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.

Overview At Alnylam, we are pioneering a new class of medicines through RNA interference (RNAi), with the potential to transform the lives of patients with rare and serious diseases. As a Key Account Manager (KAM), you will play a critical role in bringing these innovations to patients across Germany, acting as a trusted partner to healthcare professionals and a strategic driver of our commercial objectives. This is a field-based role with responsibility for selected genetic programs within an assigned territory. You will be accountable for developing and executing strategic, territory-specific account plans that optimize patient care, improve diagnosis and referral pathways, and support successful pre- and post-launch activities. Working cross-functionally with Medical Affairs, Patient Advocacy, Market Access, and Commercial teams, you will ensure a coordinated, compliant, and patient‑centric approach while upholding the highest ethical and regulatory standards. Key Responsibilities - Present a positive image of the company and develop awareness of Alnylam’s RNAi platform with relevant groups of healthcare professionals - Own and execute comprehensive, multi‑year territory and key account strategies, integrating market insights, customer segmentation, and launch priorities to drive sustainable business growth and patient access. - Deliver pre‑ and post‑launch performance through disciplined execution of account strategies, achieving sales, volume, and market‑development objectives within a complex and evolving landscape. - Use advanced sales skills to ensure consistent and continuous messaging - Continuously assess territory dynamics, referral pathways, and competitive landscape, translating insights into actionable account plans and informing regional and national commercial strategy. - Drive patient group identification, diagnosis and referral rates by strategic intersectoral referral network management in close cooperation with other field based functions - Build and sustain high‑impact, trust‑based relationships with senior healthcare stakeholders, positioning Alnylam as a long‑term partner through deep understanding of clinical pathways, institutional priorities, and unmet patient needs. - Ensure the correct products and services are delivered to customers in a timely manner by collaborating with internal stakeholders (commercial, supply chain, and compliance) and external centers - Establish and maintain contact with key customers and provide commercial and scientific services to ensure access at site of care, and that logistics are in place to administer product - Manage and execute local meetings to drive diagnosis and treatment rates, in collaboration with the Medical Affairs Team for physicians and other healthcare professionals - Represent Alnylam at local and national events and congresses - Serve as the link of communication between key customers and internal teams - Act as the field‑based integrator across Commercial, Medical Affairs, Market Access, and Patient Advocacy, aligning cross‑functional resources to deliver cohesive account strategies and optimal patient outcomes. - Steer regular local aligment meetings with other field based functions to ensure proper implemnation and outcomes against the committet territory and account plans. - Ensure rigorous operational excellence, including high‑quality CRM stewardship, forecasting accuracy, and compliance with all regulatory, legal, and ethical standards. - Conduct all activities to highest ethical standards in accordance with country code of practice and local Laws and regulations - Significant domestic travel and occasional international travel as needed Qualifications - University degree in a business-related field such as health or business management or comparable educational background - Certified to promote medicinal products to national code of practice standard in Germany - Minimum 7+ years of progressive sales and key account management experience within the bio/pharmaceutical industry, with demonstrated success managing complex territories and high‑value accounts. - Proven ability to gain sustained access to, and influence, senior healthcare stakeholders across reference centers and community settings in a compliant, value‑based manner. - Highly effective communication and influencing capabilities, with experience engaging and aligning stakeholders across multiple organizational levels, both internally and externally. - Demonstrated business and financial acumen, with the ability to navigate healthcare systems, assess market opportunities, and create value within established care structures - Ability to translate prior market, launch, and account‑management experience into forward‑looking strategies that accelerate diagnosis, referral, and access to treatment. - Excellent organizational and project management skills - Fluent in German and English, both written and verbal - Ability to travel within a territory on a regular basis (80% of the time) About Alnylam: Alnylam Pharmaceuticals (Nasdaq: ALNY) has led the translation of RNA interference (RNAi) into a whole new class of innovative medicines with the potential to transform the lives of people afflicted with rare and more prevalent diseases. Based on Nobel Prize-winning science, RNAi therapeutics represent a powerful, clinically validated approach to treating diseases at their genetic source by “interfering” with mRNA that cause or contribute to disease. Since our founding in 2002, Alnylam has led the RNAi Revolution and continues to turn scientific possibility into reality. Our culture: Our people-first culture is guided by our core values: fiercely innovative, open culture, purposeful urgency, passion for excellence, and commitment to people, and these values influence how we work and the business decisions we make. Thanks to feedback from our employees over the years, we’ve been fortunate to be named a top employer around the world. Alnylam is extremely proud to have been recognized as one of Science Magazine’s Top Biopharma Employers, one of America's Most Responsible Companies for 2024 by Newsweek, a Fast Company Best Workplace for Innovators, and a Great Place to Work in Canada, France, Italy, Spain, Switzerland, and UK – among others. At Alnylam, we commit to an inclusive recruitment process and equal employment opportunity. We are dedicated to building an environment where employees can feel that they belong, can bring their authentic selves to work, and achieve to their full potential. By empowering employees to embrace their unique differences at work, our business grows stronger with advanced and original thinking, allowing us to bring groundbreaking medicines to patients.