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Client Partner

6d87e9f4 Ff27 44c5 B679 7e57855901fb 19000101 000001 · WTI Holdings, LLC, Tulsa, OK, US, Tulsa, OK; Remote US, US · Remote · Active · $100,000–$125,000 / year · ADP Workforce Now Recruiting

Job facts

Field	Value
Company	6d87e9f4 Ff27 44c5 B679 7e57855901fb 19000101 000001
Title	Client Partner
Normalized title	-
Department / team	-
Location	WTI Holdings, OK, United States
Work model	Remote / Remote
Employment type	Full Time
Salary	$100,000–$125,000 / year
Status	active
ATS provider	ADP Workforce Now Recruiting
Posted / first seen	2026-05-29 / 2026-05-31
Changed / last seen	2026-06-06 / 2026-06-06

Related slices

Page	What it contains	Open
Company jobs	Active postings from 6d87e9f4 Ff27 44c5 B679 7e57855901fb 19000101 000001.	Open
Company breakdowns	Role, location, ATS, and work model facets for this company.	Open
ATS provider jobs	Active postings observed through ADP Workforce Now Recruiting.	Open
Provider filtered search	The same provider as a filtered job collection.	Open
City jobs	Active postings in WTI Holdings.	Open
Work model jobs	Active Remote postings.	Open
Lifecycle events	Open, update, close, and reopen events for this posting.	Open
Original posting	Canonical source or apply URL captured from the ATS.	Open

Linked records

Company	6d87e9f4 Ff27 44c5 B679 7e57855901fb 19000101 000001
Source	62e2ca29-5394-4530-a268-23ffb0889ce6
ATS provider	ADP Workforce Now Recruiting

Description

Client Partner (CP): Role Charter and Job Description 1. ROLE SUMMARY The Client Partner (CP) owns the commercial performance and strategic relationship for a portfolio of WFX customers. CPs are accountable for renewal execution and expansion growth by leading outcome-based customer conversations and orchestrating internal resources (CSM, Advisory/Pre-Sales, Delivery Owner, Deal Desk). The CP is the quarterback of the account team and ensures the right specialists engage at the right time with a single, consistent customer narrative. 2. WHY THE ROLE EXISTS WFX is building a GTM model that scales through segmentation, pod-based coverage for Strategic accounts, standardized commercial workflows, and empowered delivery . The CP exists to: Drive profitable retention + growth (GRR/NRR) in the installed base Build executive relationships that reduce churn risk and increase strategic relevance Create and close expansion opportunities using a repeatable playbook Protect time for selling by moving “paper” and operational work to the right functions Ensure delivery commitments and commercial commitments remain aligned 3. PRIMARY OUTCOMES (WHAT “SUCCESS” MEANS) Renewals closed on time with minimal surprises and controlled concessions Expansion growth driven by account planning and repeatable plays Executive-level trust and multi-threading across key stakeholders Forecast integrity (renewal + expansion) leadership can rely on Internal orchestration that reduces friction and accelerates customer decisions 4. SCOPE AND COVERAGE MODEL CPs own a customer portfolio aligned to WFX segmentation tiers (A1/A2/B1/B2), with coverage intensity based on tier. 4.1. Coverage intent by tier Segment CP focus Coverage posture A1 Deep strategic coverage, exec governance, multi-threaded expansion Pod-led, high intensity A2 Retain and selectively expand, strong governance with lighter intensity Pod-led, moderate intensity B1 Create expansion pipeline, prioritize accounts with clear upside Scaled coverage + targeted specialists B2 Retain efficiently, low-touch motions, exceptions only Tech-touch / pooled support 5. CORE RESPONSIBILITIES 5.1. Customer strategy and executive relationships Own the account plan (A1/A2 required, B1 simplified) tied to customer outcomes and WFX growth priorities Build and maintain executive sponsor maps and relationship strategies Lead QBR/EBRs for Strategic accounts, ensuring each produces clear next actions and measurable value narratives Serve as the primary commercial escalation point for executive-level issues and risk 5.2. Renewal ownership and retention execution Own renewal outcomes end-to-end: strategy, negotiation approach, internal alignment, and signature Drive renewal discipline using a renewal runway approach (120/90/60/30 milestones) in partnership with CSM and Deal Desk Coordinate approvals and exceptions through defined governance paths Protect profitability by aligning renewals to pricing/margin guardrails and approved exception processes 5.3. Expansion and growth Build and advance expansion pipeline through account-based discovery, targeted plays, and multi-stakeholder alignment Own commercial close on expansions, including bundled solutions across services, managed services, AI, and ecosystem capabilities Keep the solution narrative anchored on measurable outcomes and value realization Partner with Advisory/Pre-Sales and Delivery Owner to translate customer needs into feasible, scoped outcomes 5.4. Orchestration and operating cadence Lead the internal pod rhythm for Strategic accounts (cadence appropriate to tier and complexity) Ensure role clarity across CSM, Advisory/Pre-Sales, Delivery Owner, and Deal Desk to prevent work leakage Maintain CRM hygiene and forecast accuracy for renewals and expansions Capture key account intelligence and stakeholder context in the system of record 6. DECISION RIGHTS (MUST BE ENFORCED) Owns the final recommendation on commercial strategy for renewals and expansions Can commit to delivery-related milestones only when Delivery Owner confirms feasibility and scope assumptions Can request pricing structures and quote development via Deal Desk within standard guardrails Escalates margin exceptions, non-standard terms, and high-risk commitments via defined approval paths 7. EXPLICIT EXCLUSIONS (TO PREVENT ROLE DRIFT) The CP does not: Generate quotes, renewal paperwork, approvals packets, or contract administration (Deal Desk owns) Own invoicing mechanics, usage reconciliation, or credit execution (Finance/Order Ops owns) Serve as the support engineer or ticket owner (Support/TAM lane; CSM orchestrates) Run delivery project management (Delivery Owner leads delivery governance) Own solution architecture (Advisory/Pre-Sales leads; CP owns the commercial narrative) 8. KEY INTERFACES (HOW CP WORKS WITH THE REST OF THE MODEL) CSM: adoption/value realization, health and risk sensing, governance cadence, renewal runway discipline Advisory/Pre-Sales (Client Advisor): discovery, solutioning, demos, technical validation, roadmap shaping Advisory Services: productized advisory engagements that create roadmaps and unlock expansions Delivery Owner: delivery outcomes, costing inputs, change control triggers, scope feasibility Deal Desk: pricing structure support, quote/renewal paper, approvals routing, guardrails enforcement Finance/Order Ops: billing readiness, delinquency awareness, credits/usage workflows (as defined) 9. REQUIRED ARTIFACTS AND “DEFINITION OF DONE” A CP is expected to maintain and use the following artifacts (tier-scaled): Account plan and 90-day play plan Stakeholder map and executive sponsor plan Renewal runway plan (120/90/60/30 milestones and escalation triggers) Mutual action plan for material expansions QBR/EBR agenda and value scorecard narrative (A tiers) Internal pod summary notes following key meetings, with next actions and owners 10. PERFORMANCE MEASURES (KPIS) 10.1. Core KPIs Portfolio GRR and NRR Renewals on-time rate and renewal forecast accuracy Expansion pipeline coverage and progression velocity Expansion win rate and average discount behavior vs guardrails Executive engagement coverage for Strategic accounts (documented sponsor + cadence) 10.2. Quality KPIs Margin compliance and exception discipline Low “surprise churn” rate (risks surfaced early with action plans) Adoption of standard plays and artifacts (process adherence tied to outcomes) 11. QUALIFICATIONS AND CAPABILITIES Demonstrated success managing and growing complex customer portfolios (enterprise or upper mid-market) Strong executive presence, negotiation skills, and multi-stakeholder deal leadership Comfort selling blended solutions: advisory, implementation, managed services, AI-enabled CX improvement High operational rigor (forecasting, CRM discipline, play execution) Ability to lead cross-functional teams without formal authority 12. QUICK RACI CLARITY MAP Activity CP CSM Deal Desk Delivery Owner Advisory/Pre-Sales Renewal strategy + customer conversation A/R C C C C Renewal runway discipline A R C C C Quote / paperwork / approvals packet C C A/R C C Expansion close A/R C C C C Solution discovery + architecture C C C A/R Change control trigger C C A/R C (A = Accountable, R = Responsible, C = Consulted) Physical Requirements Ability to sit for extended periods Ability to lift or carry objects up to 10 lbs. Frequent use of computer, telephone and standard office equipment. Ability to travel for client meetings, training or installations. Waterfield Tech is proud to be an equal opportunity employer. Waterfield Tech believes that all persons are entitled to equal employment opportunity and does not discriminate against its Employees or applicants because of race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, citizenship status, disability, protected medical condition, military status, genetic information, or any other basis prohibited by applicable federal, state, or local law. This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, training, discipline, promotion, transfers, compensation, benefits, leaves of absence, termination, and all other terms and conditions of employment.

Full job record

Job ID	e58b85100acfcc97bffe96a4ee3415cc71f08c7b
Org ID	9279ebf6-b2c5-468a-b78a-fa2b586f0a4e
Source ID	62e2ca29-5394-4530-a268-23ffb0889ce6
Board ID	62e2ca29-5394-4530-a268-23ffb0889ce6
Provider	adp_workforcenow
Provider Job Key	549261
Title	Client Partner
Normalized Title	—
Status	active
Active	yes
Location Text	WTI Holdings, LLC, Tulsa, OK, US, Tulsa, OK; Remote US, US
Department	—
Team	—
Employment Type	full_time
Workplace Type	remote
Remote Policy	remote
Country	United States
Region	OK
City	WTI Holdings
Salary Raw	100000.00 To 125000.00 (USD) Annually
Salary Min	100,000
Salary Max	125,000
Salary Currency	USD
Salary Period	year
Source URL	https://workforcenow.adp.com/mascsr/default/mdf/recruitment/recruitment.html?cid=6d87e9f4-ff27-44c5-b679-7e57855901fb&ccId=19000101_000001&lang=en_US&type=JS&jobId=549261&jwId=9201042702499_1
Apply URL	https://workforcenow.adp.com/mascsr/default/mdf/recruitment/recruitment.html?cid=6d87e9f4-ff27-44c5-b679-7e57855901fb&ccId=19000101_000001&lang=en_US&type=JS&jobId=549261&jwId=9201042702499_1
First Seen At	2026-05-31 18:32:27Z
Last Seen At	2026-06-06 11:49:29Z
Last Checked At	2026-06-06 11:49:29Z
Last Changed At	2026-06-06 11:49:29Z
Inactive At	—
Source Posted At	2026-05-29 17:10:00Z
Source Updated At	—
Raw Payload Uri	s3://job-postings-prod-raw-590183727216/raw/provider=adp_workforcenow/board=6d87e9f4-ff27-44c5-b679-7e57855901fb\|19000101_000001/date=2026-06-06/2026-06-06T11-49-28-532Z-64cae88fa50016e15ca5a0bdab2827751429417c257dcecd181c9be91f2199e1.json

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\" alt=\"A blue and black logoDescription automatically generated\" class=\"fr-fic fr-dii\" data-fr-last-image-pasted=\"true\"></span>Client Partner (CP): Role Charter and Job Description</p><div style='margin:0in;font-size:12px;font-family:\"Arial\",sans-serif;' data-pasted=\"true\"><h1 style='margin-top:0in;margin-right:0in;margin-bottom:0in;margin-left:.25in;text-indent:-.25in;font-size:13px;font-family:\"Arial\",sans-serif;text-transform:uppercase;'><br></h1></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;' data-pasted=\"true\"><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>1. ROLE SUMMARY</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>The <strong>Client Partner (CP)</strong> owns the <strong>commercial performance and strategic relationship</strong> for a portfolio of WFX customers. CPs are accountable for <strong>renewal execution and expansion growth</strong> by leading outcome-based customer conversations and orchestrating internal resources (CSM, Advisory/Pre-Sales, Delivery Owner, Deal Desk). The CP is the <strong>quarterback</strong> of the account team and ensures the right specialists engage at the right time with a single, consistent customer narrative.</span></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>2. WHY THE ROLE EXISTS</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>WFX is building a GTM model that scales through <strong>segmentation, pod-based coverage for Strategic accounts, standardized commercial workflows, and empowered delivery</strong>. The CP exists to:</span></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Drive <strong>profitable retention + growth</strong> (GRR/NRR) in the installed base</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Build executive relationships that reduce churn risk and increase strategic relevance</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Create and close expansion opportunities using a repeatable playbook</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Protect time for selling by moving &ldquo;paper&rdquo; and operational work to the right functions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ensure delivery commitments and commercial commitments remain aligned</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>3. PRIMARY OUTCOMES (WHAT &ldquo;SUCCESS&rdquo; MEANS)</span></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ol style=\"margin-bottom:0in;list-style-type: decimal;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Renewals closed on time</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;with minimal surprises and controlled concessions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Expansion growth</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;driven by account planning and repeatable plays</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Executive-level trust</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;and multi-threading across key stakeholders</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Forecast integrity</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;(renewal + expansion) leadership can rely on</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Internal orchestration</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;that reduces friction and accelerates customer decisions</span></li></ol></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>4. SCOPE AND COVERAGE MODEL</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:5.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>CPs own a customer portfolio aligned to WFX segmentation tiers (A1/A2/B1/B2), with coverage intensity based on tier.</span></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>4.1. Coverage intent by tier</span></u></strong></p><table border=\"1\" cellspacing=\"0\" cellpadding=\"0\" width=\"624\" style=\"width:6.5in;border-collapse:collapse;border:none;\"><thead><tr><td valign=\"top\" style=\"width: 80px; border: 1pt solid rgb(170, 170, 170); background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Segment</span></strong></p></td><td valign=\"top\" style=\"width: 371px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>CP focus</span></strong></p></td><td valign=\"top\" style=\"width: 173px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Coverage posture</span></strong></p></td></tr></thead><tbody><tr><td valign=\"top\" style=\"width: 80px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A1</span></strong></p></td><td valign=\"top\" style=\"width: 371px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Deep strategic coverage, exec governance, multi-threaded expansion</span></p></td><td valign=\"top\" style=\"width: 173px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Pod-led, high intensity</span></p></td></tr><tr><td valign=\"top\" style=\"width: 80px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A2</span></strong></p></td><td valign=\"top\" style=\"width: 371px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Retain and selectively expand, strong governance with lighter intensity</span></p></td><td valign=\"top\" style=\"width: 173px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Pod-led, moderate intensity</span></p></td></tr><tr><td valign=\"top\" style=\"width: 80px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>B1</span></strong></p></td><td valign=\"top\" style=\"width: 371px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Create expansion pipeline, prioritize accounts with clear upside</span></p></td><td valign=\"top\" style=\"width: 173px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Scaled coverage + targeted specialists</span></p></td></tr><tr><td valign=\"top\" style=\"width: 80px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>B2</span></strong></p></td><td valign=\"top\" style=\"width: 371px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Retain efficiently, low-touch motions, exceptions only</span></p></td><td valign=\"top\" style=\"width: 173px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Tech-touch / pooled support</span></p></td></tr></tbody></table><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>5. CORE RESPONSIBILITIES</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>5.1. Customer strategy and executive relationships</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Own the <strong>account plan</strong> (A1/A2 required, B1 simplified) tied to customer outcomes and WFX growth priorities</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Build and maintain <strong>executive sponsor maps</strong> and relationship strategies</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Lead QBR/EBRs for Strategic accounts, ensuring each produces clear next actions and measurable value narratives</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Serve as the primary commercial escalation point for executive-level issues and risk</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>5.2. Renewal ownership and retention execution</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Own renewal outcomes end-to-end: strategy, negotiation approach, internal alignment, and signature</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Drive renewal discipline using a <strong>renewal runway</strong> approach (120/90/60/30 milestones) in partnership with CSM and Deal Desk</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Coordinate approvals and exceptions through defined governance paths</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Protect profitability by aligning renewals to pricing/margin guardrails and approved exception processes</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>5.3. Expansion and growth</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Build and advance expansion pipeline through account-based discovery, targeted plays, and multi-stakeholder alignment</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Own commercial close on expansions, including bundled solutions across services, managed services, AI, and ecosystem capabilities</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Keep the solution narrative anchored on measurable outcomes and value realization</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Partner with Advisory/Pre-Sales and Delivery Owner to translate customer needs into feasible, scoped outcomes</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>5.4. Orchestration and operating cadence</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Lead the internal <strong>pod rhythm</strong> for Strategic accounts (cadence appropriate to tier and complexity)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ensure role clarity across CSM, Advisory/Pre-Sales, Delivery Owner, and Deal Desk to prevent work leakage</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Maintain CRM hygiene and forecast accuracy for renewals and expansions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Capture key account intelligence and stakeholder context in the system of record</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>6. DECISION RIGHTS (MUST BE ENFORCED)</span></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Owns the final recommendation on commercial strategy for renewals and expansions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Can commit to delivery-related milestones only when Delivery Owner confirms feasibility and scope assumptions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Can request pricing structures and quote development via Deal Desk within standard guardrails</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Escalates margin exceptions, non-standard terms, and high-risk commitments via defined approval paths</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>7. EXPLICIT EXCLUSIONS (TO PREVENT ROLE DRIFT)</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>The CP does not:</span></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Generate quotes, renewal paperwork, approvals packets, or contract administration (Deal Desk owns)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Own invoicing mechanics, usage reconciliation, or credit execution (Finance/Order Ops owns)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Serve as the support engineer or ticket owner (Support/TAM lane; CSM orchestrates)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Run delivery project management (Delivery Owner leads delivery governance)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Own solution architecture (Advisory/Pre-Sales leads; CP owns the commercial narrative)</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>8. KEY INTERFACES (HOW CP WORKS WITH THE REST OF THE MODEL)</span></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>CSM:</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;adoption/value realization, health and risk sensing, governance cadence, renewal runway discipline</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Advisory/Pre-Sales (Client Advisor):</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;discovery, solutioning, demos, technical validation, roadmap shaping</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Advisory Services:</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;productized advisory engagements that create roadmaps and unlock expansions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Delivery Owner:</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;delivery outcomes, costing inputs, change control triggers, scope feasibility</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Deal Desk:</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;pricing structure support, quote/renewal paper, approvals routing, guardrails enforcement</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Finance/Order Ops:</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;billing readiness, delinquency awareness, credits/usage workflows (as defined)</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>9. REQUIRED ARTIFACTS AND &ldquo;DEFINITION OF DONE&rdquo;</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>A CP is expected to maintain and use the following artifacts (tier-scaled):</span></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Account plan and 90-day play plan</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Stakeholder map and executive sponsor plan</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Renewal runway plan (120/90/60/30 milestones and escalation triggers)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Mutual action plan for material expansions</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>QBR/EBR agenda and value scorecard narrative (A tiers)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Internal pod summary notes following key meetings, with next actions and owners</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>10. PERFORMANCE MEASURES (KPIS)</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>10.1. Core KPIs</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Portfolio <strong>GRR and NRR</strong></span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Renewals on-time rate</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;and renewal forecast accuracy</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><strong><span style='font-family:\"Arial\",sans-serif;'>Expansion pipeline coverage</span></strong><span style='font-family:\"Arial\",sans-serif;'>&nbsp;and progression velocity</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Expansion win rate and average discount behavior vs guardrails</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Executive engagement coverage for Strategic accounts (documented sponsor + cadence)</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:6.0pt;margin-right:0in;margin-bottom:3.0pt;margin-left:0in;'><strong><u><span style='font-family:\"Arial\",sans-serif;'>10.2. Quality KPIs</span></u></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Margin compliance and exception discipline</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Low &ldquo;surprise churn&rdquo; rate (risks surfaced early with action plans)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Adoption of standard plays and artifacts (process adherence tied to outcomes)</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>11. QUALIFICATIONS AND CAPABILITIES</span></strong></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Demonstrated success managing and growing complex customer portfolios (enterprise or upper mid-market)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Strong executive presence, negotiation skills, and multi-stakeholder deal leadership</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Comfort selling blended solutions: advisory, implementation, managed services, AI-enabled CX improvement</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>High operational rigor (forecasting, CRM discipline, play execution)</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ability to lead cross-functional teams without formal authority</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:10.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;border:none;padding:0in;'><strong><span style='font-size:15px;font-family:\"Arial\",sans-serif;color:black;'>12. QUICK RACI CLARITY MAP</span></strong></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><br></p><table border=\"1\" cellspacing=\"0\" cellpadding=\"0\" width=\"624\" style=\"width:6.5in;border-collapse:collapse;border:none;\"><thead><tr><td valign=\"top\" style=\"width: 187px; border: 1pt solid rgb(170, 170, 170); background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Activity</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>CP</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>CSM</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Deal Desk</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Delivery Owner</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: 1pt 1pt 1pt medium; border-style: solid solid solid none; border-color: rgb(170, 170, 170) rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; border-image: initial; background: rgb(31, 56, 100); padding: 4pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:white;'>Advisory/Pre-Sales</span></strong></p></td></tr></thead><tbody><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Renewal strategy + customer conversation</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A/R</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td></tr><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Renewal runway discipline</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>R</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td></tr><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Quote / paperwork / approvals packet</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A/R</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td></tr><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Expansion close</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A/R</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td></tr><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Solution discovery + architecture</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><br></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: rgb(242, 242, 242); padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A/R</span></strong></p></td></tr><tr><td valign=\"top\" style=\"width: 187px; border-width: medium 1pt 1pt; border-style: none solid solid; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170); border-image: initial; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>Change control trigger</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><br></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><strong><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>A/R</span></strong></p></td><td valign=\"top\" style=\"width: 87px; border-width: medium 1pt 1pt medium; border-style: none solid solid none; border-color: currentcolor rgb(170, 170, 170) rgb(170, 170, 170) currentcolor; background: white; padding: 3pt 5pt; vertical-align: top;\"><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><span style='font-size:12px;font-family:\"Arial\",sans-serif;color:black;'>C</span></p></td></tr></tbody></table><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:2.0pt;margin-left:0in;'><br></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:8.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>(A = Accountable, R = Responsible, C = Consulted)</span></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:8.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><u><span style='font-family:\"Arial\",sans-serif;color:#2E5F8A;'>Physical Requirements</span></u></p><div style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;'><ul style=\"margin-bottom:0in;margin-left: 17px;\"><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ability to sit for extended periods</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ability to lift or carry objects up to 10 lbs.</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Frequent use of computer, telephone and standard office equipment.</span></li><li style=\"margin:0in;font-size:13px;font-family: initial;\"><span style='font-family:\"Arial\",sans-serif;'>Ability to travel for client meetings, training or installations.</span></li></ul></div><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:8.0pt;margin-right:0in;margin-bottom:2.0pt;margin-left:0in;'><br></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:4.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><u><span style='font-family:\"Arial\",sans-serif;'>Waterfield Tech is proud to be an equal opportunity employer.</span></u></p><p style='margin:0in;font-size:13px;font-family:\"Times New Roman\",serif;margin-top:2.0pt;margin-right:0in;margin-bottom:4.0pt;margin-left:0in;'><span style='font-family:\"Arial\",sans-serif;'>Waterfield Tech believes that all persons are entitled to equal employment opportunity and does not discriminate against its Employees or applicants because of race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, citizenship status, disability, protected medical condition, military status, genetic information, or any other basis prohibited by applicable federal, state, or local law. This policy extends to all aspects of our employment practices including, but not limited to, recruiting, hiring, training, discipline, promotion, transfers, compensation, benefits, leaves of absence, termination, and all other terms and conditions of employment.</span></p></div>\n",
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