SkyCell AG

• Drive new business and account expansion for SkyCell’s IoT and software solutions across the EMEA airline and cargo ecosystem. • Lead the full sales cycle - from prospecting and discovery to proposal, negotiation, and contract closure. • Execute account-based strategies that identify new opportunities and deliver measurable results. • Collaborate with Pre-Sales, Marketing, and Product teams to design the right solutions, grow the pipeline, and share customer insights that shape SkyCell’s digital roadmap. • Represent SkyCell at customer meetings, events, and industry conferences as a credible, knowledgeable partner. • Maintain clear and accurate CRM records, forecasting opportunities and ensuring pipeline discipline.

• Shape the Product Vision • Develop and communicate a compelling long-term product vision and narrative • Align leadership and teams around clear priorities and outcomes • Simplify complexity into clear strategic direction • Define and lead a cohesive product strategy across hardware, software, and IoT-enabled solutions • Transform the product landscape into a clear, scalable portfolio and platform strategy • Drive prioritisation across competing demands, balancing customer needs, technical feasibility, and business impact • Manage strategic partnerships with external partners • Connect product decisions to commercial outcomes (revenue, adoption, retention, pricing models) • Partner closely with commercial teams to define value propositions and monetisation strategies • Strengthen product-market fit and accelerate customer adoption across segments • Ensure seamless integration between physical containers, IoT infrastructure, and digital platforms • Shape products that combine device, connectivity, and data intelligence into a unified customer and user experience • Leverage real-time data, analytics, and AI to create actionable, high-value insights for customers • Lead and develop a team of Product Managers and Product Owners • Create clarity in roles, decision-making, and ways of working • Foster a culture of collaboration, accountability, and continuous learning • Act as a key partner to the CTO and engineering leadership • Bridge gaps between engineering, hardware, commercial, and operations teams • Ensure product teams remain deeply connected to customer needs

• Design, develop, and maintain backend features in the Validaide platform • Own and improve services, tools, and processes to ensure operational excellence • Collaborate with QA, product owners, and fellow developers to deliver secure and maintainable features • Write clean, well-documented code and participate in code reviews • Develop and maintain automated tests using PHPUnit and Behat • Create and update technical documentation for new and existing systems • Optimise performance and scalability of the application • Ensure compliance with regulatory standards such as FDA 21 CFR Part 11 and EU GMP Annex 11

• Lead regional operations for Singapore and India, with scope to expand across APAC • Manage and supervise Service Centers, ensuring compliance with company SOPs and local regulations • Own supplier/partner performance: track KPIs, run QBRs, and drive CAPA/escalation resolution • Ensure adherence to customer SOPs, government filings, customs requirements, and quality standards • Coordinate end-to-end logistics and freight forwarding (order management, customs brokerage, reverse logistics, cost optimisation) • Act as 2nd-level escalation and decision point for daily ops and Control Tower issues • Build, train, and onboard Service Centers, partners, suppliers, and new team members • Create and maintain operational SOPs and team work instructions • Maintain master data accuracy in IT systems and support billing/invoice queries • Support MRO tasks and conduct quality checks and damage assessments on the regional container fleet • Execute short-term setups at new destinations (customs, partner sourcing) and support new Service Center launches • Make short-term stock-to-stock allocation decisions and approve consumption material orders for Service Centers • Collaborate cross-functionally (Sales, CX, Account Management, Procurement) to deliver excellent service and timely RFQs/RFPs • Support process optimization, strategic regional initiatives, and claim management • Participate in customer business reviews, supplier reviews, and industry fairs/exhibitions

• Use technical artifacts to document business requirements (process flows, entity diagrams, etc) • Own Epics and User Stories throughout the delivery lifecycle • Align solutions, designs, and specifications with Product Managers and UI/UX designers • Assess and compare different solutions to address business requirements • Collaborate with engineers and QAs in defining solutions, requirements and testing scenarios • Capture non-functional requirements (e.g., scalability, performance, security) • Validate assumptions via data analysis with stakeholders and tech teams • Translate complex business needs into technical specifications and solutions • Specify and document integration solutions to ensure system interoperability • Analyse complex datasets to extract insights and enable data-driven decisions • Contribute to testing strategies for automation and non-functional requirements • Use SQL for basic reporting (aggregations, calculations, summaries) • Prepare Release Notes and follow up on post-release tasks, including handover to Service Desk • Assist Sales and Product teams with RFPs, demos, and POCs • Support with investigating production issues and provide input to Service Desk (3rd-level support)

• Own the strategy and roadmap for real-time cold-chain operations and product release • Collaborate with cross-functional teams, including engineering, sales, and marketing, to bring products to market successfully • Conduct market research to identify trends, opportunities, and competitive threats in the industry • Define and prioritise product features and requirements based on customer feedback and business objectives • Manage the product lifecycle from concept to launch • Align with other product managers to create joint offerings for SkyCell customers • Ensure compliance with industry regulations and standards throughout the product development process • Work closely with key collaborators to leverage their expertise and insights in the pharma sector • Analyse product performance metrics and make data-driven decisions to enhance user satisfaction and business outcomes • Engage with customers and stakeholders to gather feedback and foster strong relationships

**What You'll Do:** - Develop product strategies that align with the company's vision and the specific needs of life sciences - Own product discovery end-to-end — running customer and market research, validating assumptions, and turning insights into validated product bets - Shape the future of SkyCell’s data ecosystem, building out supplier capabilities data into broader, more generic data products - Collaborate with cross-functional teams, including engineering, sales, and marketing, to bring products to market successfully - Define and prioritize product features and requirements based on customer feedback and business objectives - Manage the product lifecycle from concept to launch - Align with other product managers to create joint offerings for SkyCell customers - Work closely with key collaborators to leverage their expertise and insights in the life sciences sector - Analyse product performance metrics and make data-driven decisions to enhance user satisfaction and business outcomes - Engage with customers and stakeholders to gather feedback and foster strong relationships

• Lead the implementation of a Shared Design Library with reusable React components, design tokens (colors, typography, spacing), and UX patterns used across applications • Define the foundations of the library: naming conventions, versioning strategy, theming, accessibility standards (WCAG), and contribution guidelines • Set up and maintain component documentation (Storybook, MDX) with usage guidelines and live examples • Establish governance for proposing, reviewing, deprecating, and evolving components in partnership with UI/UX Designers and QA. • Define and implement a testing framework/strategy: component unit tests, visual regression, accessibility checks, and integration tests • Collaborate with Product Designers to translate guidelines into tokenized, testable components, ensuring consistency across apps • Integrate the library into CI/CD pipelines with automated builds, tests, visual regression, and versioned releases • Write clean, maintainable, scalable code in TypeScript and React, building responsive, reliable, and secure web applications • Own feature development from idea to deployment, aligning closely with product, design, backend, QA, and BA teams • Review code, challenge assumptions, and help raise the technical bar across the team • Mentor less experienced engineers and support team growth through technical guidance • Help shape frontend architecture and long-term decisions (modularity, patterns, performance)

• Design, develop, and maintain backend features in the Validaide platform • Own and improve services, tools, and processes to ensure operational excellence • Collaborate with QA, product owners, and fellow developers to deliver secure and maintainable features • Write clean, well-documented code and participate in code reviews • Develop and maintain automated tests using PHPUnit and Behat • Create and update technical documentation for new and existing systems • Optimise performance and scalability of the application • Ensure compliance with regulatory standards such as FDA 21 CFR Part 11 and EU GMP Annex 11

**What You'll Do:** This is a highly cross-functional role that combines solution engineering, account growth management, customer engagement and strategic relationship management. Grow Existing Customers - Become the trusted commercial partner for assigned customers. - Build long-term relationships and ensure customers continue to realize value from SkyCell solutions. - Conduct regular business reviews and identify opportunities for growth. - Proactively manage risks to customer retention and satisfaction. - Drive expansion through new use cases, geographies, products and business units. - Work closely with Customer Success to deliver solution, satisfaction and meet customer expectations on solutions. - Turn successful customers into advocates and references. Support winning New Business - Partner with Business Development teams on strategic sales opportunities. - Understand customer challenges and translate them into compelling solutions. - Build business cases and value propositions that help customers make decisions. - Engage senior stakeholders across operations, procurement, quality and supply chain functions. - Help accelerate sales cycles and improve win rates. - Coordinate with product, pricing and commercial teams to deliver winning solutions.