• Develops and implements account strategies and directs activities needed to achieve sales objectives • Builds a sales pipeline to ensure continued meetings of sales targets, documenting all strategic activities within Salesforce.com • Manages client relationships, identifying influencers, recommendations, key decision makers • Accurately and consultatively articulates the value proposition of the PROS solution set to prospective customers at all levels • Specifically identifies appropriate target customers in a defined geography and/or industry vertical • Works internally with R&D, product marketing and others on positioning products, product development requirements and/or designing demos

• Achieve sales quotas for bookings, revenue, pipeline growth and other related activity metrics. • Position Gordian as a leader in our business, offering unique, value-added products and services. • Engage in face-to-face selling activities with prospective and current customers across the SLED market. • Effectively manage complex deals with prospective and current customers including management of relationships to drive maximum impact across a multi-state territory. • Develop and define territory plan, prospecting strategies, deal plans, and client action plans within assigned territory. • Coordinate with Business Development Representative team to create effective target lists and territory strategy. • Identify, qualify, pursue, and close net new opportunities for customers, pulling in resources as needed. • Coordinate with operational and sales support groups to ensure successful implementation and delivery of solution. • Identify cross-sell opportunities and engage appropriate overlay resources. • Generate new accounts and revenue streams while reaching annual sales revenue goals. • Sell to multiple levels of decision-makers. • Schedule face-to-face contact with current or prospective buyers daily. • Stay current on market conditions, needs and competitor strategies, goals, and approaches. • Maintain pipeline opportunities and log all activity in the designated customer relationship management (CRM) system Salesforce.com. • Develop and maintain an expert level of knowledge of company solutions and competition in the market. • Utilize FBS (Fortive Business Systems) tools and practices. • Participate in ongoing training to increase professional growth and job effectiveness.

• Generate and manage a territory plan with research to create a credible territory strategy with account research, account initiatives and suppositions of value at the forefront. • Define and refine specific sales strategies per target account. • Apply intellectual curiosity to understand the pain and challenges that our customers face and map those to the Verato value propositions and solutions. • Follow a disciplined sales process to ensure that we have identified the key aspects of securing a deal with the prospective customers (metrics, economic buyer, decision criteria, decision process, implications, champion, compelling event). • Collaborate with other resources and departments that can help paint the picture of how Verato will support the customer’s needs and even the financial narrative of value. • Align with marketing and sales support to execute territory campaigns to generate pipeline opportunities and interest in Verato’s solutions. • Explore your own network, research, knowledge of the territory, and understanding of the territory and target accounts to generate pipeline opportunities. • Precise communication with internal and external resources to ensure details are understood and commits are made/met. • Coordinate with prospective customers and internal resources to complete contracting that results to optimal deals for Verato. • Continue to manage and mature the relationship with the customer, ensuring that they continue to see indisputable value in Verato. • Achieve forecasted revenue goals focused largely on new business while growing existing business. • You will have a precise focus on proactively protecting the privacy and security of all systems while always ensuring you are following documented policies and procedures.

• Own strategic account management for key Medical Device and Life Sciences customers — developing and executing plans that expand revenue, strengthen engagement, and enhance customer satisfaction. • Act as the primary customer advocate internally, ensuring their business needs translate into actionable solutions across engineering, manufacturing, and support functions. • Partner closely with operations, engineering, and supply chain to manage account profitability (P&L) and deliver sustainable growth. • Build and maintain multi-level relationships, including executive and operational leaders, to position Spartronics as a trusted, long-term EMS partner. • Anticipate customer needs and identify new business opportunities, driving account expansion through consultative selling and value-added solutions. • Represent Spartronics at industry events, conferences, and key customer engagements as a subject matter expert and strategic advisor.