Role Description While reporting to the Director of Sales of ThermoSafe, the Account Manager coordinates all direct sales activities related to those accounts and prospective accounts found within assigned areas of responsibility. Maintains regular contact with those accounts and prospective accounts to grow existing businesses and to also seek out new products and service opportunities. Strive continuously to enhance ThermoSafe’s overall position in all served markets and potential markets. - Prepares and maintains updated account plans for major accounts and prospective accounts found within assigned areas of responsibility. - Provides marketing with input for use in developing strategic plans and develops account plans that are consistent with overall division strategies. - Implements and coordinates activities relative to each account plan and monitors each plan for effectiveness. - Provides appropriate personnel with progress reports covering each account plan on a regular basis. - Establishes and monitors closely a call plan for all customers and prospective customers within assigned area of responsibility and implements changes as required. - Monitors closely all activity at each customer and prospective customer location and reports on expansions, closings, business trends, and all other factors impacting volume levels. - Maintains detailed customer files (share, relative quality, relative price, specifications, contacts, competitor, etc.) on an ongoing basis. - Establishes and maintains multi-level contacts at all major existing and prospective accounts. - Communicates all pertinent information involving assigned accounts and prospective accounts to appropriate personnel through reports of call. - Seeks out and promotes new product and service offerings as well as new uses for existing product lines and potential candidates for acquisition. - Develops and maintains complete list of prospective customers found within assigned area of responsibility. - Provides immediate supervisor with sales projections for products and customers within assigned areas of responsibility for use in developing sales budgets. - Investigates promptly and accurately customer complaints and coordinates the resolution of these complaints to the complete satisfaction of these accounts. - Assists division marketing with trade shows, conventions, and trade association meetings as requested. - Stay abreast of current selling techniques and make every effort to constantly improve product knowledge and knowledge of the marketplace. - Serves as coordinator for regional accounts as requested by management. - Champions new products and services as requested for the region. - Submits expense reports, reports of call, and itineraries on a weekly basis and all other reports on schedule. - Promotes company goodwill and maintains proper relationships with customers and prospective customers. - Complies with all company policies. Qualifications - You have a 4-year undergraduate degree or equivalent experience. - You have 3 years of sales experience minimum, strong preference in Cold Chain. - Knowledge and experience in cold chain packaging. Requirements - This position is Remote in the US. Compensation - Account Manager: The annual base salary range for this role is from $87,546 to $98,490 DOE.

Role Description We are seeking a client-facing Account Manager to support and grow advertiser relationships across a mix of performance and brand awareness campaigns. This role will serve as a primary day-to-day contact for clients and internal teams, helping ensure campaigns launch smoothly, stay on track, and deliver against client goals. The ideal candidate is organized, proactive, and comfortable managing multiple campaigns in a fast-paced media environment. They should be able to communicate clearly with clients, monitor campaign progress and performance, and coordinate effectively across sales, ad ops, creative, editorial, and reporting teams. Key Responsibilities - Serve as a primary contact for assigned advertisers, agencies, and brand partners - Manage campaigns from post-sale handoff through launch, optimization, completion, and recap - Coordinate with internal teams to ensure assets, approvals, tracking, and deliverables are completed on time - Track pacing, fulfillment, and performance across both brand and performance programs - Communicate campaign updates, timelines, results, and recommendations clearly to clients - Monitor KPIs such as impressions, clicks, CTR, leads, conversions, engagement, ROAS and other agreed-upon campaign goals - Help identify risks, escalate and troubleshoot issues, and support timely resolution - Prepare reports, recaps, and client-facing performance summaries - Support sales in renewals and account growth - Maintain accurate campaign records and internal documentation Qualifications - 1-3+ years of experience in account management, client services, campaign management, media, advertising, or digital marketing - Experience managing advertiser or agency relationships in a publisher, media, agency, or ad tech environment - Familiarity with both performance-focused and brand awareness campaigns - Strong organizational, project management, and communication skills - Ability to interpret campaign performance and turn results into clear client-facing insights - Collaborative, detail-oriented, and solution-focused approach Preferred Qualifications - Experience with sponsored content, display, lead generation, video, newsletter, or custom advertising programs - Familiarity with campaign reporting tools, CRMs, and project management systems - Experience supporting client renewals and identifying growth opportunities within accounts Success in This Role Looks Like - Campaigns launch on time and are managed effectively - Clients feel informed, supported, and confident in execution - Risks and delivery issues are identified and addressed early - Brand and performance campaigns are managed according to their distinct goals - Strong client service helps support retention and growth

Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive in Panama. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 7 to 10 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedMinimum Requirements: - HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales. - Live in Sao Paulo Preferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). You are familiar with the observability and modern application market. Why you will love being a Dynatracer• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly. • Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research. • A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries. • An environment that fosters innovation, enables creative collaboration, and allows you to grow. • A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals. • A truly international mindset with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all • A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.

• Own a portfolio of multi-location accounts and drive NRR through proactive planning and engagement. • Analyze account performance and customer feedback to build strategic engagement plans tailored to each parent organization. • Use a mix of service and commercial skills to guide practices through critical moments in the Dandy journey. • Leverage dashboards and data triggers to prioritize outreach and identify expansion or renewal opportunities across sites. • Identify and execute upsell and cross-sell opportunities within each parent account. • Drive activation of additional doctors and scanners within existing practices. • Lead expansion into new practice locations, ensuring consistent onboarding and alignment with parent-level goals. • Build and maintain strong, long-term relationships with executives, doctors, and/or practice managers across all locations. • Serve as a strategic consultant, offering tailored solutions and guidance to align with customer objectives. • Negotiate contract terms with key stakeholders and implement churn-reduction strategies. • Partner cross-functionally with Sales, CX, Training, Ops and Marketing to ensure a unified customer experience across locations. • Develop a deep understanding of dental practice operations and the competitive digital dentistry landscape. • Communicate confidently in the “language” of clinicians to provide consultative problem-solving and drive adoption. • Stay informed on product updates, scanner capabilities, and market trends to add strategic value in every interaction. • Experiment with new tactics, talk tracks, and engagement models to improve retention and expansion. • Collaborate across teams to ensure customers receive timely, consistent support during every stage of their journey. • Capture and share Voice of Customer insights to influence product and operational enhancements. • Contribute to playbook development that scales successful multi-location engagement strategies company-wide.