• Become an expert on Snowflake’s product and conduct discovery calls, customized demos, and presentations to prospective customers • Be the trusted advisor to the customer by understanding their existing and future IT roadmap to drive the Snowflake solution within the marketplace • Prospect qualification and the development of new sales opportunities and ongoing revenue streams • Land, adopt, expand, and deepen sales opportunities with accounts in your region • Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis by developing a sales strategy in the allocated territory with a target prospect list, and a regional sales plan. • Work closely with cross functional teams including sales engineering, professional services, marketing, legal and finance.

Role Description The Strategic Account Executive is responsible for driving revenue growth through expansion deals within the most strategic customer accounts. This role focuses on identifying and closing upsell and cross-sell opportunities, deepening customer relationships, and collaborating with internal teams to deliver tailored solutions that meet customer needs. Success in this position is measured by the ability to grow and retain strategic customers to increase customer lifetime value. Applicants must be legally authorized to work in the United States. Job Responsibilities - Proactively identify upsell and cross-sell opportunities by deeply understanding customer needs and aligning them with additional products or services. - Maintain strong, ongoing relationships with key stakeholders within existing accounts to foster trust and ensure long-term retention. - Maintain a deep understanding of the customer account, including strategic initiatives, organizational structure, decision and budgeting processes. - Create strategic account plans to drive revenue growth within assigned accounts, outlining goals for expansion and renewal opportunities. - Work closely with product, marketing, and customer success teams to develop customized solutions and ensure seamless execution of expansion deals. - Monitor account performance and expansion pipeline, providing regular reports on sales forecasts, revenue targets, and account health metrics. - Lead contract negotiations for upsell and cross-sell deals, ensuring favorable terms while meeting both customer needs and company objectives. - Act as a point of escalation for any issues, ensuring swift resolution to maintain customer satisfaction and minimize potential churn risks. - Act as an expert on Keyfactor’s products and packaging, ensuring customers are licensed for appropriate entitlements that align with their strategic objectives. - Keep abreast of industry trends, competitor activities, and market changes to offer informed recommendations and maintain a competitive edge within accounts. Qualifications - 10+ years in an enterprise focused revenue generating role. - Bachelor’s degree in business administration, technology, or equivalent experience. - Comprehensive understanding of the IT Security landscape and emerging trends. - Expertise in risk management and security compliance frameworks. - Knowledge of advanced technologies and their implications for the IT Security sector. - Exceptional ability to develop and execute high-level strategic plans that drive growth. - Expertise in the IT Security industry with an emphasis on market trends and dynamics. - Strong indirect leadership skills to inspire and guide teams. - Ability to act as an ambassador for the company, demonstrating behaviors consistent with core values. - Ability to lead and mentor teams, fostering a culture of continuous improvement and collaboration. - Strong problem-solving skills to address complex challenges effectively. Requirements - Up to 40% travel required. Compensation - Salary will be commensurate with experience. Benefits - Second Fridays (a company-wide day off on the second Friday of every month minus November and December of 2025 due to the Holiday schedule). Please note that this benefit is subject to change. - Comprehensive benefit coverage globally. - Generous paid parental leave globally. - Competitive time off globally. - Dedicated employee-focused ambassadors via Key Contributors & Culture Committees. - DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology. - The Keyfactor Alliance Program to support DEIB efforts. - Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays. - Global Volunteer Day, company non-profit matching, and 3 volunteer days off. - Monthly Talent development and Cross Functional meetings to support professional development. - Regular All Hands meetings – followed by group gatherings. Our Core Values - Trust is paramount. - Customers are core. - Innovation never stops, it only accelerates. - We deliver with agility. - United by respect. - Teams make “it” happen. Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities. REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.

Role Description At Connected Manufacturing, we are transforming the future of factory operations with cutting-edge digital and AI-driven solutions tailored for the Life Sciences Industry. We are seeking a high-performing Senior Account Sales Executive to drive revenue growth by building strong client relationships and delivering impactful solutions from our expanding product portfolio – including Siemens Opcenter, ManuApps, and our newest offering, ConnectedManufacturingAI™. This strategic role is ideal for a consultative, enterprise-level sales professional who thrives in a fast-paced environment and is passionate about helping manufacturers digitally evolve. The successful candidate will be responsible for: - Developing new business opportunities and expanding existing accounts. - Solving complex challenges through smart factory technologies and AI-powered insights. - Accelerating our growth and building long-term partnerships that deliver measurable business value. - Collaborating closely with cross-functional teams across engineering, delivery, and marketing. - Occasional travel to company meetings, client locations, trade shows, and relevant conferences. Qualifications - Several years of experience selling enterprise software into the Life Sciences manufacturing industry. - A proven track record of consistently exceeding annual quota & performance targets. - Proven ability to handle complex sales cycles. - Demonstrated ability to work with software partners at all levels. - Ability to travel as needed. - Educated to Degree level. - Excellent communication skills. - Motivated personality with a keen sense of selling, negotiation skills, and powers of persuasion. Requirements - Planning and executing account strategies to achieve annual sales targets across biotech, medical device, diagnostic, pharma, and semiconductor industries. - Drive new business development and strategic account expansion within target verticals (primarily Life Sciences). - Own the full sales cycle: lead generation, qualification, proposal development, demo coordination, and contract closure. - Build and maintain a robust sales pipeline through CRM management and regular forecasting. - Understand client needs and align Connected Manufacturing’s solutions to deliver tangible ROI. - Develop account strategies and sales plans that align with customer priorities and digital transformation goals. - Collaborate closely with internal teams (Solutions Engineering, Product, Delivery) to ensure alignment from pre-sales through implementation. - Represent the company at industry events, conferences, and webinars as needed. - Winning new business and securing renewals and maintenance for the chosen account(s). - Responsibility for preparing and finalizing business offers and agreements. - Update and manage sales accounts using Seabrook’s CRM application. Benefits - Competitive base salary with uncapped commission potential. - Flexible remote work environment. - Full benefits package, including health, dental, vision, 401(k) contributions, and generous PTO. - Opportunity to join a fast-growing, mission-driven company shaping the future of digital manufacturing. - A high-impact, highly visible role where your work will directly influence customer success and company growth. - Professional development opportunities, including mentorship, training, and certifications aligned with your career goals. Company Description Connected Manufacturing is an equal opportunity employer. We offer a welcoming and inclusive environment in service to one another, our projects, the diverse consumers we represent, and the global communities in which we work and call home.

• Own and execute a full sales cycle from prospecting through close within the commercial segment • Build and manage a pipeline of mid-market opportunities through outbound prospecting and inbound follow-up • Develop relationships with security, IT, and DevSecOps stakeholders • Clearly articulate the value of ReversingLabs’ platform to technical and business audiences • Partner with Solution Consultants to deliver compelling demos and POVs • Collaborate with Marketing and SDRs on campaigns and pipeline generation • Identify and drive upsell and cross-sell opportunities within existing accounts • Maintain accurate pipeline and forecasting in Salesforce • Consistently meet or exceed quarterly and annual quota targets • Other duties as assigned