• Develop executive-level relationships with senior healthcare leaders, including CNOs, CMIOs, CIOs, CTOs, clinical operations, nursing, IT, and patient experience leaders. • Build and execute a strategic territory plan focused on large health systems, IDNs, and complex enterprise healthcare organizations. • Create and manage a high-value enterprise pipeline through outbound prospecting, executive networking, partner alignment, and cross-functional sales motions. • Lead consultative, value-based sales cycles from initial discovery through close. • Position TigerConnect as an enterprise platform that supports clinical communication, workflow transformation, operational efficiency, and improved care coordination. • Deliver high-impact platform presentations, executive briefings, and solution demonstrations to clinical, operational, technical, and executive stakeholders. • Navigate complex enterprise sales cycles involving buying committees, executive sponsors, legal, security, procurement, technical validation, and financial approval. • Develop compelling business cases that connect TigerConnect’s platform to customer priorities, ROI, risk reduction, workforce productivity, and enterprise-wide transformation. • Partner closely with Sales Development, Marketing, Solution Consulting, Product, Customer Success, Legal, Finance, and executive leadership to progress strategic opportunities. • Accurately forecast complex enterprise opportunities, including deal size, timing, risk, stakeholder alignment, and close strategy. • Maintain timely and accurate CRM updates to provide visibility into pipeline health, deal strategy, and pursuit activity. • Develop deep expertise in TigerConnect’s clinical collaboration platform, including care team communication, scheduling, alarm management, nurse call, patient engagement, integrations, EHR workflows, and enterprise healthcare use cases. • Share market insights, competitive intelligence, customer needs, and enterprise buying trends with internal stakeholders.

• Responsible for overachieving Quota tied to territory Renewal and Expansion goals • Effectively manages Annual pipeline, by reaching out to customers many months before support expiration to perform customer experience assessments and environment health checks • Proactive engagement with customers with the goal of educating customers of new product features, additional products, tie it to the business outcomes, close renewals and grow accounts by selling and closing Upgrades and New Licenses • Understand who the stake holders at the customer and at partner, what matters to them, and work backwards. • Cold call customers with lapsed support, with the goal of reactivating support. • Work cross functionally with Deal Desk, Legal Department, Sales and others to prepare Enterprise Renewals Agreements, Special Terms, Create NSQ’s • Clearly communicate and sell complicated offers, internally and externally • Effectively negotiate Renewals offers at the CxO level • Accurate forecasting, business analysis and sharing insights • Assisting customers with whatever is needed to ensure customer success, including but not limited to: • Licensing Transfers (opening license cases, walking customers through the process, ensuring satisfactory resolution) • Customer Support Ticket Assistance (Educating customers on how to open support tickets, escalate support cases through prescribed processes, follow up to ensure support ticket is resolved to customer satisfaction) • Ensure appropriate support to Veeam’s channel partners, to successfully close renewal and additional licenses • Accurate and timely records of all activities on customer/partner record in Veeam's customer relationship management system (SalesForce.com) • Impeccable Salesforce hygiene • Manages inbound Renewal inquiries though different Renewals portals • Prioritize workload to meet all KPIs, goals and objectives. • Meet Daily/Weekly SLAs and maintain high Customer Satisfaction ratings

• Responsible for working with accounts with print and content across financial services and specialty industries to create demand for Compliance Solutions’ print and content solutions • Accountable to achieve their quota for the assigned book of business through directly selling CS print and content solutions • Actively pursuing and driving renewal transactions and pursuing up-sell opportunities • Leverage data to understand customer usage patterns and identifying opportunities to improve adoption, pursue a renewal, and/or pursue incremental revenue (up-sell) within the customer’s existing print and content products • Work directly with customers in assigned accounts to understand their needs, existing product usage, advise on best practice use cases and behaviors, and identify relevant CS products to address these needs • Exhibit deep product knowledge and expertise of print and content solutions and communicate the value proposition of such products • Collaborate with Account Executives on print and content sales as needed

• Build your own pipeline through strategic outbound prospecting, executive networking, referrals, conferences, social selling, and creative account penetration • Own the full enterprise sales cycle - from first outreach through discovery, executive alignment, commercial negotiation, and signed agreement • Open new hospital and health system logos by developing relationships across Nursing, HR, Finance, Operations, IT, Procurement, and executive leadership • Navigate complex buying committees with multiple stakeholders and competing priorities • Negotiate and close enterprise agreements, including Master Service Agreements (MSAs) and multi-product partnerships • Manage 3-6 month enterprise sales cycles while consistently creating a pipeline for future quarters • Bring customer and market insights back to Product, Marketing, and Leadership to influence product direction and go-to-market strategy • Partner closely across Customer Success, Product, Marketing, and Leadership to drive long-term customer success