• Develop and implement strategies to increase the average deal size through initial needs assessment, identifying opportunities for upselling and cross-selling to maximize revenue. • Build and maintain strong relationships during the customer lifecycle with C-suite contacts. • Conduct face-to-face meetings with clients to understand their needs and present solutions. • Focus on selling VEEAM software solutions and have working knowledge of our Alliance Partner solutions and ecosystem • Travel: Willing to travel 50% of the time for customer and partner meetings. • Develop a deep comprehension of customer's business and competitive landscape • Negotiate favorable pricing and business terms with large commercial enterprises by selling value, TCO, and ROI • Demonstrate resourcefulness when faced with challenges that defy an easy solution • Have intuitive sense of necessary steps to close business and gain customer validation • Maintain exceptional working relationships with channel partners to identify potential new sales opportunities • Provide insight and position Veeam into meaningful customer relationships • Ensure robust forecasting accuracy and consistency of pipeline build • Develop and manage specific key account relationship maps for your territory including existing customers and aspirational targets • Function as Veeam’s advocate within the enterprise organization, while advocating for the customer within Veeam • Possess in-depth Veeam product knowledge • Prepare concise and accurate reports, proposals, and other required documentation for executive-level presentations • Assess market needs, competitive landscape, and follow a defined selling process

• Build awareness of Veriskin's technology across large integrated healthcare systems. • Identify and develop partnerships with leading medical device companies for co-development opportunities and joint health economic studies. • Establish early relationships with primary care networks and healthcare providers. • Collaborate directly with the CEO to shape partnership and go-to-market strategy. • Help establish the foundation for future reimbursement initiatives. • Support the company's long-term strategy around strategic partnerships, alliances, and potential acquisition opportunities.

• Own quarterly referral targets for your accounts and take initiative to course-correct when metrics trend unfavorably • Design and execute growth strategies account by account: identify the barriers suppressing volume, implement solutions, and measure the referral impact of every play you run • Work directly with User Buyers and Detailed Buyers (branch managers, Directors of Nursing, patient care coordinators, and nursing coordinators) to make Float the preferred home infusion partner, optimize referral workflows, and drive utilization of the Float Pharmacy Portal • Develop Float Champions inside each account who advocate for Float internally and pull volume toward us • Onboard GTAs to drive fast time-to-value: first referrals within 30 days of launching a new geo • Analyze patterns across your portfolio to identify root causes affecting multiple branches, then turn winning plays into repeatable success motions applied across accounts • Measure and understand the health of each account in depth: staffing rate, active SP Operators, Portal referral share, patient churn, and partnership maturity progression • Maintain accurate and current account records in our CRM (HubSpot) so portfolio health, referral trends, and relationship history are always visible to you and to leadership • Build and maintain trusted relationships with specialty pharmacy User Buyers across your portfolio • Run the Partnership Experience Meeting (PEM) cadence: performance review, growth opportunities, product updates, and strategic alignment, with every PEM oriented toward expansion • Maintain comprehensive Partnership Profiles with clear goals, growth initiatives, health metrics, and relationship maps • Travel to meet pharmacy partners for in-person meetings, problem discovery, demos, user feedback sessions, and relationship-building activities • Captain cross-functional initiatives for your accounts, coordinating with Clinical Operations, Enterprise BD, Scheduling, Intake, Billing, and Technology so that issues affecting growth are resolved quickly and relationships stay strong • Serve as the voice of the partner in product roadmap discussions, channeling pharmacy problems, insights, and usage patterns in order to increase adoption and utilization • Own and evolve our Partner Success playbooks alongside leadership, turning learnings into repeatable growth levers and engagement tactics that drive partner engagement and referral growth • Partner with leadership to translate Partner Success Lodestars (the capabilities that makes our “How to win” possible) into portfolio-level strategies and quarterly plans, including account tiering logic, target-setting methodology, and account prioritization • Keep partnership notes, account records, and deals current in HubSpot so portfolio health is always visible across teams and is both human- and agent-readable

• Develop and execute A1's global communications strategy. • Build relationships with technology, business and mainstream media. • Develop media angles and proactively secure high-quality press coverage. • Write and edit press releases, announcements, company updates and executive communications. • Shape company messaging, positioning and product narratives. • Prepare founders and executives for media interviews, conferences and public appearances. • Develop communication plans around product launches, partnerships and major company milestones. • Monitor media coverage and identify opportunities to strengthen A1's brand. • Work closely with product, recruiting and leadership teams to ensure consistent external messaging. • Support crisis communications and reputation management when required.