Role Description The focus of this position is on driving revenue growth through partner engagement, recruitment, and enablement. This includes: - Developing go-to-market plans - Organizing QBRs - Meeting sales targets - Supporting partners through collaboration, training, and demand generation efforts The role blends sales strategy, relationship management, and product expertise—and requires strong communication skills and a proactive, results-driven mindset. Qualifications - +3 years of relevant experience - Bachelor's degree in business or related field - Excellent verbal and written communications skills - Presentation, customer service, business, and negotiation skills - A strong understanding of the sales process and Channel Sales - High energy with the capability to multi-task in a dynamic, rapidly growing organization - Broad exposure to a variety of technologies/concepts in a distributed environment - Ability to translate business needs into reporting solutions - Ability to travel occasionally (<15%) Requirements - Build and deepen relationships with Channel Partners to create increased sales opportunities. - Develop and maintain a sales strategy, and organize QBR meetings for your Partner accounts. - Develop sales forecasts and achieve monthly, quarterly, and annual sales targets. - Actively recruit new partners. - Develop a firm understanding of Velixo’s technology and software solutions and demonstrate the software to prospective customers & partners. - Be seen and treated by Partners as a trusted and valued resource. - Collaborate with the field marketing organization to plan, deliver, and manage effective communication and demand generation campaigns for each Partner across the region. - Work with peers across Velixo, field and marketing organizations to ensure that best practices are utilized to drive effective Partner campaigns. - Ensure accurate reporting of key activities and update information in the Velixo CRM database. - Proactively schedule webinars with the existing partner customer base. Preferred Skills - Experience with Accounting or ERP Software is an asset - Familiarity with financial reporting concepts

Position Title: Account Manager (Southwest) Company: Radiac Abrasives Parent Company: Tyrolit Location: Field-based (Southern California, AZ, NV, UT, CO, NM) Exemption Status: Exempt Reports to: Director of Core Sales Salary Range: $110,000 – $115,000 + Bonus Radiac Abrasives, part of the global Tyrolit Group, is a leading manufacturer of engineered grinding and finishing solutions for the metalworking industry. With more than a century of innovation, Radiac partners with manufacturers to improve productivity, precision, and process performance. We are seeking a high-performing Account Manager to drive growth across the Southwest United States. This is a strategic, customer-facing role focused on developing strong relationships with key manufacturing customers and expanding market share through application-driven abrasive solutions. Territory & Travel: - Multi-state territory including Southern California, Arizona, Nevada, Utah, Colorado, and New Mexico - Field-based role with up to 60% travel to customer locations, distributor partners, and industry events What You’ll Do: - Manage and grow a multi-state territory across the Southwest U.S. - Develop strong partnerships with manufacturing customers and distributors - Identify and convert new opportunities through technical and application-based selling - Expand business within existing accounts by introducing productivity-improving grinding solutions - Collaborate with engineering, product management, and operations teams to deliver customer solutions - Represent Radiac at customer facilities, industry events, and trade shows - Maintain and manage opportunities within CRM while executing territory growth strategies Core Skills: - Strategic account management - Territory development and sales growth - Consultative and technical selling - Customer relationship development - Opportunity pipeline and CRM management - Industrial manufacturing and metalworking knowledge - Distributor channel management - Competitive positioning and market intelligence - Negotiation and closing - Cross-functional collaboration What We’re Looking For: - 5+ years of industrial or technical sales experience - Background in metalworking, abrasives, machining, cutting tools, or industrial manufacturing preferred - Strong relationship-building and consultative selling skills - Self-driven professional comfortable managing a multi-state territory - Bachelor’s degree in engineering, manufacturing, or technical discipline preferred What We Offer: - Competitive base salary plus performance bonus - Comprehensive health, dental, and vision benefits - 401(k) with company match - Paid time off and holidays - Opportunity to represent a global leader in grinding technology Physical Job Requirements: - Visual acuity (corrected) - Ability to use hands and fingers to operate standard office equipment - Must be able to read and analyze detailed information on a computer screen - Occasionally required to stand, walk, and lift up to 15 pounds - Must be able to perform the essential functions of the position with or without reasonable accommodation

Now is an amazing time to join Nozomi Networks as we build the future of OT and IoT cybersecurity. We defend some of the world’s largest organizations and critical infrastructure in more than 68 countries and we’re just getting started. Our AI-powered cybersecurity platform secures operational technology (OT) and Internet of Things (IoT) infrastructures for enterprises and government entities across energy, manufacturing, transportation, resources, and critical infrastructure. Our Sales department is hiring an Inside Channel Account Manager for the DACH region. This high-profile position will have frequent communication with our senior leadership teams. The Channel Account Manager will work closely with the Nozomi Networks’ sales and technical teams to build a strong pipeline of incremental channel-led business to ensure the continued growth in the region. The ideal candidate will thrive in a fast-paced environment. You will be passionate about selling and helping advance innovative solutions with Distributors, Resellers, System Integrators, OEM partners and MSSPs. In this role, you will: - Work with colleagues to develop a regional channel partner strategy for the DACH region - Recruit targeted and specific channel partners to the Nozomi Networks’ channel program where necessary - Ongoing technical and sales enablement of channel partner ecosystem - Ongoing management of channel and technology partner relationships - Develop and present regular metrics reporting by partner - Exceed quarterly results for sales bookings - Meet / Exceed Channel specific Objectives and Key Results (OKR’s) - Learn new and emerging technologies and remain current with information security news, techniques, and trends - Attend industry trade shows and security related conferences in support of activities - Work closely with Marketing to design and implement promotions, campaigns and awareness with channel partners - Perform additional responsibilities as needed to support channel strategy execution and overall business objectives. To be successful in the role, you will have: - Bachelor’s degree or Master’s degree or equivalent experience - Proven sales experience in technology software or information security - Strong track record of driving high-quality, repeatable pipeline generation by conceiving, executing, and reporting scalable partner ecosystem programs that consistently deliver measurable revenue impact - High Performer who goes above & beyond - Can demonstrate strong relationships with existing channel partners in region - Leverage strong OT knowledge base to align partner solutions with customer operational technology environments - Can demonstrate experience building and/or managing a regional channel program for a software vendor (IoT / OT Security) - Familiarity with the federal ecosystem and key federal partners is preferred - Ability to work effectively as a remote employee - Excellent communication skills and ability to interact with partners, colleagues and customers on a daily basis - Fluent in both written and spoken English - Fluent in both written and spoken German - Willingness to travel extensively (often with short notice) Competencies - Active Listening and Communication - Business Insight and Acumen - Drive for Results (Get things done) - Emotional Intelligence (EQ), Interpersonal skills and Empathy - Objection Handling, Influencing and Negotiation - Planning & Organizing - Prospecting and Lead Generation - Relationship Building and Customer Focus - Sales Process and Pipeline Management - Solution Orientated Mindset - Teamwork, Collaboration and Cultural Alignment #LI-Remote #LI-AF1 Who we are and what we stand for: Nozomi Networks is the leader in OT and IoT Cybersecurity. We protect the world's critical infrastructure, industrial and government organizations from cyber threats by providing exceptional network visibility, threat detection and operational insight. We’re always innovating and we hire the best at what they do to ensure our customers always have access to fast product enhancements, exceptional engineering support and rapid deployment across continents. If you like a challenge, and value integrity and customer success, we invite you to help Nozomi Networks build the future of OT and IoT cybersecurity. Diversity, Inclusion and Belonging are part of our core beliefs, at Nozomi Networks. Diversity of thought, background and culture broadens our knowledge of the world and helps us learn, grow, and gain new perspectives. What makes us all different is what makes us powerful. Our Global Benefits All of our benefits are customized to the country you are based in, naturally we want to get the best out of our Nozomiers, so we provide the best benefits packages, such as: - Health & Wellness - Financial - Work-Life Balance - Unparalleled Flexible Time-Off Need to know information Successful candidates will be subjected to background verification checks. Be cautious of unsolicited messages, fake email addresses, requests for money and unclear job descriptions. Report suspicious activity to authorities. Our open job opportunities and descriptions are posted on Nozomi Networks' career page. If in any doubt please apply for opportunities on our careers website here. If you would like to know more about our Privacy Policy, please click here. Any questions about how we process personal information, or if you would like help exercising your privacy rights please contact us using the email provided within the Privacy Policy.

STARLIMS provides leading Laboratory Information Management Systems (LIMS) solutions that have served customers around the world for over 30 years. STARLIMS solution suite helps to improve the reliability of laboratory sampling processes, manage complex testing workflows and analytical methods, support compliance with global regulatory requirements and industry standards, and provide comprehensive reporting, monitoring, and analysis capabilities. With multiple support centers across the globe, STARLIMS solutions are used in labs across multiple industries and disciplines including pharma & biotech, life sciences, food & beverage, manufacturing, petrochemical refineries and oil & gas, chemical, public health, forensics and environmental offering an influx of global career opportunities. Be the representative of STARLIMS to the customer. The Account Manager operates as primary contact with customer account; with a focus to improve economic profitability; increase customer loyalty; secure retention; and drive value expansion. Act as trusted partner to existing customers. Exhibits high level of integrity; honesty; keeping commitments and presenting information completely and accurately to both internal and external customers. Monitor and maintains customer satisfaction through direct contact. Responsibilities: - Identify additional business opportunities and maintain a strong sales funnel. - Generate additional business by effectively managing opportunities. - Responsible for driving profitable revenue and closing opportunities within targeted named accounts. - Investigates and understands the customers and their business environment including goals; objectives and strategies. - Work closely with sales specialist to deliver excellent product presentations. - Design and deliver unique solutions that result in improved outcomes for customer. - Responsible for selling total solutions to target; non-enterprise accounts (high-risk / upselling renewals; new business). - Establish and build deep understanding of customer and stakeholder needs. - Maintains a detailed understanding of customer decision makers and influencers; builds and preserves customer relationships to leverage in driving new sales and protecting base business. - Analyze impact of market trends and factors on customers. - Develop strategic account plans for closing deals and achieving sales goals. - Negotiating long term contracts resulting in long-term commitments. - Respond to RFIs and RPFs in a professional and timely manner. Education: Bachelor’s Degree in Science, IT or Business subject. Experience: - ERP, SaaS or CRM selling experience. - Account management experience in a software selling context. - Laboratory or Science-based industry experience would be nice to have.