• Develop and execute long‑term strategic account plans for key customers in the UK & Ireland • Build strong, trust-based relationships across C‑Level, IT, OT, Security, and Procurement stakeholders • Identify growth opportunities, including cross‑sell and upsell potential within existing accounts • Acquire new strategic customers across the manufacturing and critical infrastructure sectors • Conduct targeted outbound prospecting and manage inbound leads efficiently • Own pipeline creation, forecasting, and deal execution through all stages of the sales cycle • Deliver compelling product and solution demonstrations (remote and on‑site) • Articulate value propositions related to OT security, cybersecurity, cyber risk, automation, and digital transformation • Monitor competitive landscape and position AMDT solutions effectively • Partner closely with Marketing, Customer Success, Presales, and Product Management • Ensure an excellent end‑to‑end customer experience across all touchpoints • Contribute customer insights to influence product roadmap and go‑to‑market strategy

• Contact prospective customers in assigned area to determine their needs and degree of interest in company’s products and services • Performs sales presentations; ensures needed resources are available for effective demos • Knowledgeable on company’s products and services and those activities of competitors • Maintains sales records and prepares sales reports as required • Maintains positive customer relationship to maximize product/services satisfaction to obtain new sales as well as strengthen existing relationships • Schedule (or conduct) web demonstrations and maintain detailed notes in our lead tracking system • Experience with Salesforce and Hubspot preferred • Work closely with the rest of the sales team and other departments such as marketing, customer service, sales support, etc. • Willingness and ability to work remotely – comfortable with virtual selling and remote customer support

• Identify and onboard new channel partners within the territory • Provide sales-support and training to partners to ensure success • Manage the performance of existing partners, and develop strategies to improve their sales and revenue • Develop and maintain strong relationships with partners and work closely with them to achieve mutual goals • Collaborate with the sales team to align sales and channel efforts • Monitor industry trends and stay up-to-date on competitors and market conditions • Create and manage channel partner budgets and forecasts • Implement channel partner programs, such as training, marketing, and incentives • Measure and report on the performance of channel partners, using metrics such as sales and revenue • Identify and resolve conflicts and challenges within the channel • Provide support and guidance to partners on product and solution offerings • Attend industry events and conferences to build relationships and promote the company

• Develop and execute long‑term strategic account plans for key customers in the UK & Ireland • Build strong, trust-based relationships across C‑Level, IT, OT, Security, and Procurement stakeholders • Identify growth opportunities, including cross‑sell and upsell potential within existing accounts • Acquire new strategic customers across the manufacturing and critical infrastructure sectors • Conduct targeted outbound prospecting and manage inbound leads efficiently • Own pipeline creation, forecasting, and deal execution through all stages of the sales cycle • Deliver compelling product and solution demonstrations (remote and on‑site) • Articulate value propositions related to OT security, cybersecurity, cyber risk, automation, and digital transformation • Monitor competitive landscape and position AMDT solutions effectively • Partner closely with Marketing, Customer Success, Presales, and Product Management • Ensure an excellent end‑to‑end customer experience across all touchpoints • Contribute customer insights to influence product roadmap and go‑to‑market strategy