• Own and grow the partner business within your territory, driving net-new and expansion revenue through assigned partners. • Align cross-functional Illumio teams and partner resources to execute effectively and sustain strong relationships. • Build a scalable partner-led sales motion that accelerates partner sales outcomes. • Consistently exceed booking targets across new subscriptions, renewals, support, and professional services. • Recruit, onboard, enable, and manage partners to ensure successful execution of Illumio programs. • Develop and maintain a strong pipeline of partner-sourced and partner-influenced opportunities. • Lead joint business planning with partners, including performance goals, financial targets, and execution milestones. • Serve as the primary escalation point for partner issues and channel conflict. • Provide market and competitive insights to inform channel strategy. • Maintain accurate forecasting, pipeline, and activity reporting in Salesforce (SFDC).

• Manage qualified sales opportunities from initial handover through to successful close. • Conduct discovery calls to understand client challenges, business objectives and requirements. • Deliver engaging product demonstrations and guide prospects through product trials. • Build trusted relationships with senior decision-makers and commercial stakeholders. • Develop tailored solutions that align with customer needs and business objectives. • Manage multiple sales opportunities through a structured sales pipeline. • Maintain accurate CRM records, including deal stages, meeting notes and next actions. • Ensure all opportunities are progressed efficiently through the sales process. • Forecast pipeline activity and provide regular updates to the leadership team. • Build long-term relationships with prospective clients within the commodities and procurement sectors. • Navigate multi-stakeholder buying processes with professionalism and confidence. • Understand customer priorities and position solutions that deliver measurable value. • Deliver an exceptional customer experience throughout the sales journey. • Work closely with the outbound sales team to ensure smooth lead handovers. • Share customer insights to help refine sales messaging, targeting and positioning. • Collaborate with senior sales leaders to continuously improve sales performance. • Contribute ideas that support business growth and customer acquisition.

• Drive strategy: Orchestrate account strategy across the region, landing international clients and ensuring alignment toward shared revenue goals. • Own strategic accounts: Manage a targeted list of Canadian firms, overseeing the full sales cycle from prospecting to close. • Drive revenue growth: Consistently achieve and exceed revenue targets and sales metrics across your global portfolio. • Executive-level stakeholders: Manage, prepare, and partner effectively with senior executives, both external and internal. • Market knowledge: Deep experience and knowledge of the Canadian market, including its business culture, buying dynamics, and competitive landscape. • Own complex project management: Coordinate stakeholders and deliverables across global accounts to advance large-scale opportunities. • Build executive trust: Establish yourself as a trusted advisor with global decision-makers, aligning Fieldguide’s solutions to business needs and strategic objectives. • Lead compelling engagements: Deliver executive-level presentations and solution walkthroughs that resonate across diverse stakeholders. • Coordinate cross-functionally: Partner with Solutions, Finance, Product, and Marketing teams to deliver globally consistent yet locally relevant customer outcomes. • Develop playbooks: Capture learnings and best practices to continuously refine Fieldguide’s enterprise and global sales processes. • Represent Fieldguide globally: Attend key industry conferences and networking events to strengthen our global presence and open new opportunities. • Travel up to 30% expected.

• Independently manage the full, consultative, and strategic lifecycle of an assigned client portfolio; • Ensure client retention and revenue predictability for the accounts under your management; • Identify client pain points and needs, strategically aligning them with the available product and solution mix; • Monitor and manage performance indicators, ensuring goal balance across different lines of business; • Address medium-complexity issues by coordinating information across internal teams to build viable, secure solutions; • Serve as a technical point of contact and mentor for less experienced team members, supporting their development and sharing best practices; • Lead alignment meetings and forums with diverse stakeholders, reporting progress and ensuring transparency in deliverables.