• Act as the single point of contact for Autodesk and key customer stakeholders within our largest accounts in the Nordics • Drive post-sale account management and customer relationship development while providing strategic advisory services • Develop and maintain a strategic customer success plan with a select group of named accounts • Collaborate with internal subject matter experts to translate customer business/technical challenges into business solutions • Create and coordinate account documentation including reports, proposals, business assessments and recommendations • Accountable for post-sale account management and drives account adopt and scale strategy with wider account team members

• Own a portfolio of 150–300 customers with clear accountability for retention, adoption, and expansion outcomes • Proactively engage customers through calls, meetings, and scaled campaigns to drive value and momentum • Monitor health signals, usage data, and renewal indicators to prioritize the highest-impact actions • Lead renewal strategy and execution, reducing risk and securing long-term partnerships • Identify and drive expansion opportunities in partnership with Sales • Run efficient, scalable motions (segmentation, automation, 1:many engagement) to maximize reach and impact • Conduct discovery to understand goals, align on outcomes, and position Newsela as a strategic partner • Solve root causes of customer challenges rather than addressing surface-level symptoms • Maintain accurate forecasting, planning, and execution tracking in our systems • Leverage core tools (ex. Salesforce, Gainsight, Gong, Salesloft) to manage your book of business with consistency, operational rigor, and clear process adherence • Continuously seek feedback and improve your approach to raise the bar on performance and outcomes

• Manages a list of our strategic customers and important initiatives. • Provides customers with business, technical, and product knowledge. • Develops/executes effective success plans to drive customer outcomes. • Educates customers on how existing and new product features/functionality will contribute to the growth of their business. • Works closely with CS leadership to define and execute best practices for account management. • Assists others at OutSystems as they support the customers in their digitalization journey. • Works closely with Account Executives and Customer Success Engineers to identify and nurture customer renewal and growth opportunities to closure. • Acts as the Voice of the Customer. • Identifies and quantifies the key factors for customer success and then communicates them effectively to drive the solutions provided by OutSystems. • Develops a plan to meet this criterion based on regularly cadenced communications with the customer (QBRs, Executive Meetings, etc.). • Brings intelligent and relevant product feedback and recommendations from customers back to the Product Management team. • Travels as needed to meet with Customers in person. • Develops a plan to increase the penetration at your Customers that provides for increased OutSystems executive visibility. • Innovates to make an impact: on your customers, your team, and the company.

• Forge relationships with new MSP partners and understand their objectives, sales targets and metrics • Work closely with MSP partners to develop a strategy and plan for achieving their objectives, sales targets and metrics • Manage the prescribed MSP onboarding process with the partner including but not limited to use of KnowBe4 assessments, account configuration, product and best practice training, initial end-user phishing and training campaigns, and other change management activities • Train the MSP partner sales team on how to conduct an effective KnowBe4 demo for their prospective customers • Leverage and promote the use of partner accessible KnowBe4 assets, including the partner portal • Coordinate with technical support for technically complex questions • Monitor MSP partner usage, adoption, and partner health metrics • Analyze MSP partner consoles and advise them on which training and phishing campaigns would be most beneficial to their customers • Drive and quote cross-sales on additional KnowBe4 products to increase our footprint with the partner, and to drive upsell and revenue for the MSP team • Continue to work with MSP partners per prescribed engagement model to support ongoing successful adoption of KnowBe4’s products and to drive additional value throughout the lifetime of the subscription term • Perform quarterly business reviews with key MSP partners to evaluate and monitor the relationship and performance, including but not limited to a thorough review of prior quarter and YTD sales, opportunity pipeline, customer retention rates and new customer acquisitions, KnowBe4 marketing collateral, product feature updates and how they should be positioned when selling to customers and new partner initiatives such as updates to partner programs • Drive cross-functional initiatives that will improve the overall MSP partner experience and lead to greater satisfaction and loyalty among MSP partners • Leverage new and existing tools, processes and best practices to ensure MSP partners are realizing the greatest possible value from KnowBe4 • Be proactive when conducting discovery with MSP partners on opportunities and handle any objections to ensure predictability of successfully closing those opportunities • Negotiate with MSP partners on opportunities to prevent account churn and to secure optimal terms • Employ pricing strategies that meet the Company’s standards, policies, and procedures • Generate pricing quotes for renewals, add-ons, and upsells • Manage your assigned 30, 60, and 90 day opportunity pipeline, weekly and daily forecasts, and meet regularly with your manager to review • Meet and exceed bookings targets and quotas • Maintain impeccable administration of your MSP partner accounts in the Company’s CRM • Provide input and make recommendations on whether an existing MSP partner relationship should be terminated