• Effectively renew, upsell and cross-sell an assigned book of business of existing customers • Learn your book of business inside and out to effectively position Firstup’s value proposition, always linking it back to key business outcomes for the customer • Develop and cultivate deep relationships with senior executives at the Director, SVP, and VP levels at our partners • Develop new and creative ways to engage senior executives throughout the customer lifecycle and demonstrate Firstup’s value • Partner closely with our Customer Experience Team to ensure customers adopt and are successful with the Firstup platform • Lead and present value-driven Executive Business Reviews • Enlist and inspire customers to participate in Firstup events and ultimately be an advocate for Firstup • Becoming a Firstup expert, learning the ins and outs the Digital Employee Experience

• Build, cultivate and develop strategic channel partnerships and relationships aligned with sales leadership in region. • Drive peer-to-peer relationships with and between ecosystem partners and BeyondTrust at all levels. • Coach our sales team on how to engage ecosystem partners of all types and connect sellers with ecosystem partners at an account and opportunity level. • Facilitate BeyondTrust marketing’s connection with ecosystem partners for trifecta campaigns. • Deliver partner sales enablement as educator and coach to partners and orchestrate additional sales and technical training and certification as needed by ecosystem partners. • Complete joint business plans and run monthly and quarterly business reviews with your focus ecosystem partners. • Collaborate with Beyond sales, marketing, and enablement teams to achieve partner business plan goals. • Manage potential channel conflict by fostering excellent communication internally and externally, driving adherence to our channel rules of engagement. • Ensure partner compliance with partner agreements and drive adoption of partner programs. • Proactively lead joint account mapping with partners and leverage account mapping tools to drive 100% partner involvement in opportunities.

- Develop trusted advisor relationships with clients - Ensure the timely and successful delivery of our solutions according to customer needs and objectives - Responsible for the onboarding and offboarding of clients and its employees - Clearly communicate/update the progress of monthly/quarterly initiatives to leadership - Prepare monthly reports for client accounts and collaborate with finance team on accurate and timely invoicing - Accurately crosscheck and confirm payroll and reimbursements of clients’ employees - Collaborate with sales team to identify and grow opportunities within territory - Assist with challenging client requests or issue escalations as needed

• Own, manage, and grow our microscopy business in the broader Dresden, Leipzig, Jena, Magdeburg area • Maintain existing accounts and find new customers to reach growth targets • Develop strategies to win new business through advanced geographic key account planning, account mapping, and networking • Deploy, coordinate, and leverage our Leica team of Advanced Workflow Specialists, Product Sales Specialists, Marketing colleagues, and Channel Partners • Manage opportunities and the sales funnel proactively to produce accurate forecasts for business planning • Regular weekly reporting on the sales funnel and other key metrics