• Own and achieve a Professional Services booking quota across new and existing customers • Build and maintain a healthy pipeline of services opportunities • Accurately forecast bookings and associated revenue against established targets • Drive services attachment on new software opportunities and expansion within existing accounts • Work closely with Account Executives throughout the sales cycle to position services as a critical component of customer success • Engage with customer stakeholders to understand business objectives, challenges, and desired outcomes • Articulate the value of advisory, implementation, enablement, and optimization services • Present and defend services recommendations with executive and business stakeholders • Partner with Solution Architects and Delivery leaders to scope services engagements • Create statements of work, commercial proposals, and engagement plans • Align proposed services to customer goals, business priorities, and expected outcomes • Ensure proposed engagements are commercially sound and deliverable • Identify opportunities to expand Professional Services within existing accounts • Develop trusted relationships with customer stakeholders across business and technical teams • Drive adoption-focused engagements that increase customer value realization • Collaborate with Customer Success to identify and pursue strategic services opportunities • Partner closely with Professional Services, Sales, Customer Success, Product, and Support teams • Share customer feedback and market insights to help shape services offerings and go-to-market strategies • Contribute to the continued growth and evolution of Collibra's Professional Services business

• Build and maintain a pipeline of Life Sciences prospects and manage the full sales process — from initial qualification through contracting — within pharma, biotech, medical device, CDMO, and clinical supply accounts • Drive growth within the Life Sciences vertical, focusing on Fortune 500 and high-growth emerging Pharma/Biotech prospects, including cold-chain, cell & gene therapy, and clinical trial supply use cases • Maintain executive relationships across Supply Chain, Quality, Logistics, Clinical Operations, Serialization, and IT stakeholders to drive value-based adoption of the Overhaul platform and evolving product suite • Become a subject-matter expert in Life Sciences supply chain — understanding GxP/GDP requirements, cold-chain logistics, clinical supply workflows, and the competitive landscape — to act as a trusted advisor to customers • Deliver compelling sales presentations and software demos that map Overhaul's solutions and value proposition to specific Life Sciences business needs, regulatory drivers, and patient-safety outcomes • Accurately forecast annual and quarterly sales by demonstrating a full understanding of Life Sciences procurement, validation (CSV/CSA), and vendor-qualification processes • Partner with Marketing, Product, and Customer Success to bring the voice of the Life Sciences customer back into the business and shape go-to-market motions

• Build, maintain and expand strong, trust-based relationships with key stakeholders within customer organisations. • Understand client objectives, challenges, and opportunities to effectively position Thrive solutions. • Effectively and proactively identify upsell and cross-sell opportunities within existing accounts. • Develop account strategies and plans that support the business objectives of your customers as well as Thrive’s overall company goals. • Collaborate with Product, Sales and Marketing teams to develop strategies for organic growth. • Proactively manage the renewal process for subscription-based clients. • Build a strong value based proposition for customer renewals, anticipating and mitigating potential renewal challenges and ensuring a high renewal rate. • Facilitating de-escalation and return to health plans for customers - bring the right people to the right conversations and driving these matrix teams to achieve positive outcomes. • Collaborate closely with Professional Services, Customer Success and Customer Support teams to ensure a cohesive approach to account management which maximises on customer satisfaction and delivers exceptional, demonstrable value through the customer journey. • Develop a deep understanding of Thrive’s solutions and future innovations to clearly communicate the value proposition of our solutions to customers. • Collaborate closely with Customer Success to track and monitor key performance indicators related to account health, adoption, engagement and success metrics, showcasing the impact on customer satisfaction, retention, and revenue growth. • Stay updated on industry trends, market competition, and emerging technologies, providing strategic insights to customers. • Propose and drive enhancements to optimise Account Management processes and overall efficiency.

• Serve as a consultative trusted advisor with a core focus on developing and closing new business opportunities with prospective Xelix customer. • Manage a portfolio of prospects at various stages of sales cycle with leads developed by the Xelix partner network. • Conduct assessments to understand prospects pain-points and develop roadmap and business cases for their finance transformation using Xelix solutions. • Manage and forecast sales activity and opportunities by flawlessly executing the Xelix sales process and playbook. • Iterating our existing processes and playbooks to fit the US market. • Attend in-person meetings on client site, as well as industry events, such as user groups, trade shows and conferences to build and manage relationships with prospective and existing customer base.