• Drive success of the company’s goals and objectives by achieving individual sales quotas • Build and manage a sales pipeline through prospecting efforts into a geographic territory or within the core verticals • Develop and deliver customized sales presentations and product demonstrations, by phone and via online demo • Develop and negotiate enterprise-level proposals and contracts • Forecast sales activity and revenue achievements accurately through proper use of sales tools • Collaborate effectively and engage various pre- and post-sales resources including sales development representatives, market development representatives, solutions engineers, account managers, partner account managers, as well as legal, security, professional services and customer support • Travel as necessary, typically 25%

• Develop, implement, and adjust a territory business plan to ensure consistent goal attainment and continued revenue growth among current and future customers. • Complete effective sales meetings and presentations to laboratory clinical, operational, and financial decision makers. • Provide commercial leadership with organized and accurate sales forecasts, territory business reviews, competitive sales activity, and other information, as requested. • Cooperate and strategize with commercial colleagues and internal teams (e.g., scientific affairs and marketing) to maximize value to the customer and expedite winning business opportunities. • Demonstrate exceptional product knowledge and situational fluency to provide customers with accurate and effective sales presentations that generate new revenue and ensure customer satisfaction. • Maintain accurate customer information and territory records through Salesforce.com. • Participate in continuing education seminars and product training on a periodic basis. • Represent EUROIMMUN at conferences and trade shows, as required.

• Lead the charge in prospecting & growing our Suki Platform business by identifying and closing new logo opportunities. • Build, cultivate, and leverage relationships within targeted accounts to drive and uncover new business opportunities in your region. • Cultivate existing relationships while establishing new ones at the C-suite level and with key clinical/IT stakeholders. • Work closely with Marketing & Sales Development on campaigns to target new potential partners • Maintain an accurate account funnel and forecast in Salesforce. • Act as a consultative partner, translating client needs and challenges into strategic solutions that align with Suki Platform capabilities. • Demonstrate a strong technical and clinical acumen to engage in meaningful conversations with IT and clinical professionals • Cross collaborate with Suki stakeholders such as product and customer success.

• Develop business with existing customers and establish new customers through targeted sales techniques such as cold calling, customer meetings, partner, and industry networking • Collaborate with Sales Management to identify, create, develop, and manage opportunities in the sales pipeline and sales management platform to achieve quarterly and annual sales targets and goals • Develop and maintain strong, long-lasting strategic and trusted advisor relationships with current and new customers and partner contacts • Understand customers’ business objectives, IT priorities, and initiatives across various stakeholders, including executive management, technology leadership, strategic sourcing, asset management, and line of business • Position and effectively communicate the company’s portfolio of products, solutions, services, and capabilities across data center and network infrastructure • Collaborate with pre- and post-sales internal support teams and excel in a team selling environment by coordinating resources • Stay informed on industry trends, products, market conditions, and competition to enhance market positioning and build market awareness through participation in local/regional industry events, organizations, and affiliations • Drive the sales process by coordinating customer reviews of aging inventory and looking for refresh opportunities using partner programs, promotions, and pricing to maximize margin • Coach and train the sales team to identify and qualify opportunities to achieve partner revenue and GM target attainment • Provide monthly reporting, analysis of business results, and joint pipeline to business leaders within the territory, ensuring alignment with partner sales goals and executing sales growth plans proactively