• Develop and own Dropzone AI’s global OEM and strategic partnership roadmap. • Identify key partnership opportunities aligned with product strategy and market demands. • Evaluate, negotiate, and structure complex strategic deals, integrations, and joint offerings. • Build the long-term ecosystem strategy that enables Dropzone AI to scale into new markets and customer segments. • Source, engage, and manage relationships with top-tier technology vendors, cybersecurity platforms, cloud providers, and service partners. • Lead partnership lifecycle end-to-end: discovery, evaluation, mutual value mapping, contracting, technical alignment, and GTM execution. • Establish revenue-bearing OEM agreements and high-leverage channel/technology partnerships. • Drive co-selling motions, joint marketing plans, and co-delivery efforts to accelerate pipeline and adoption. • Work closely with Product and Engineering to prioritize and guide integration work, joint product roadmaps, and platform interoperability. • Translate partner requirements into actionable product insights and drive alignment on technical feasibility. • Ensure partner-enabled solutions deliver exceptional customer experience and measurable value. • Partner with Sales to operationalize partner-sourced pipeline, co-selling, and referral motions. • Collaborate with Marketing to design partner messaging, joint announcements, and co-marketing campaigns. • Work with Finance and Legal to model deal structures, negotiate terms, and optimize contract frameworks. • Define and track KPIs for partnership effectiveness, including sourced pipeline, OEM revenue, integration adoption, and ecosystem health. • Build repeatable motions, processes, and governance to ensure partnerships scale efficiently.

• Drive consistent pipeline and revenue growth by building relationships with Athletic Directors • Own the complete sales process from prospecting to contract execution • Conduct 40-50 meaningful prospect conversations per quarter • Build and maintain a healthy pipeline with 3-4x coverage of quarterly quota • Represent Teamworks at industry conferences

• Own the full sales cycle, from outbound prospecting and qualification through proposal, negotiation, and close. • Build and maintain a consistently full, self-sourced pipeline to meet revenue and GP targets. • Execute high-volume outbound activity across calls, email, virtual meetings, in-person visits, and trade shows. • Identify and develop new business opportunities across priority markets and customer segments. • Lead disciplined account planning aligned with pipeline coverage, revenue, and gross profit objectives. • Engage effectively with stakeholders at all levels, from operational contacts to senior executives. • Manage and expand early-stage and strategic accounts to build long-term partnership value. • Maintain accurate, timely CRM (Salesforce) records and pipeline hygiene. • Forecast revenue and track performance, adjusting strategy as needed to stay on target. • Collaborate with partners to strengthen market presence and execution. • Monitor market trends, customer needs, and competitive activity to inform selling strategy. • Represent the company with credibility, professionalism, and commercial confidence.

Shermco Industries: Since 1974, Shermco has become North America’s largest and fastest growing NETA-accredited electrical testing organization. Our focus is to make sure electrical power systems are functioning properly and safely. Additionally, our Professional Engineering Group, Rotating Machinery Division, Renewable Energy Services, and Field Repair and local Repair Service Centers, places Shermco in a position to handle all things electrical, all done with an emphasis on safety and client service. Shermco is ISO certified, a member of EASA, AWEA, PEARL and is accredited by NETA, PEV, SKF & ANAB. Shermco Industries is a founding member of NETA and has one of the largest field services divisions in the industry. Job Summary: Join our team of leaders in electrical power system maintenance, repair, testing & training. Due to continued growth, we are seeking a Territory Account Manager in the Phoenix, AZ Area. You can work remotely but you must be local. The primary role of this position will be to provide account management/sales targeting industrial, data center, hospitals, and electrical contractors to sell Shermco’s full line of electrical testing, maintenance, repair & engineering services. Perform direct sales and business development activities which contribute to the growth and retention of business so as to meet or exceed targeted sales goals. Qualify prospective sales opportunities to determine which opportunities to pursue. Accountable for attaining yearly multi-million dollar sales budgets Identify, develop and implement sales strategies. Assist in the preparation of estimates, sales proposals, and sales presentations. Visit assigned account(s) on a regular basis in order to maintain a "strategic relationship" status; identifies necessary account changes and opportunities as quickly as possible. Maintain industry knowledge and improve technical knowledge based on market requirements Support our key marketing activities necessary to support sales growth in efforts such as, road shows, national conferences, tradeshows, sales trainings, and various sales engagement activities such as trade organizations. Manages pricing and channel issues as they arise relating to competitive quotes and cross selling conflicts. Support account from sales, securing purchase orders, terms and conditions, and customer relations. Perform job walks. Be a front line focal point between sales and production to qualify opportunities. Be able to support lunch and learns and lead customer discussions. Work with Customer Service group to enhance customer’s buying experience. Support Shermco training events and trade shows. Import sales activity into CRM. Bachelor's degree preferred or equivalent education & experience in Engineering or related field. 3+ years of successful outside B2B sales experience, preferably in an engineering, industrial or heavy commercial industry. Preference given to candidates with a successful sales track record in a power related industry, preferably from the high-voltage (480 VAC to 345 kV) electrical equipment testing & maintenance industry, including electrical field Services, field commissioning & acceptance testing, engineering in general including Arc Flash, Coordination Studies, transient studies, load flow analysis and general power engineering, and small scale electrical T&D or Substations construction projects. Demonstrated ability to be self-directed and highly motivated. Strong interpersonal, communication, written and oral presentation skills and solid understanding of profitability and other financial measurements. Strong sales skills including and effective negotiation skills, ability to successfully interact with key customer decision makers and influencers, and ability to prospect new customers and forecast future business. Must be able to demonstrate technical knowledge and consultative skills. Required overnight travel 20% of the time. Basic computer skills with the following software: Excel, Word, Adobe, Microsoft Outlook Must be able to lift up to 50 pounds, climb ladders, stand for extended periods, drive regularly, with or without reasonable accommodations Should be able to pass a fit for duty physical exam when required Must be able to pass a pre-employment drug test and periodic, unannounced random drug tests. Must be able to pass a pre-employment criminal background check. All offers are conditioned on acceptable results from a background check and drug and alcohol screening. Must have a valid driver’s license, and currently have and be able to maintain a good driving record. Must be able to travel overnight approximately 10-20% of the time to visit customers, prospective customers, and attend trade shows. Must be able to drive for extended periods, work at a desk/cubicle on a PC, and visit and tour varying customer sites with or without reasonable accommodations. Must be able to pass a fit for duty physical exam. Must be able to fluently read, write, and speak English. #LI-TB1 EQUAL OPPORTUNITY EMPLOYER | DRUG-FREE WORKPLACE Shermco is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or veteran status. Shermco is a drug-free workplace. NO AGENCIES PLEASE