• Own a portfolio of large, strategic enterprise accounts with responsibility for retention, expansion, and long-term account growth. • Lead renewal strategy and execution across your book of business, managing timelines, stakeholder alignment, commercial conversations, and contract close. • Identify, develop, and close expansion opportunities including cross-sell and upsell motions across Security Journey's platform and emerging AI training offerings. • Build and execute strategic account plans focused on relationship depth, product adoption, measurable customer outcomes, and net retention. • Multithread effectively across program owners, security leaders, engineering stakeholders, and executive decision-makers, including the CIO organization. • Act as a strategic advisor to customers by understanding their business priorities, software development environment, security maturity, and learning objectives. • Lead high-quality business reviews and ongoing customer conversations that connect platform value to measurable outcomes and future opportunity. • Use HubSpot, Gong, platform usage data, and customer context to maintain forecast accuracy, manage opportunities, and drive proactive account strategy. • Partner across Sales, Product, Marketing, Customer Support, and leadership to deliver strong customer experiences and successful commercial outcomes. • Lead by example within the Account Management organization and provide informal mentorship and coaching when appropriate.

• Provide effective strategic and tactical sales direction and communication strategies • Manage strategic growth plans for assigned accounts and develop plans • Maintain and build strong relationships with key decision makers of assigned accounts • Collaborate closely with R&D, Marketing and Operations to ensure account strategies are implemented • Set up the strategy and marketing orientation for the business, on short- and long-term basis

• Strategically generate and develop new customer accounts to boost revenue • Prospect new business, manage pipeline and sales funnel using HubSpot • Cultivate relationships with contractors and subcontractors • Drive consistent quarter-over-quarter growth and profitability

Description SUMMARY Responsible for the delivery of the service promise to our customers while selling, servicing profitable accounts. KEY RESPONSIBLITIES - Hand delivers all quotes. - Responsible for annual sales growth. (retain, grow, new) - Services existing accounts through regular contact. - Makes cold calls and services new and profitable accounts. - Knowledgeable on products, services, machine limitations and costing variables. - Follows up and communicates on customer specifications in regard to particular orders. - Processes all required paperwork in a timely manner. - Provides information to Field Sales Manager for preparation of annual sales budget. - Coordinates entertainment activities to help build and maintain customer relationships. - Conducts business in a professional manner at all times to assure a positive company image. - Active in the community to build business networks/contacts. - Ability to work with team members internally to provide rapid response to all customers needs that delivers the Ultimate Corrugated Experience and promotes a positive company image to external customers. - Provides weekly pipeline updates to Director of Sales and Field Sales Managers. - Responsible for new item information accuracy. - Turns in accurate monthly expense reports. - Attends bi-weekly sales meetings. - Utilizes sales resources for selling strategies. REQUIREMENTS/QUALIFICATIONS High functioning user of the Amtech operating system. Ability to use Excel, VPS and email communication. Needs to be able to communicate effectively both verbally and via email. Proficient user of all forms for Customer Service, Design and Estimating/Pricing. Highly organized and utilizes effective time management. Previous corrugated industry experience a plus SPECIFIC KNOWLEDGE, SKILLS OR ABILITIES - Strong written and oral communication. - Organization and attention to detail. - Analytical and problem-solving skills. - Time management. - Systems analysis. - Mathematical and deductive reasoning. - Critical thinking. PHYSICAL DEMANDS/WORK ENVIRONMENT The physical demands described here are representative of those that must be met by an employee to successfully perform the functions of this job with or without reasonable accommodation. The work environment characteristics described here are representative of those an employee encounters while performing the functions of this job. Physical Requirements: Sit and stand as needed. May require walking on a level surface for periods throughout the day. Reaching above shoulders, below waist and lifting as required to file documents or store materials. Lifting to 25 lbs. Work Environment: Typical office setting May require you to enter a manufacturing environment that requires proper PPE including safety shoes, safety glasses and hearing protection. Manufacturing environment may bel oud, hot/cold depending on season Disclaimer: This list does not represent all physical demands. Descriptions are representative of those that must be met by employee to successfully perform the essential functions of the job. Reasonable accommodation may be provided to enable individuals with disabilities to perform the jobs’ essential functions. Welch Packaging is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, or protected veteran.