• Running structured discovery calls • Owning pipeline progression and deal velocity • Maintaining disciplined CRM reporting and forecasting • Closing sophisticated professional service engagements • Participating in weekly pipeline accountability reviews

• Grow Strategic Accounts: Cultivate new business opportunities while deepening relationships with existing clients. • Drive Revenue: Meet and exceed sales targets through strategic pricing, forecasting, and pipeline management. • Shape Market Strategy: Define and execute development plans for key segments across the Americas. • Deliver Solutions: Understand customer needs and translate them into high-value technical solutions. • Lead Projects: Oversee product implementations and ensure seamless integration into customer systems. • Collaborate Cross-Functionally: Partner with Engineering, Product Management, Finance, and Customer Service to optimize outcomes. • Represent Heraeus: Attend trade shows, conferences, and training events to generate leads and stay ahead of market trends. • Analyze & Report: Provide insights through competitive analysis, market research, and strategic reporting. • Ensure Compliance: Uphold corporate standards including procurement, anti-bribery, and anti-money laundering policies.

• Achieve assigned financial objectives and KPI’s through Monthly Forecast and Funnel Review Process for assigned accounts, countries and territories with major emphasis on share of wallet expansion • Regularly assesses channels & target Accounts, defines their growth potential/targets and develops strategies to achieve growth targets from those accounts in the given territory. • Conduct regular meetings with key account decision makers and Channel Partners to understand evolving requirements to identify opportunities for upselling and cross-selling • Stay on top of industry trends through collaboration with peers, industry publications, and industry conference attendance • Manage and measure account performance using KPI’s, identify gaps in performance, communicate and institute countermeasures during quarterly business reviews with customers where appropriate to achieve goals • Demonstrates time & territory balance and is responsible for the effective execution of sales plans through channel&target Accounts and manages conflicts which may arise with the Kipp&Zonen Channel network • Actively seeks and develops new business opportunities with direct and indirect channels through a variety of sales activities and tactics such as consultive selling • Identify prospects, establish and maintain relationships with authorities, engineering firms and other accounts that influence the buying decisions of the customer in assigned territory • Negotiate and execute contracts, complex projects and customer-specific product development initiatives through various internal departments including Legal, Finance, R&D, Strategic Marketing, Sales, Service and Customer Support • Analyze competitors' activities, pricing strategies, and market positioning to identify competitive advantages and adjust sales approaches accordingly • Participate in sales activities including customer site visits, telephone contacts, trade fairs, seminars, workshops and shows, product demonstrations/evaluations, customer seminars and channel management.

Senior Manager, Corporate Partnerships (Partnership Development) Remote Who We Are: Our vision is to grant the wish of every eligible child. Through our mission, we are uniting communities to grant life-changing wishes. As the world’s largest wish-granting organization, we strive to create a sense of community and an environment where we warmly embrace our wish families, volunteers, and colleagues. Joining Make-A-Wish means becoming part of a mission that believes in the power of a wish. Location: Remote positions are open to applicants based anywhere in the continental U.S. Hybrid positions are open to applicants based in the Phoenix, Arizona area. Applicants must be authorized to work for ANY employer in the U.S. We do not sponsor employment visas or other immigration processes to attain or maintain employment eligibility. Position Summary: Responsible for developing and closing new major national corporate partnerships to meet individual and team revenue goals through strategic prospecting, portfolio composition, moves management, sales metrics, and engagement strategies. Knowledge and Abilities: - Proven track record of securing corporate partnerships and earning the trust and admiration of corporate partners. - Knows fundraising is a business process in which what gets measured gets done, what gets done becomes predictive of results, and processes and written plans drive year over year increases in revenue and return on investment; possesses proven skill in these areas - Drives revenue growth to meet and exceed revenue goals through strategy implementation; is organized, detail-oriented, ability to multi-task, and results-oriented - Knows that continuous revenue growth requires collaboration between national and chapters, across chapters, and between national Revenue and Operations Departments; achieves the necessary collaboration Key Responsibilities: - Secure new significant 6+ figure national corporate partners to meet individual goal of $1M+and annual Team revenue goals - Establishes a pipeline of opportunities sufficient in number and scope to meet or exceed annual goals - Develops concepts and creates national partnership proposals to present to corporate prospects. - Negotiates corporate contracts on behalf of Make-A-Wish and collaborates with legal counsel when necessary - Collaborates with chapters on new national corporate partnership opportunities, sourcing, sharing, and developing opportunities - Collaborates with all Revenue functions and other departments, as required for the development of proposals and presentation materials and engagement opportunities - Collaborates with Brand and Marketing on the development of partner activation programs, ensuring they are sufficient to meet revenue and strategic goals - Ensures regular and sufficient communications with stakeholders on pipeline and revenue goals - Protect the brand by ensuring performance standards, Better Business Bureau, Unrelated Business Income Tax and Potentially Inappropriate or Controversial Sponsors requirements are upheld. - Tracks and monitors corporate partnership sales industry and best practices - Collaborates with other National Office departments to ensure consistency and accuracy of relevant corporate partnership information is exchanged with various audiences. - Other duties and responsibilities as appropriate. Qualifications: - 7 or more years of total experience with 5 or more years of experience in the field of corporate sales and or fund-raising business development, marketing, sales, strategic alliances, or a related field; - Bachelor’s degree or equivalent experience required - Direct knowledge of and experience in the field on nonprofit fundraising in the corporate channel - Excellent written and verbal communication, public speaking, sales, and presentation skills - Ability to deal with confidential donor/client/employee relationships - Knowledge of Better Business Bureau standards regarding charitable solicitations desired - Exceptional customer service skills - High standards of ethics in conducting job-related activities - Team player - Able to handle multiple projects under deadlines Work Environment: - Ability to thrive in a remote environment. - Travel required for internal and external meetings, up to 30%. - May require work outside a traditional Monday – Friday work week, and outside normal business hours. This includes some weekends and evening weeknights. This Role's Hiring Range $98,265 - $110,250 USD What We Offer: Benefits - Comprehensive benefit package, effective day 1: Medical, Vision*, Dental*, Wellness - Competitive compensation with annual incentive potential  - Health Savings Account and Flexible Spending Account Options  - Health Reimbursement Account fully funded by Make-A-Wish America - Short Term Disability*, Long Term Disability* and Life Insurance - Additional Insurance Plans: Accident, Critical Illness, Hospital Indemnity, Pet Insurance through Figo - 401(k) Retirement Savings Plan with 5% match after one year of service - Eligibility for student loan forgiveness through the Public Service Loan Forgiveness Program  - The organization will send a laptop, 24” monitor, and a docking station/adaptor to new hires Time Off - Up to 15 PTO days - 10 Sick Days - 11 Paid Holidays - 2 Volunteer Days after one year of service - 2 Personal Days accrued annually - Parental Leave  Also... - Employee Awards and Recognition Programs  - Individual and Leadership Development   - Discounts and special offers for theme parks, events, hotels, concerts, and movie tickets *Monthly premiums paid for the employee for vision, dental, and short/long term disability.