• The Key Account Manager (KAM) analyzes and develops the partner network in the assigned territory in coordination with the responsible Sales Manager and supports their partners with a view to medium- to long-term development to Canon's advantage. • They are responsible for the continuous development and implementation of new business ideas with their partners. • They act as a strategist who must stay up to date and who, together with their partners, defines mutual business objectives in a business plan. • They maintain relationships with partners and, in some cases, with the partners' key customers, and develop strategic initiatives that benefit both parties. • They accompany sales cycles with the partner on complex applications, including personal attendance at end-customer meetings. • They are responsible for recruiting new partners and training their sales teams, act as the partner's primary point of contact, and thereby secure revenue for Canon.

• Develop business with new and existing customers while creating strategies to meet sales targets. • Retain long-term relationships with existing customers while providing exceptional customer service. • Responsible for face-to-face selling and managing channel partners/distributors.

• Responsible for driving sales of IMI Norgren products within the Metallurgy and Mining industry, achieving and exceeding assigned sales targets. • Manage the full sales cycle, including technical and commercial discussions, contract negotiation, payment follow-ups, and delivery coordination. • Maintain and grow relationships with existing customers to expand current business. • Develop new customers and projects to drive new business growth and increase market share. • Conduct regular customer visits to build strong relationships, understand customer pain points, and provide effective solutions that deliver value-added sales. • Gather market intelligence and competitive insights. • Maintain accurate records and provide regular activity and sales reports to the line manager.

• Design & run startup-facing programs—events, webinars, roundtables, accelerator partnerships, and community initiatives—that not only build brand visibility but also generate qualified sales opportunities. • Own the startup acquisition pipeline: identify, engage, and convert Bay Area startups into Sprinto customers. • Act as both a community builder and a sales driver, balancing ecosystem credibility with revenue attainment. • Develop partnerships with accelerators, incubators, venture firms, and startup communities to open doors to new revenue opportunities. • Run high-quality discovery conversations, demos, and follow-ups, in collaboration with the sales team, to ensure pipeline conversion. • Track and report revenue-related metrics such as leads generated, conversion rates, and revenue attained from startup programs. • Collaborate cross-functionally with Growth, Marketing, and Sales teams to align outreach with business goals. • Represent Sprinto as a trusted advisor to the Bay Area startup ecosystem, both in community settings and in one-on-one founder conversations.