• Own and manage relationships for assigned Tier 1 and Tier 2 named accounts • Develop and execute strategic account and territory plans focused on retention, expansion, and long-term customer partnerships • Own and execute the end-to-end renewal lifecycle in alignment with SSO renewal governance and QMS procedures • Lead and facilitate Quarterly Business Reviews (QBRs) and other structured customer governance meetings • Engage with customers to assess current and future calibration and service needs

About Us: Our mission is to elevate leading brands through unforgettable digital connections with their customers. Sitecore delivers a composable digital experience platform that empowers the world’s smartest and largest brands to build lifelong relationships with their customers. A highly decorated industry leader, Sitecore is the leading company bringing together content, commerce, and data into one connected platform that delivers millions of digital experiences every day. Thousands of blue-chip companies including American Express, Porsche, Starbucks, L’Oréal, and Volvo Cars rely on Sitecore to provide more engaging, personalized experiences for their customers. Learn more at Sitecore.com. Sitecore’s foundation is our diverse group of passionate, smart, innovative, and collaborative individuals located across four continents and over 25 countries. Having a wide range of perspectives, experiences, and skills is what makes us the company we are today. The Sitecore values are what drive and unite us across the globe. About the Role/ The Opportunity: As an Account Manager your primary focus is managing and growing relationships with our existing customer base. In this role, you will serve as a trusted advisor to our customers, ensuring their continued success with Sitecore's solutions and driving expansion opportunities within their organizations. This position requires free-thinking and self-motivated top performers. Sitecore is in the unique position of being well established and best-of-breed in our industry while still being dynamic enough for you to have a major impact on the rapid and explosive growth of our company. This position calls for a driven individual who thrives on winning new business, understanding the complex business challenges of your prospects, and clearly communicating the value of a Sitecore solution to various client audiences. What You’ll Do: - Act as primary contact for designated accounts, fostering strong relationships across all levels. - Understand each customer's unique objectives, challenges, and requirements, aligning Sitecore solutions accordingly. - Proactively identify opportunities for upselling, cross-selling, and contract renewals to drive revenue growth. - Collaborate cross-functionally with internal teams and leverage Sitecore’s partner network for exceptional client support. - Develop and execute strategic account plans to maximize satisfaction, retention, and lifetime value. - Monitor customer health and address issues promptly to ensure long-term partnerships. - Stay updated on industry trends, competitive landscape, and customer feedback to inform product enhancements. What You Need to Succeed: - 5+ years’ of experience in software sales or SaaS environment. - Account management/sales experience in an enterprise environment, selling Content Management, Customer Experience, Commerce, or Digital Asset Management (DAM) technologies preferred. - Strong business acumen and understanding of digital marketing concepts, content management systems, and the evolving digital landscape. - Strong communication skills with the ability to build rapport and credibility with clients at all levels of the organization. - Results-oriented mindset with a focus on driving customer satisfaction, retention, and revenue growth. - Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively. Additional Skills That Could Set You Apart: - Experience presenting onsite to executive stakeholders and ability to showcase strong communication skills. - Possess high empathy and excitement for what can be defined as digital customer experience. - Tenacious, ambitious, self-starter, naturally curious, highly coachable, high emotional intelligence and self-aware. Why you should click ‘Apply’: - Sales and Customer Success are the key to our success! We are tapping into an exciting $30B market opportunity that is still very much in its infancy and feel It’s never been a better time to join Sitecore. Growth for us means growth for you and your career. - Great team and company culture! You can find out more about our company culture in the Sales and Customer Success team and our commitment to creating a diverse and inclusive workplace, on our YouTube Channel. Thanks to the work of every employee globally, Sitecore has been recognized for award-winning Culture by Comparably. After an offer is made and accepted, E-verify will be utilized to establish your identity and employment eligibility as required by the U.S. Department of Homeland Security. Sitecore is proud to be an equal opportunity workplace. We are committed to equal employment opportunity without unlawful regard to race, color, ancestry, religion, gender, national origin, sexual orientation, age, citizenship, marital status, disability, veteran status or any other local legally protected characteristic. Typical pay range is $125,000-$190,000 OTE (on target earning) #LI-Remote

Account Manager The Company: Varonis (Nasdaq: VRNS) is a leader in data security, fighting a different battle than conventional cybersecurity companies. Our cloud-native Data Security Platform continuously discovers and classifies critical data, removes exposures, and detects advanced threats with AI-powered automation. Thousands of organizations worldwide trust Varonis to defend their data wherever it lives — across SaaS, IaaS, and hybrid cloud environments. Customers use Varonis to automate a wide range of security outcomes, including data security posture management (DSPM), data classification, data access governance (DAG), data detection and response (DDR), data loss prevention (DLP), and insider risk management. Varonis protects data first, not last. Learn more at www.varonis.com. The Role: We are seeking a personable Account Manager that will be responsible for selling and presenting Varonis’ products and services to current and net-new prospective enterprise accounts. The Varonis Account Manager will be aligned with a local Sales Engineer. The goal, as a team, will be to build a strong business justification to the end-user, while ensuring that the given annual quota is met/exceeded. The Location: We are considering candidates who are located in the Los Angeles, California area. The Requirements: - Bachelor’s Degree from a four-year College/University OR 5+ years of business-to-business sales experience/training OR equivalent combination of education and experience. - Technology industry experience preferred. - Salesforce and Microsoft Outlook skills preferred. - Prior experience selling security software products through use of channel partners. - Strong communication and presentation skills. - Healthy list of pre-established and prospective contacts in given territory. - Willingness to learn technical aspects of selling the Varonis product. To perform this job successfully, an individual should demonstrate the following competencies: - Achievement Focus: Demonstrates persistence and overcomes obstacles; recognizes and acts on opportunities; sets and achieves challenging goals; takes calculated risks to accomplish goals. - Sales Skills: Achieves sales goals; initiates new contacts; maintains customer satisfaction; maintains records and promptly submits information; overcomes objections with persuasion and persistence. - Sense of Urgency: Displays a matter of utmost urgency; understands the importance of making critical business decision in a timely manner with strong attention to detail; realization that efficiency and prioritization is critical to success. - Customer Service: Manages difficult or emotional customer situations; meets commitments; responds promptly to customer needs; solicits customer feedback to improve service. - Problem Solving: Identifies and resolves problems in a timely manner; gathers and analyzes information skillfully; develops alternative solutions. - Written Communications: Edits work for spelling and grammar; presents numerical data effectively; varies writing style to meet needs; writes clearly and informatively. - Oral Communication: Demonstrates group presentation skills; listens and gets clarification; responds well to questions; speaks clearly and persuasively. - Adaptability: Adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays, or unexpected events. - Planning/Organizing: Prioritizes and plans work activities; uses time efficiently; plans for additional resources; sets goals and objectives; develops realistic action plans. The Responsibilities: - Prospect and identify key decision makers within the targeted leads. - Present and sell Varonis’ products and services to current and potential clients. - Follow up on leads and referrals resulting from field activity, while maintaining and expanding the database of contacts within the targeted organizations. - Uphold sales activities which includes prospecting, cold calling, booking appointments, performing demos, and creating proposals. - Present to C-Level prospective clients as well as to resellers through effective and enticing product demonstrations. - Partner with Sales Managers and Channel Managers to determine a strategic sales approach. - Establish and maintain current customer relationships by responding to customer requests and managing/resolving customer issues. - Support the reseller communication channel throughout the sales process. - Maintain accurate account information and activity detail in Customer Relationship Management system (CRM). - Participate in marketing events such as seminars and trade shows when necessary. - Percent of travel varies by territory. We invite you to check out our Instagram Page to gain further insight into the Varonis culture! @VaronisLife Varonis is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristics #LI-Remote

Changing lives. Building Careers. Joining us is a chance to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, our colleagues are challenging what’s possible and making headway to innovate new treatment pathways to advance patient outcomes and set new standards of care. The ENT Account Manager is responsible for executing the company's direct sales strategy and sales plans within his/her assigned territory to achieve territory sales revenue and budget objectives. - Proctor Acclarent-trained physicians during their initial procedures to provide guidance, gather procedure data, and recommend training certification when ready, and provide customer feedback on the Company's products to Marketing. - Responsible for maintaining records in the Acclarent CRM system on contacts and facilities and understanding the Company's Quality Policy and Quality System requirements applicable to tasks performed by the holder of this job function. - Responsible for compliance with Quality System requirements applicable to tasks performed by the holder of this job function. - The ENT Consultant will be expected to have accurate and on time completion of the weekly and quarterly planning tools, as well as accurate and timely reconciliation of emergency stock on a monthly basis. - Other responsibilities as required or assigned by manager. QUALIFICATIONS - Bachelor's degree and at least 4 years of outside sales experience - Valid driver's license issued in one of the 50 United States and a clean driving record - Excellent written and oral communication skills - Ability to work well as part of a team - Ability to work within a commission-driven position with the ability to meet and exceed sales goals - Ability to travel as necessary, which may include overnight and/or weekend travel is required. - 2+ years of experience in medical device sales, including startup experience selling game-changing technology - 2+ years of experience selling to surgeons in an operating room environment, preferably with experience calling on ENTs - Experience introducing market development programs to physician practices - Strong local relationships within the healthcare community in the specified geographic area - This is a field-based position; location will depend on assigned geography - Extensive travel within assigned geography Our salary ranges are determined by role, level, and location. Individual pay is determined by several factors including job-related skills, experience, and relevant education or training. In addition to base pay, employees may be eligible for bonus, commission, equity or other variable compensation. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Additional Description for Pay Transparency: Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, and savings plan (401(k)). Subject to the terms of their respective policies and date of hire, Employees are eligible for the following https://jobs.integralife.com/total-rewards/ Integra LifeSciences is an equal opportunity employer, and is committed to providing equal employment opportunities to all qualified applicants and employees regardless of race, marital status, color, religion, sex, age, national origin, sexual orientation, physical or mental disability, or protected veteran status. This site is governed solely by applicable U.S. laws and governmental regulations. If you'd like more information on your rights under the law, please see the following notices: EEO Is the Law | EOE including Disability/Protected Veterans Integra LifeSciences is committed to provide qualified applicants and employees who are disabled veterans or individuals with disabilities with needed reasonable accommodations in accordance with the ADA. If you have difficulty using our online system due to a disability and need an accommodation, please email us at careers@integralife.com. Unsolicited Agency Submission Integra LifeSciences does not accept unsolicited assistance from search firms for employment opportunities. All CVs/resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company. No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. A formal written agreement is required before engaging any agency, and it must be executed and authorized by the Vice President, Talent Acquisition. Where agency agreements are in place, introductions (the initial sharing of a candidate’s name, resume, or background) are position-specific and may only occur within the scope of that approved agreement. Please, no phone calls or emails. Integra - Employer Branding from Integra LifeSciences on Vimeo