CAS

• Accountable for profitable achievement of sales objectives associated with existing IP business revenue growth and new IP business acquisition in an assigned territory in North America • Identifies new customer opportunities, tracks selling activities, manages contact information for sales prospects and existing customers • Delivers sales presentations and collects information about existing and prospective customers to assist in development of marketing plans • Generates revenue utilizing sales opportunity process via necessary sales and support visits, calls, emails and presentations • Identifies and gains access to decision makers • Cultivates relationships with the most senior buyer in the client organization as well as networking with day-to-day client representatives and buyers • Manages an assigned book of business and builds, expands, and solidifies relationships with existing clients • Creates and documents user success stories and communicates these to buyers

• Responsible for collaborating with Sales staff in an assigned territory by providing pre and post-sale technical training and product consulting to customers worldwide • Identifies opportunities to grow, retain, cross-sell and penetrate the customer utilizing their expertise in the product and services portfolio • Accountable for preparing and presenting instructional materials in various media for technical training events for user meetings, technical conferences, on-site customer visits, customer meetings via teleconference, and the virtual online product laboratory • Providing technical product demonstrations and training for customers and internal staff • Development and design of customized training materials to meet customer needs and highlight product features by explaining and demonstrating search techniques using tailored examples • Creation and delivery of technical instructions and demonstrations for pre-and post-sale support, workshops, user meetings, technical conferences, and remote or in-person customer meetings • Evaluation of customer information needs and matching them to appropriate products and services in close collaboration with sales • Gathering customer feedback on products, services, or policies and communicating this information to internal partners such as product development and sales

• Manage a territory of CAS customers and ensure they are receiving exceptional experiences through our interactions with CAS as a firm • Manage an assigned book of business and build, expand, and solidify relationships with existing clients via necessary sales and support visits, calls, emails, and presentations with the expectation of creating, advancing, and closing revenue opportunities within an assigned territory. • Effectively identify, analyze, resolve, communicate and work through customer problems, issues and opportunities. • Lead onboarding, enabling through insights, and teach our users and customers how to realize the full value of our solutions • Serve as the authoritative consultant to retain, cross-sell, and upsell existing clients through a superior experience and understanding of their needs • Anticipates and drives growth of additional services and coverage levels by conducting thorough needs assessments and matching these needs to the appropriate solutions. • Cultivates relationships with the most senior buyer in the client organization as well as with day-to-day client representatives and buyers. • Can facilitate buy-in from multi-stakeholder buying decision teams. • Exercise independent judgment in setting priorities, evaluating results, and waiving established procedures when warranted to achieve optimal customer outcomes • Create innovative solutions within our established sales process to drive value and consistently utilize the CRM to document prospect interaction, ensuring efficient lead management. • Secure in-person, phone, or virtual engagements with customers to connect more deeply and learn their challenges and how CAS can partner. • Monitor customer dashboards, identify risks and develop action where necessary to ensure optimal customer experience and product usage • Analyze, create and document user success stories and communicate these to buyers. • Establish a trusted advisor relationship, understanding the importance of timely follow up with customers, managers and staff making communication a top priority. • Develop and maintain daily plans to maximize selling time, including pre-call planning, adhering to metrics and customized scripts based on opportunity type. • Building account plans for mapping out customer/account landscape and creating plans for driving, protecting or growing value in accounts. • Attend/present at trade shows, events, and conferences • Provides coaching, mentoring, and guidance to work team members while coordinating cross-functional activities and serving as liaison between departments

• Cultivate and leverage relationships with decision makers, C-Suite Executives • Develop relationships that engage with all cross-functional and business unit key decision makers • Communicate the CAS value proposition to a variety of client personas • Collaborate with marketing on efforts to promote company services • Create business cases to showcase value of differentiated customized solutions • Conduct and/or oversee research on competition, spending trends, and potential partners • Develop a strategy to approach clients and execute building a robust pipeline • Lead development of teaming agreements, and preparation of written proposals • Identify and qualify opportunities that can be solved with CAS Custom Services • Manage project teams and supervise/lead the activities of others

• Cultivate and leverage relationships with decision makers, C-Suite Executives by managing and expanding account relationships with existing and new accounts • Develop relationships that are both deeper and wider, engaging with all cross-functional and business unit key decision makers and influencers • Effectively communicating the CAS value proposition amongst a wide variety of client personas, including technical experts, scientists, and executives • Collaborate with marketing on efforts to promote company services and capabilities to current and potential clients, partners, and consultants • Create business cases to showcase the value of differentiated customized solutions • Conduct and/or oversee research on competition, spending trends, and potential partners • Develop a strategy to approach clients and execute building a robust pipeline to proactively advance and close opportunities to generate both short-term and long-term new revenue • Lead development of teaming agreements, evaluation of RFPs, preparation of written proposals, price-to-win strategies, and responses to interrogatories • Establish a professional network through independent prospecting as well as collaborating with product sales representatives • Identify and qualify opportunities that can be solved with CAS Custom Services • Lead the efforts between the client and CAS IP Services Team and CAS Custom Services Solution and Execution teams to conceptualize, design, and deliver customized solutions that are achievable and profitable • Effectively identify opportunities for customized solutions, qualify opportunities, and move qualified opportunities into the Solution phase • Identify, communicate, and work through customer problems, issues, and opportunities • Attend business development networking opportunities, including association events, career fairs, workshops, industry days, and seminars • Manage project teams and supervise/lead the activities of others