• Prospect, develop, and activate new business partners (indirect channels), building sustainable commercial relationships and generating predictable revenue growth through the ecosystem. • Map, prospect, and develop new strategic partners (systems integrators, ISVs, consultancies, and technology companies). • Lead commercial negotiations and structure partnership models. • Develop joint business plans with channel partners. • Deliver executive and commercial presentations of technology solutions. • Work collaboratively with marketing, pre-sales, and technical teams. • Monitor partner performance metrics and growth plans. • Ensure continuous channel activation and engagement.

• Create and execute a robust sales strategy • Establish and nurture trusted relationships with key stakeholders • Utilize a consultative sales approach to identify client needs • Conduct thorough market analysis to identify trends • Build and manage a pipeline of opportunities • Work closely with marketing, product, customer success teams • Deliver reliable projections for sales targets • Represent Calm at industry events

• The Digital Health Solutions Sales Executive (DHSE) is accountable for business and revenue growth within the designated region/country independent hunting, prospecting, territory buildout, digital-first consulting, and pipeline creation. • DHSE achieves this by providing end-to-end Digital Health Solutions with intelligent insights to enable health care providers, from laboratories to public hospitals to private integrated delivery systems, to achieve revenue targets by improving operational performance and clinical outcomes of existing and new customers. • Acquire new business within assigned district(s), where there is no existing Diagnostics and / or AlinIQ footprint. • Cold outreach, market mapping, and territory penetration, Self-sourced pipeline creation • Set and achieve or exceed quarterly, annual sales quotas and manage sales budgets. • Focus on C-Suite value driver discussions including population/community health, merger and acquisitions, remote patient monitoring, risk stratification of business and patients. • Identify new opportunities for growth by focusing on end-to-end health care improvements as primary value driver for in and outside the lab to pull through digital health solution sales and reagent sales. • Be knowledgeable about industry trends, changing market regulations and healthcare policy within defined customer segment. • Understand the impact on customers and their key care-abouts. • Lead and execute complex contract negotiations to achieve the sales quota for given customer base. • Create strong territory and strategic account plans to lay out strategic approach and share best practices with larger Sales team to help drive a culture of excellence. • Review account activity, anticipate customer needs and improve customer satisfaction. • Accountable for driving market share growth through new business opportunity realization. • The role is instrumental in expanding brand reputation and delivery of sales and profitability objectives. • Research target accounts to understand performance KPIs and customer strategies to drive conversations that demonstrate how the application of IT enablers and service solutions in/outside of the lab and across the broader healthcare space can improve performance KPIs and strategies. • Work collaboratively with sales and DHS counterparts to achieve performance targets and exceed customer expectations. • Navigate within a highly matrixed environment using strong communication and interpersonal skills to coordinate appropriate Abbott resources and support necessary. • Ensures that all activities are performed in compliance with quality system requirements.

• Oversee strategic marketing and operational initiatives to support business development in assigned channel of distribution. • Work cross-functionally with Sales Planning and Marketing to manage business plans and forecasts. • Represents needs of key account with Merchandising to ensure account product needs are being met on a consistent basis. • Identify new account opportunities in order to meet growth targets. • Prepares for each sales call in advance.