Role Description The Account Manager at Formerra is responsible for developing profitable growth. Primary focus will be development of potential target customers based on a specialization platform. Expectations include the ability to sell at all levels of management and build relationships that ensure Formerra will continue to get the first and last look. This role requires the individual to perform the function independently with little to no direction and oversight, and effectively interact and influence at the managerial peer level. Up to 75% travel is required. This territory covers Northern Texas, Oklahoma, and Arkansas. - Profitable revenue growth, including robust new business development. - Achieve stated gross margin targets as a percentage of sales. - Utilize customer-centric selling skills and tools, such as: - Scorecards - Business reviews - EVE tools - High/wide/deep - 5 warning signs - Prospecting & new account calls - Development of a robust sales funnel - Collecting ARs - Avoidance of bad debts - Cross selling - Effective CRM system management - Establish, track, and close new business targets consistent with short- and long-term objectives at designated accounts within the territory. - Develop contact matrix and establish strong relationships with key decision makers and project facilitators. - Prospecting and cold calling. - Develop, execute and manage sales plans, sales budgets, and expense budgets. - Establish account development plans and network resources up, down and across both the customer’s organization and Formerra. - Deliver the planned results (AOP). - Develop account relationships, identify opportunities, and capture service opportunities at strategic accounts within assigned geography or industry. - Understand key players, applications, requirements, trends, and needs as well as Formerra’s potential and share within the targeted industry. - Coordinate closely with regional sales teams and collaborate with the technical area as necessary to accelerate and drive profitable growth through solutions selling to targeted accounts. - Establish a linkage between the customer’s business strategy and Formerra’s capabilities. - Monitor the competition to better understand issues and threats and develop plans to eliminate barriers. - Implement Formerra’s pricing and market strategies as well as business practices. - Negotiate customer contracts and value packages to ensure an acceptable return. - Participate in strategy development, help position the business and develop the offer. - Develop written Account Plans for top three strategic accounts including metrics to define annualized sales potential at each account. - Manage strategic relationships, cultivate new alliances, and monitor competitive activity. - Create and maintain CRM data and sales statistics as required. Qualifications - Bachelor’s Degree required in Plastics or Polymer Engineering, Business, Chemistry, or related discipline or equivalent work experience. - 5-7 years’ sales experience in distribution, manufacturing, sales, account management. - Effective development of high, wide and deep relationships. - Complex thinking skills in translating customer needs into solutions. - Technical aptitude. - Professional presence, including excellent verbal and written communication and presentation skills. - Broad knowledge of solutions, materials and processing. - Self-motivated, team player. - Strong computer skills, proficiency with MS Word, PowerPoint & Excel preferred. Requirements - Ability to work independently in a fully remote environment with minimal supervision. - Willingness to travel up to 75% (or as needed) for client meetings, industry events, or team gatherings. Disclaimers - Legal authorization to work in the specified country is required. We will not sponsor individuals for employment visas, now or in the future, for this job opening. - The above information on this description has been designed to indicate the general nature and level of work performed by employees within this classification. - It is the policy of Formerra that all employees are employed at the will of Formerra for an indefinite period and are subject to termination at any time, for any reason, with or without cause or notice. - Equal Opportunity Employer. All qualified candidates will receive consideration for employment and will not be discriminated against based on race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, pregnancy, genetic information, creed, citizenship status, marital status or any other consideration prohibited by law or contract. - Formerra is committed to ensuring a fair and legitimate recruitment process. We want to alert job applicants to the potential risk of recruitment scams and encourage caution when responding to unsolicited job postings or communications.

Role Description At Checkmarx, we’re looking for a highly driven, results-oriented Commercial Account Manager that will sell to (SMB) small - medium sized accounts to lead new business acquisition across the US. This is a 100% hunting role - ideal for someone who thrives on opening doors, building pipeline from scratch, and closing high-value deals in a fast-paced, competitive environment. You will own new logo quota within your defined territory. The ideal candidate will have sales and relationship management experience in MEDDPICC/MEDDIC combined with a passion for learning about Checkmark’s platform, competitive advantages, and building strong connections with our customers. You will leverage your customer management, business, and sales acumen to ensure you achieve the required targets for your book of business. You will have experience in negotiating software licenses, a consultative approach to working with C-levels & procurement, and a passion for customer advocacy. We bring security expertise, innovation, and multiple products to the table – pull up a seat and join this growing team of experienced and passionate individuals. Members of this team at Checkmarx are highly motivated, skilled communicators, who strive to understand client needs and create paths for customers to achieve their business objectives and goals. Responsibilities - Own and deliver on new logo quota within your defined territory - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development - Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers - Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders - Work with Checkmark’s tools and technology to keep accurate customer and forecast information and participate in weekly account reviews - Build and maintain pipeline at 5X target - Actively work to maintain strong relationships with Checkmark’s existing customer base while identifying opportunities for growing adoption - Lead and close multi-year deals - This position will involve face-to-face engagement with a customer base. If deemed appropriate, travel may be required to secure a relationship with the customer Qualifications - 3 to 5 years of experience in B2B SaaS sales or account management - Mastery of MEDDPICC/MEDDIC to qualify opportunities and drive predictable revenue - Skilled in SFDC and Clari for accurate pipeline management and reporting, coupled with the ability to manage multiple prospect accounts with high attention to detail - Experience collaborating with a Partner ecosystem to co-sell, drive net-new business, and deliver enhanced value to customers - Ability to cultivate a credible "industry expert" persona on LinkedIn; sharing AppSec insights to build a personal brand that attracts and engages key stakeholders - Expert use of AI tools to accelerate the sales cycle, specifically for deep-dive research into net-new accounts and crafting highly personalized outreach for security buyers - Proficiency in Excel to model complex, multi-year deal structures, ensuring margin preservation and creating thoughtful leverage for future negotiations - A resourceful professional with a strong work ethic who thrives in fast-paced, dynamic environments and is committed to continuous skill development - You will have experience negotiating software license deals - Build and maintain pipeline at 5X target - Ability to travel to channel and customer sites Preferences - Experience selling into Cybersecurity, Application Security, B2B SaaS, Developer tools, DevSecOps, or Software Development environments - Strong evidence of Quota Attainment and Sales Accomplishments Benefits - Competitive Compensation: OTE $185,000 with a 60/40 split (base salary $111,000) - Medical, dental, vision, 401(K), and additional incentives - Culture of community and opportunity to work in a growing organization - Room for career growth and professional development - Training and educational opportunities

• Guide clients through the assessment, purchase, and implementation of Experian solutions • Manage daily client interactions, coordinate support, and ensure seamless execution of contracted services • Focus on guiding growth through multi-year renewals, upselling, and cross-selling within the financial services and related sectors • Partner with a team of subject matter experts, including sales consultants / engineers • Negotiate complex client contracts for both standard and custom Experian products and services

Role Description The Retail Enterprise Customer Account Manager will be focused on selling into Enterprise Retail named accounts in an assigned geographic territory. This position requires an individual who can successfully build and grow existing customer relationships selling our full suite of products. A successful candidate will need to use consultative selling skills to clearly understand customer/prospect business requirements and recommend the best UKG software solution to meet their business objectives. - Strengthen and expand customer relationships through regular and frequent face-to-face interactions designed to drive sales growth. - Attend industry events, trade shows, and conferences relevant to your customer base. - Proactively develop, utilize, and maintain a deep understanding of the customer's industry. - Advise, consult, and support customers on best and next practices in the utilization and expansion of services. - Develop and maintain a "greenspace" heatmap and run strategic sales campaigns to drive pipeline and bookings in assigned accounts. - Collaborate with internal stakeholders to develop and maintain Annual Account Plans and Relationship Maps for each assigned account. - Build strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account. - Leverage your sales management team, UKG executive sponsors, and in-person meetings to strengthen these relationships. - Conduct at least two in-person business reviews with the customer annually, covering adoption, support, and roadmap discussions. - Share new product offers and innovations during business reviews to drive sales. - Monitor account health, identify risks, and collaborate on Save Plans with appropriate teams. - Maintain accuracy of account contacts and sentiment in SFDC, including a rolling four-quarter pipeline. Qualifications - At least 5 years of experience driving full cycle sales management process. - Proven experience with a mix of transactional and strategic deals, ranging from 9-12 month sales cycles. - Demonstrated ability to consistently exceed a $1 million+ quota year over year, maintaining a pipeline three times the quota. - Experience selling SaaS solutions, preferably in HCM, WFM, Payroll and HCM Add-on modules. Requirements - Proven track record of building and growing customer relationships in an Enterprise territory. - Experience building strong executive relationships (CHRO, CIO, CFO, COO, etc.) across the account. - Strong consultative selling skills with the ability to understand customer/prospect business requirements. - Excellent communication and presentation skills. - Ability to work collaboratively with internal stakeholders and leverage executive relationships. - Experience with Sandler, Challenger, Powerbase Selling methodology or similar Sales methodology. - Superior negotiation, written and verbal communication skills. Travel - Up to 50% travel. Benefits - The base salary for this position is $170,000 annually; however, base pay offered may vary depending on skills, experience, job-related knowledge and location. - This position is also eligible for commissions and restricted stock unit awards as part of total compensation. - Information about UKG’s comprehensive benefits can be reviewed on our careers site at UKG Benefits .