AMDT

• Technical and operational responsibility for our Atlassian service stack (in particular Jira, Confluence and Jira Service Management) • Ensuring stable, secure and scalable operations as well as continuous development of the Atlassian platform • Advising on the implementation of processes and requirements and serving as a sparring partner for system owners, product owners, business units and IT management on equal terms • Collecting, evaluating and structurally implementing functional and technical requirements • Designing, customizing and optimizing Jira and Confluence setups (workflows, screens, fields, permissions, project and space structures) • Building and maintaining automations (e.g., Jira Automation, ScriptRunner) • Integration and configuration of common Atlassian Marketplace apps • Defining and establishing standards, governance rules and best practices for platform usage • Supporting teams in the efficient and effective use of Atlassian tools • Identifying optimization potential in operations, processes, licensing and costs • Creating clear technical documentation to ensure sustainable knowledge build-up.

• Generate pipeline through proactive prospecting, including cold outreach, networking, and account-based strategies • Build and execute account plans for large, multi-site manufacturing organizations • Identify and engage stakeholders across engineering, OT, IT, security, and executive leadership • Drive multi-threaded sales motions within complex organizations • Manage and advance long sales cycles (6–12+ months) from initial outreach through close • Lead discovery aligned to operational risk reduction, production resilience, compliance, enterprise-wide visibility, and OT security initiatives • Navigate procurement, legal, and strategic buying processes to close deals • Maintain disciplined pipeline management and forecasting in Salesforce

• Manage and expand relationships with key customers in strategic regions • Identify opportunities for account growth, including cross‑sell and upsell initiatives • Support the development and execution of account plans in collaboration with senior sales leadership • Identify and engage potential new customers within manufacturing and critical infrastructure sectors • Conduct targeted outbound prospecting and handle inbound leads efficiently • Deliver product presentations and solution overviews (remote and on‑site) • Stay informed about market trends and competitive offerings • Work closely with Marketing, Presales, and Product teams • Ensure a smooth and positive customer experience across all touchpoints

Role Overview We are hiring a Channel Account Manager to build, develop, and drive revenue through our partner ecosystem. This role is responsible for recruiting new partners, enabling existing partners, and co-selling into target accounts. Success in this role requires the ability to earn trust with partners, develop joint account plans, and drive pipeline through partner-led and partner-influenced opportunities. Your Tasks - Recruit and onboard new channel partners aligned to target industries and accounts - Enable partners on AMDT’s value proposition, positioning, and sales process - Build strong, trusted relationships with partner sales and leadership teams - Develop and execute joint account plans with partners for strategic accounts and target logos - Co-sell with partners to generate pipeline and close new business - Identify opportunities within partner customer bases and drive expansion into existing accounts - Support and participate in partner events, roadshows, and field marketing activities - Align with internal sales teams to ensure clear account ownership and coordinated engagement - Maintain visibility into partner pipeline and forecast partner-driven revenue Your Profile - 3+ years of experience in channel management in the OT software environment - Bachelor’s degree in business or related field - Experience working with or selling through channel partners - Proven ability to build and grow partner relationships that generate revenue - Experience with partner enablement and co-selling motions - Ability to develop and execute account plans in collaboration with partners - Comfortable operating across both partner and direct sales environments - Experience selling into manufacturing, industrial, or technical environments preferred - Experience with Salesforce and Hubspot preferred - Effective time management, decision making, human relations, presentation, and organization skills - AI literacy and willingness to leverage AI tools to improve prospecting, partner engagement, and overall sales efficiency - Ability to travel 50-75% Nice to have That sounds like you? Reasons to become part of AMDT - Competitive base salary + variable tied to partner-driven revenue - Medical, dental, vision, and 401(k) - Remote-friendly work environment Compensation for this role will be competitive and commensurate with experience and qualifications. Note: The salary range may vary based on the state or locality in which you reside. Additional compensation may include annual performance bonuses, incentives, and a comprehensive benefits package. Contact us

Role Overview We are seeking a highly driven Business Development Representative to join our team! You will help identify and engage with potential clients and have the opportunity to play a key role in prospecting new business for the company. We are looking for someone who has the passion to grow their sales career to the next level as we see this role as a stepping stone to our other senior level sales roles. This role will support prospecting efforts across the Americas and Europe. As part of this responsibility, you will regularly engage with European-based companies and contacts, which will require an earlier workday start time on certain days to align with European business hours. Your Tasks - Research, identify, and generate new leads through outbound cold/warm calls, emails, & social strategies - Interact with prospects via telephone, video correspondence, and email on a daily basis - Work with marketing to help build lead generation campaigns to target lists for prospecting activities - Follow-up with prospects to keep them engaged, ensure their movement through the sales funnel, provide additional product information, and answer any questions - Maintain accurate and up-to-date records of all sales activities and customer interactions in our CRM system, Salesforce - Effectively articulate complex concepts and technical features in a clear and concise manner - Educate potential clients about the value and benefits of our products and services - Stay up to date with new product updates, pricing/payment plans, and work collaboratively with our Sales, Product, Customer Service, and Tech teams Your Profile - Bachelor’s Degree required - Must be located in the Eastern Time Zone (EDT) - 1-2 years of previous sales or business development experience: cold calling, developing email campaigns, and other outbound sales tactics - Strong understanding of sales processes and strategies - Exceptional organizational skills to manage multiple leads and opportunities simultaneously - Excellent communication and professional relationship building skills - Strong drive to succeed and grow within a sales organization - Familiarity with CRM software and sales productivity tools (Salesforce, LinkedIn, HubSpot etc.) - Ability to work independently and as part of a team - Flexibility to start earlier on certain days to support outreach to European-based prospects Nice to have Candidates are expected to demonstrate baseline AI literacy, including familiarity with common AI tools and the ability to responsibly use AI technologies to enhance productivity, decision-making, and workflow efficiency. That sounds like you? Reasons to become part of AMDT Compensation for this role will be competitive and commensurate with experience and qualifications. Our comprehensive benefits package includes [medical, dental, vision insurance, 401k, etc.]. Note: The salary range may vary based on the state or locality in which you reside. Additional compensation may include annual performance bonuses, incentives, and a comprehensive benefits package. Contact us

• Recruit and onboard new channel partners aligned to target industries and accounts • Enable partners on AMDT’s value proposition, positioning, and sales process • Build strong, trusted relationships with partner sales and leadership teams • Develop and execute joint account plans with partners for strategic accounts and target logos • Co-sell with partners to generate pipeline and close new business • Identify opportunities within partner customer bases and drive expansion into existing accounts • Support and participate in partner events, roadshows, and field marketing activities • Align with internal sales teams to ensure clear account ownership and coordinated engagement • Maintain visibility into partner pipeline and forecast partner-driven revenue

• Research, identify, and generate new leads through outbound cold/warm calls, emails, & social strategies • Interact with prospects via telephone, video correspondence, and email on a daily basis • Maintain accurate and up-to-date records of all sales activities and customer interactions in our CRM system, Salesforce • Educate potential clients about the value and benefits of our products and services

• Technical and operational responsibility for international rollout projects at enterprise and corporate customers. • Planning, coordinating and managing rollouts across multiple sites, countries and time zones. • Structuring project phases, including schedules, dependencies and milestones. • Performing software installations, configurations and commissioning (remotely and occasionally on-site). • Technical setup and integration of devices, machines and automation systems. • Integration of common automation and control systems (e.g., Siemens, Schneider Electric, Rockwell). • Coordination with customer IT, OT, engineering and management teams. • Delivering training and enablement sessions for administrators, key users and rollout teams. • Proactively identifying risks, deviations and opportunities for optimization throughout the project lifecycle. • Close collaboration with sales, product management and support to ensure sustainable customer success.

• Develop and execute long‑term strategic account plans for key customers in the UK & Ireland • Build strong, trust-based relationships across C‑Level, IT, OT, Security, and Procurement stakeholders • Identify growth opportunities, including cross‑sell and upsell potential within existing accounts • Acquire new strategic customers across the manufacturing and critical infrastructure sectors • Conduct targeted outbound prospecting and manage inbound leads efficiently • Own pipeline creation, forecasting, and deal execution through all stages of the sales cycle • Deliver compelling product and solution demonstrations (remote and on‑site) • Articulate value propositions related to OT security, cybersecurity, cyber risk, automation, and digital transformation • Monitor competitive landscape and position AMDT solutions effectively • Partner closely with Marketing, Customer Success, Presales, and Product Management • Ensure an excellent end‑to‑end customer experience across all touchpoints • Contribute customer insights to influence product roadmap and go‑to‑market strategy

• Contact prospective customers in assigned area to determine their needs and degree of interest in company’s products and services • Performs sales presentations; ensures needed resources are available for effective demos • Knowledgeable on company’s products and services and those activities of competitors • Maintains sales records and prepares sales reports as required • Maintains positive customer relationship to maximize product/services satisfaction to obtain new sales as well as strengthen existing relationships • Schedule (or conduct) web demonstrations and maintain detailed notes in our lead tracking system • Experience with Salesforce and Hubspot preferred • Work closely with the rest of the sales team and other departments such as marketing, customer service, sales support, etc. • Willingness and ability to work remotely – comfortable with virtual selling and remote customer support