• Maintain an expert operating knowledge of all company policies and guidelines • Ensure compliance with all Company, industry and government laws or regulations • Accountable for overall territory revenue and customer support • Achieve short and long-term sales objectives by identifying customer needs • Build relationships with key HCP’s, physician practices, and hospitals/clinics • Be a territory expert having deep market, customer, product, and competitive insights • Successfully complete ongoing training and development • Strategically identify and enact ways to appropriately put patients and customers first • Demonstrate strong critical analytic and planning skills • Fully participate in field coaching sessions • Work collaboratively and manage ongoing communication and tactical coordination with field and HQ colleagues • Work to support local/area KOL’s

• Develop and execute strategic account plans to drive adoption of the Alarm.com for Business platform and accelerate commercial revenue growth. • Build and maintain strong relationships with key decision-makers, influencers, and stakeholders within corporate and partner organizations. • Collaborate with dealers and partners to identify opportunities, position solutions, and support sales efforts throughout the customer lifecycle. • Deliver compelling product demonstrations, presentations, and training sessions to partners, customers, and industry stakeholders. • Educate and enable dealers on the value and differentiation of Alarm.com's commercial solutions to drive market penetration and business growth. • Partner closely with Commercial Sales leadership and cross-functional teams to coordinate sales initiatives, support partner success, and execute go-to-market strategies. • Serve as a trusted advisor to partners, providing insights on industry trends, emerging technologies, and business opportunities. • Represent Alarm.com at industry events, trade shows, and association meetings to promote brand awareness and strengthen industry relationships. • Collaborate with Product Management, Marketing, Sales Support, and Operations teams to deliver an exceptional partner and customer experience. • Provide mentorship, guidance, and best-practice sharing to junior sales professionals and internal teams to support overall commercial sales success.

• Manage a strategic B2B client portfolio. • Create and execute Account Plans for each client. • Lead executive and planning meetings. • Map stakeholders and identify new business opportunities. • Conduct contract expansion negotiations. • Develop upsell and cross-sell opportunities. • Monitor account health indicators and define action plans. • Manage the sales pipeline and keep the CRM up to date. • Build predictability through expansion forecasting. • Work collaboratively with Customer Success, Product, Marketing and Support. • Ensure high retention and growth of recurring revenue.

• Serve as the strategic lead for university recruiting and inclusive talent partnerships • Deliver OCHIN's university recruiting strategy, creating sustainable talent pipelines • Establish, cultivate, and maintain strategic partnerships with various educational institutions • Develop and execute innovative talent attraction strategies • Manage full-cycle recruitment for a variety of positions • Measure, analyze, and communicate ROI of recruiting partnerships and initiatives