Every day, Global Payments makes it possible for millions of people to move money between buyers and sellers using our payments solutions for credit, debit, prepaid and merchant services. Our worldwide team helps over 3 million companies, more than 1,300 financial institutions and over 600 million cardholders grow with confidence and achieve amazing results. We are driven by our passion for success and we are proud to deliver best-in-class payment technology and software solutions. Join our dynamic team and make your mark on the payments technology landscape of tomorrow. Summary of This Role We are seeking a high-performing, results-driven Enterprise Account Executive to join our growing sales team. In this role, you will be responsible for identifying, developing, and closing new business opportunities with large, multi-unit restaurant brands. The enterprise account executive will work closely with internal stakeholders (Sales Engineers, Product, Marketing, Implementation teams, etc.) to tailor solutions that solve our customers biggest challenges across the suite of technology solutions. The ideal candidate has experience with strategic selling and requires a deep understanding of the restaurant technology industry and enterprise technology sales cycles. What Part Will You Play? ● Communicate and inspire a vision for the business to customers ● Identify and target key stakeholders, decision-makers, and influencers across technology, operations, and executive leadership ● Manage the sales process from end to end inclusive of building a funnel, qualifying leads, identifying decision makers, coordinating product demonstrations, negotiating contractual and financial terms and ensuring on-going customer satisfactions post-sale ● Understand the customer’s business objectives and ensure Xenial is viewed as a strategic partner to help meet these goals ● Manage QBR’s (Quarterly Business Reviews), performance reporting, and strategic check-ins with key stakeholders ● Partner with other business units to expand cross-sell opportunities ● Build and develop senior-level customer relationships through consultative selling and promoting customer confidence in Xenial ● Create and conduct product skills and sales meeting training to inform customers of new developments in products, technology, industry updates, company policies and procedures ● Conduct discovery calls, product demos, and solution presentations ● Maintain strong knowledge of our full suite of restaurant technology products and continuously stay current on industry trends ● Collaborate with internal teams (Sales Engineering, Product, Implementation) to craft tailored proposals and RFP responses ● Represent the company at industry trade shows, conferences, and events ● Accurately forecast pipeline, revenue, and close timelines within CRM (Salesforce) ● Meet or exceed quarterly and annual sales targets ● Net revenue growth ● Pipeline development ● Close rate and sales cycle efficiency ● Strategic account mapping and relationship development ● Execution of account growth plans What Are We Looking For in This Role? Minimum Qualifications ● Bachelor’s degree in Business, Marketing, Hospitality, or related field ● 5+ years of experience in enterprise sales and/or account management in a B2B or restaurant technology company ● Prior experience responding to RFPs, negotiating long-term contracts, and working with legal teams ● Demonstrated success in closing large, strategic accounts with multi-location customers ● Proven track record of managing complex, strategic accounts with high customer satisfaction and revenue growth Preferred Qualifications ● Salesforce experience ● Experience working with large, multi-location restaurant brands ● Experience with Microsoft Office and/or Google suite of Products What Are Our Desired Skills and Capabilities? ● Attention to detail ● Self-Starter ● Excellent communication, negotiation, and interpersonal skills, including executive presence ● Strong business acumen and deep understanding of enterprise buying processes ● Project management and organizational capabilities ● Deep understanding of and relationship management in a SaaS or restaurant technology environment ● Ability to work cross-functionally and influence internal teams in a fast-paced environment ● Strategic thinker with a strong customer-first mindset ● Entrepreneurial spirit with a hunger to build and grow pipeline and presence in the space ● Experience with Salesforce, project management tools such as JIRA, and the Google suite of products #LI-Remote Global Payments Inc. is an equal opportunity employer. Global Payments provides equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex (including pregnancy), national origin, ancestry, age, marital status, sexual orientation, gender identity or expression, disability, veteran status, genetic information or any other basis protected by law. If you wish to request reasonable accommodations related to applying for employment or provide feedback about the accessibility of this website, please contact jobs@globalpay.com.

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. DESCRIPTION: Summary: The OEM Business Manager develops and manages strategic relationships with assigned OEM customers within the LPE Consumables portfolio. In this role, the OEM Business Manager operates as a key cross-functional leader, influencing internal and external stakeholders to drive profitable growth, operational excellence, and risk mitigation. The Business Manager has a strong understanding of both the technical and commercial aspects of the customer relationship, as well as site-specific business requirements. He/she identifies and implements strategies and solutions that align with customer needs while supporting Thermo Fisher’s overall business strategy. As a primary liaison between Commercial, Customer Service, Product Management, and Site Operations, this role ensures alignment and execution across new product introductions, custom projects, technology transfers, issue resolution, and ongoing business execution. The Business Manager acts as a customer advocate, while balancing Thermo Fisher’s operational and financial objectives to drive sustainable outcomes. The scope of the position covers five major areas: Customer Experience and Relationship Management Growth and Profitability Technical Excellence Project and Change Management Financial and Forecast Management Key Responsibilities Customer Experience and Relationship Management: • Serves as the internal customer advocate and strategic business leader for assigned accounts, balancing and driving alignment between the customer’s needs and Thermo Fisher’s priorities. • Establishes and leads account governance frameworks including, KPI reporting, communication channels, and escalation pathways to improve execution and transparency. • Develops and maintains strong business relationships by understanding the customer’s organization, supply chain structure, and commercial needs. • Identifies customer decision-making structures and supports implementation and execution of MSAs and supply agreements. • Ensures expected service levels are delivered and that required planning, technical, and commercial information is effectively exchanged between organizations. • Leads Voice of Customer (VOC) engagement for assigned accounts and develops action plans to address feedback. • Leads cross-functional alignment across Commercial, Operations, Finance, and Product Management to develop and execute account strategies and resolve complex business challenges. • Facilitates regular business review meetings and ad hoc communications with customers. • Ensures compliance with Manufacturing Supply Agreements (MSAs) and contractual commitments. • Develops executive-level communications to convey performance, risks, and strategic opportunities. Quotations and Supply Agreements: • Supports negotiations of supply and quality agreements in collaboration with Commercial and site leadership, assessing financial and operational implications. • Prepares and submits commercial proposals for additional products, services, specials, and customer-requested changes outside of standard scope. • Ensures pricing updates, annual reviews, and contractual terms are implemented in compliance with MSAs. Growth and Business Development: • Leverages relationships with assigned customers to identify and drive incremental growth opportunities. • Partners with Commercial and Product Management to assess and implement new business opportunities. • Facilitates internal communication of new project requirements and supports customer engagements and site visits. • Promotes site capabilities and portfolio strengths to expand share of wallet. Technical Excellence: • Supports and oversees specials and custom product projects to ensure successful, on-time delivery. • Participates on project teams responsible for commercial and operational alignment. • Evaluates business performance and identifies technical or operational solutions to address process or supply challenges. • Contributes to PPI and Operational Excellence initiatives. • Participates in capital and process improvement projects representing Business Management. • Leads customer-related initiatives (e.g., pricing projects, supply improvements, task forces) and drives to completion. Financial and Forecast Management: • Ensures customer demand forecasts are accurately represented in the SIOP process and reflected in long-term planning models. • Supports development of annual revenue budgets and monitors performance against targets. • Identifies risks and opportunities within demand forecasts and collaborates with customers and internal teams to mitigate risk. • Leads development of executive-level business cases, presentations, and strategic recommendations to influence senior leadership decision-making. • Tracks revenue from projects, technical changes, and supplementary services. • Partners with Commercial and Finance to address overdue invoices and resolve financial discrepancies. • Ensures contractual milestones (pricing, payment terms, forecasting, etc.) are implemented appropriately. • Supports margin improvement through pricing analysis and commercial strategy recommendations. • Drives continuous improvement in forecast accuracy and overall portfolio profitability for assigned accounts. How will you get here? Education • University Degree in Science, Finance, Engineering, or Business required. • MBA or advanced scientific degree preferred but not required. Experience • 5–8 years of related experience in project management, account management, sales, operations, or customer-facing roles. • Laboratory, life sciences, plastics, or contract manufacturing industry experience preferred. • Experience working directly with customers in a matrix organization. • Familiarity with budgeting, forecasting, and commercial processes. • Experience participating in cross-functional project teams. Skills/Knowledge • Ability to influence stakeholders and build consensus across functions. • Strong customer advocacy mindset while balancing operational and financial priorities. • Strong analytical and financial acumen with ability to interpret forecasts and contractual terms. • Effective communicator with strong presentation skills. • Ability to manage multiple priorities in a dynamic environment. • Demonstrated problem-solving capability in complex scenarios. • Strong organizational and project management skills. • Proficient in Microsoft Office (Excel, PowerPoint, Outlook) and familiarity with reporting tools (Power BI, Smartsheet). • Demonstrated commitment to Thermo Fisher’s 4-I values. Travel: Approximately 20–30% as required Compensation and Benefits The salary range estimated for this position based in Massachusetts is $103,100.00–$140,000.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

• Contacting various members of dealerships through cold calls, emails, video emails, and text messages to generate their interest in myKaarma • Leveraging data and usage reports for current myKaarma customers to identify new/upsell opportunities for these customers • Building relationships with counterparts in other departments i.e. Performance Management to cultivate leads and referrals in the current base of business • Leveraging Salesforce and other sales enablement tools to generate targeted lists of prospects • Creating appointments for qualified dealership personnel to attend live demonstrations that convey the value of myKaarma • Utilizing a consultative approach to determine the needs of prospects and overcoming objections • Collaborating with Product Consultant (PC) teams to ensure prospective clients attend product demonstrations • Constructing weekly reports to summarize the strategies and results for the week • Keeping accurate, up-to-date information about prospective clients • Maintaining a thorough knowledge of myKaarma as well as similar products offered by competitors

• Directs planning, research, and analysis of organization's objectives, long-range planning, business opportunities, and business development activities • Manages the preparation of winning proposals • Leads and facilitates win strategy development sessions with key decision makers and teammates that review the technical, management, teaming, past performance, and staffing components of efforts • Possesses the ability to drive /follow the Account Management and lead a Capture Process from Opportunity Positioning and Qualification through Proposal Development and Opportunity Closing • Develops internal and external partnerships, business plans and marketing • Leads the development of customer profiles, including customer needs, issues, desires, and biases • Collaborates with cross-functional teams to define, establish, and set growth strategies and goals to support the company's revenue goals, and directs the effort to reach them • Develops ways to seize growth opportunities • Confers with other Managers and Directors to ensure consistency in the organization's long-term planning • Evaluates the results of projects and financial feasibility • Analyzes budget and identifies organization's needs • Promotes organization in industry trade associations • Performs other duties as assigned