• Own partner plan for Japanese headquartered GSIs and MSSPs, including target account alignment, partner segmentation, and quarterly execution priorities • Recruit net new GSIs and MSSPs in Japan by identifying, qualifying, and onboarding partners that align to our ideal partner profile and market strategy • Develop and execute joint GTM plans with selected GSIs/MSSPs, including co-sell motions, campaigns, and partner-sourced pipeline generation • Drive day-to-day partner execution: opportunity registration, pipeline inspection, forecasting inputs, and removal of blockers across internal teams and partner stakeholders • Build and maintain senior relationships with partner sales and delivery leadership; serve as the primary point of coordination and escalation for Japan-based GSI/MSSP engagements • Coordinate enablement and readiness (sales plays, certifications, solution alignment) so partners can position and deliver our solutions effectively in Japan • Partner with Japan sales leadership, global service provider teams, product, and marketing to align messaging, offers, and execution support for partner-led opportunities • Track and report partner performance (pipeline, bookings, attach, recruitment progress) with clear, action-oriented updates and next steps

• Identify and develop new customer relationships across assigned territories. • Prospect and generate new business opportunities, focusing on untapped accounts. • Drive specification and project-based selling activities. • Build strong relationships with OEMs, contractors, and end-users (food retail). • Execute targeted market entry and account development strategies. • Develop and maintain a strong, disciplined sales pipeline. • Collaborate with internal technical teams to support solution selling. • Deliver compelling, value-based customer presentations. • Maintain accurate pipeline tracking and forecasting in Salesforce. • Represent the business at industry events and customer meetings.

• Identify and develop new customer relationships across assigned territories. • Prospect and generate new business opportunities, focusing on untapped accounts. • Drive specification and project-based selling activities. • Build strong relationships with OEMs, contractors, and end-users (food retail). • Execute targeted market entry and account development strategies. • Develop and maintain a strong, disciplined sales pipeline. • Collaborate with internal technical teams to support solution selling. • Deliver compelling, value-based customer presentations. • Maintain accurate pipeline tracking and forecasting in Salesforce. • Represent the business at industry events and customer meetings.

• Manage and develop a portfolio of strategic OEM accounts across France. • Build and maintain strong technical and commercial relationships with key stakeholders. • Drive specification of solutions into customer platforms and applications. • Identify opportunities for product upgrades, innovation, and account expansion. • Support long-term customer development and growth initiatives. • Collaborate closely with internal technical and product teams. • Develop and execute account plans aligned with customer strategies. • Monitor customer performance and relevant market developments. • Lead commercial negotiations and manage contractual agreements. • Maintain accurate pipeline visibility and sales forecasting.