• Identify, draft, negotiate and implement effective partner agreements that minimize financial and business risk exposure and drive results across the Waymo partnerships ecosystem • Build relationships with prospective strategic partners and lead the RFX process for expanding strategic ops services to new global markets • Develop and execute strategic plans to deepen and evolve Waymo’s strategic partnerships to support business objectives and expansion to future markets • In partnership with stakeholders, build and maintain comprehensive partnership plans that support Waymo’s business objectives and current and proposed projects. • Nurture and maintain business relationships at the executive level of strategic partners to enable smooth negotiations, accelerated timelines and a point of escalation • Establish best practices and develop internal systems to facilitate Waymo’s work with strategic ops partners across teams

• Cultivate and maintain strong relationships with key airport stakeholders, industry associations, and and regulatory bodies in the Central and Eastern Regions. • Act as a key spokesperson and representative for Waymo at industry conferences, events, and in discussions with external partners. • Identify, prioritize, and pursue new airport partnership opportunities. • Negotiate multi-faceted agreements with airport authorities and other key stakeholders to meet Waymo’s roadmap for testing and commercial operations. • Partner closely with cross-functional teams including policy, product, engineering, finance, marketing, communications, strategy and legal to align on and achieve goals critical to Waymo’s success

• Own and grow a defined territory, driving new business development and expanding existing enterprise relationships. • Develop and maintain a strong sales pipeline through proactive prospecting, partner engagement, and strategic account planning. • Lead complex, full-cycle sales efforts from initial engagement through close, consistently achieving or exceeding revenue targets. • Serve as a trusted cybersecurity advisor for clients and prospects, providing strategic guidance across key areas such as: Endpoint Security, Network Security, Security Operations, Vulnerability Management, SIEM, Incident Response, Security Assessments & Testing, Threat Intelligence. • Consistently meet or exceed sales quotas and pipeline metrics while maintaining accurate Salesforce CRM data. • Deliver compelling sales presentations and product demos, both virtually and in person. • Collaborate with internal technical teams to develop solutions tailored to client needs. • Negotiate pricing and contract terms in accordance with company standards. • Develop long-term client relationships to ensure renewals, upsells, and overall customer satisfaction. • Maintain a strong understanding of CyberOne’s solutions portfolio and vendor ecosystem. • Actively contribute to team goals, sales strategy discussions, and market expansion initiatives.

About AkzoNobel Since 1792, we’ve been supplying the innovative paints and coatings that help to color people’s lives and protect what matters most. Our world class portfolio of brands – including Dulux, International, Sikkens and Interpon – is trusted by customers around the globe. We’re active in more than 150 countries and use our expertise to sustain and enhance the fabric of everyday life. Because we believe every surface is an opportunity. It’s what you’d expect from a pioneering and long-established paints company that’s dedicated to providing sustainable solutions and preserving the best of what we have today – while creating an even better tomorrow. Let’s paint the future together. For more information please visit www.akzonobel.com © 2024 Akzo Nobel N.V. All rights reserved. Job Purpose Account Representative - Vehicle Refinish Coatings - Northern Alabama territory Preferably based out of Huntsville or Birmingham The purpose of this role is to be the frontline sales person who is responsible for the execution of agreed sales and profitability targets established by the business within the assigned sales area by developing new business and expanding the business with existing customers. Key Responsibilities - To Manage a portfolio of customers, in a designated area, to execute sales plan. - Screening customer base for new opportunities, generates leads and maintains pipeline. - Provide appropriate and agreed levels of contact, service and support to ensure sales targets are met. - Monitor sales against agreed targets on a regular basis to ensure they are met and where necessary the need for remedial actions are identified, reported and implemented. - To Collect, report and analyzes the customer feedback / information on present as well as future market trends in the context of possible further market penetration. - To Promote the positive company image and develops long-term relations with the customers. Job Requirements Experience in collision repair industry required. - Knowledge & Work Experience – Paints and coatings industry, B2B industry environment. 3-5 years of work experience in commercial roles, sales and key account management, sales to strategic accounts. - Minimum Bachelor Degree in business management or related field. Masters of Business Administration in related field preferred. - Skills – Stakeholder management, project management, decision making, creating value propositions, drive, results orientation, customer service orientation, problem solving, communication and presentation, commercial and business acumen, basic understanding of cross functional processes and financial concepts related to sales and cost to serve. Rewards & Benefits Base salary range for this role is: $80,000 - $85,000. This is the range that we in good faith anticipate relying on when setting wages for this position. We may ultimately pay more or less than the posted range. This salary range may also be modified in the future. - Eligible for an annual 35% bonus. - Monthly car allowance. - Benefits beginning Day 1 - 401K retirement savings with 6% company match - Annual bonus - Medical insurance with HSA - Dental, Vision, Life, AD&D benefits - Generous vacation, personal and holiday pay - Remote position - Tuition Reimbursement - Career growth opportunities Competencies Accepting Direction Accepting Responsibility Acquiring Information At AkzoNobel we are highly committed to ensuring an inclusive and respectful workplace where all employees can be their best self. We strive to embrace diversity in a context of tolerance. Our talent acquisition process plays an integral part in this journey, as setting the foundations for a diverse environment. For this reason we train and educate on the implications of our Unconscious Bias in order for our TA and hiring managers to be mindful of them and take corrective actions when applicable. In our organization, all qualified applicants receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age or disability. Requisition ID: #LI-SS1