes - Influence and coordinate internal resources across sales, solution engineering, delivery, and leadership to ensure client success - Identify risks to account growth or client success and develop mitigation strategies - Serve as the executive escalation point for client issues and ensure timely resolution - Maintain strong pipeline discipline, forecasting accuracy, and account planning rigor Qualifications - Bachelor's degree and 10+ years of enterprise sales, client partner, or strategic account experience. The right candidate could also have a master’s degree and 8 years’ experience, a Ph.D. and 5 years’ experience, or 14+ years of relevant experience without a degree - 7–10+ years of experience managing relationships with C-suite stakeholders in large enterprise environments - Proven ability to drive revenue growth, retention, and expansion within complex enterprise accounts - Demonstrated experience leading multi-year, multi-SOW, services-led engagements, typically in the $5M–$20M+ TCV range - Strong background in managed services, consulting, or cloud-based solution selling - Experience structuring and selling hybrid and multi-cloud solutions across private and public cloud environments - Ability to navigate complex organizations, influence decision makers, and build long-term executive relationships - Strong business acumen with the ability to connect technology solutions to measurable business outcomes Requirements - Travel up to 30–50% as needed to support client engagement Benefits - Flexibility to take as much vacation with pay as deemed consistent with duties and company needs - Seven paid holidays throughout the calendar year - Up to 160 hours of paid wellness annually for personal or family wellness - Additional paid time off for bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave