Role Description This position MUST work 8a-5p Eastern Time. Applicants desiring remote work MUST reside in the United States, with a strong preference for candidates in Virginia. The Account Manager (Promotional Products) will work with an established business-to-business customer base while reaching out to prior customers and warm leads to increase sales. The Account Manager is responsible for escorting a job from the initial customer contact through design, production, and delivery. In a typical day, the account manager will utilize email, teleconference, and telephone to work with customers, graphic design contractors, promo vendors, the account coordinator, and the accounting team. The Account Manager (Promotional Products) is primarily responsible for working with customers in the higher education arena, including their affiliated foundations, health systems, and alumni associations. They utilize client brand standards during product ideation to ensure that product colors, graphic design, and product sourcing comply with all applicable guidelines. Qualifications - Aged eighteen (18) or over - Able to communicate effectively in English, both orally and in writing - Highly proficient in Windows based computer applications - Proficient in Google Workspace, including Drive, Voice, Meet, Docs, and Sheets - Minimum of two years of business-to-business sales - Able to bring creative recommendations to clients in areas that increase sales Requirements - Develop and/or maintain relationships with current and potential customers - Grow business by encouraging current customers to use Brandscape services outside their current scope of work - Assist with bids on RFPs - Accurately communicate customer needs to outside vendors - Assist customers in designing products that are efficient to produce and, if applicable, avoid high costs when shipped to individual homes - Support other account managers when their normal sales occasionally include licensing - Actively follow jobs through production until completion and follow up with the customer when the job is complete Benefits - Sedentary work - Repetitive motion with substantial movements (motions) of the wrists, hands, and/or fingers - Able to see a full range of colors, shades, and hues - Close visual acuity to perform an activity such as preparing and analyzing data and figures; viewing a computer terminal; extensive reading - The work area in the office is climate controlled with carpeted floors - The lights, heating, and air conditioning are centrally controlled - There is the option for hybrid or fully remote work for a candidate residing in Virginia

• Drive sales across Cellular Pathology, Digital Pathology, and Genomics portfolios, including capital equipment, reagents, consumables, software, and service offerings. • Demonstrate strong understanding of clinical pathology workflows, including: Histological staining, H&E, special stains, IHC, and ISH Clinical genomics techniques such as array CGH and Next-Generation Sequencing (NGS). • Proactively identify, pursue, and close new business opportunities in both existing and new accounts. • Work effectively with Digital Pathology partners to support customer needs and joint opportunities. • Manage leads and opportunities within CRM, ensuring accurate monthly sales forecasts and territory reporting. • Develop and execute a strategic territory business plan aligned with market potential and growth objectives. • Collaborate with Field Marketing to support regional events such as seminars and workshops. • Conduct product presentations and instrument demonstrations, both independently and in partnership with Product Specialists (PS) and Field Application Scientists (FAS). • Capture and relay constructive customer feedback to internal teams to support ongoing product innovation. • Cultivate long-term customer relationships with key hospitals, reference centers, and strategic accounts.

• Manage and grow a portfolio of active ISV and tech partners, serving as their primary point of contact at AirOps • Drive co-sell motion end-to-end: joint pipeline sourcing, deal registration, AE intros, and closed revenue attribution • Own co-marketing execution with partners: joint landing pages, launches, webinars, and events that generate qualified leads for both sides • Coordinate product integration work between partner teams and AirOps engineering, keeping roadmaps and commitments on track • Build and maintain partner enablement materials so partner sales teams can confidently position AirOps • Track and report on partner-sourced and partner-influenced pipeline; use data to prioritize where to focus • Identify expansion opportunities within existing partner relationships (new use cases, deeper integrations, marketplace listings)

• Responsible for the client relationship of accounts that deliver $1 - $2 M annually • Responsible for achieving revenue goals for accounts and coordinating opportunity activities/initiatives • Accountable for identifying and managing the sales cycle for growth opportunities • Responsible for managing account forecasting, scoping/billing and revenue recognition • Collaborates with the Client Engagement team to identify and escalate red flags for current projects and ongoing work • Assists with gathering information for marketing proposals and other decks presented internally and externally