• Own strategic sales of genomic and RWE data solutions to pharmaceutical and biotech companies. • Identify, engage, and grow relationships with Clinical Development, Medical Affairs, Regulatory, and Diagnostic teams. • Collaborate closely with scientific, customer success, marketing, and product teams for high-impact solutions.

• As an Enterprise Account Executive, you will lead the expansion of our AI-powered patent drafting solution in the Munich market within the Legal and IP sector. • Your role will focus on acquiring new customers, building and nurturing relationships with law firms and large enterprise clients, and clearly demonstrating the value and ROI that DeepIP delivers. • Create and oversee a targeted account list, handling every stage of the sales process from initial outreach, demonstrating the product, closing contracts, and nurturing the relationship. • Master MEDDIC, maintain excellent pipeline documentation & hygiene in CRM, ensure a 3X pipeline coverage, and achieve your quota consistently. • Establish and maintain strong, long-lasting relationships with key decision-makers and stakeholders, gaining a deep understanding of their challenges. • Work collaboratively with different departments, particularly marketing and product teams, to represent market insights, enhance messaging, and drive the product roadmap forward. • Deliver product demos and presentations to demonstrate the value of DeepIP. • Contribute to improving the sales playbook to support scalability, capturing insights and best practices that can be leveraged across different accounts.

Role Description Toshiba America Business Solutions, Inc. (TABS) has an exciting opportunity working remotely as a Senior Enterprise Client Executive. Summary: - Develop and cultivate TMBS business opportunities in the large account/enterprise space for assigned strategic verticals to meet overall business objectives. - Conduct prospect-led strategies and sales account activities to meet established TMBS revenue objectives and strengthen presence in direct sales channel. - Manage and pursue complex accounts and prospective customers. Responsibilities: - Drive sales revenue and market share by pursuing large scale accounts for assigned vertical to achieve quota via cold calling and self-generating leads. - Manage, plan and coordinate business development engagements for large scale direct sales accounts to promote TMBS. - Build pipeline through identification of high intent accounts and in depth understanding of vertical specific pain points and value add strategies. - Manage, plan, coordinate sales program efforts for new accounts to meet established quotas and related revenue objectives while growing direct account base. - Responsible for quota achievement of assigned accounts. Make recommendations to management regarding account strategies to ensure selling success. - Develop and manage relationships with prospects and new customers. Actively create partnership to ensure successful sales trends. - Work with clients to understand and identify objectives and needs while aligning Toshiba products and services where business opportunities exist. - Act as a point of contact with accounts. Serve as subject matter expert for proposal response content. - Effectively and efficiently implement sales programs to maximize efforts to penetrate new accounts. - Identify areas of concern and advise management of corrective action. - Ensure programs effectively grow market share and drive revenue growth. - Create and analyze monthly forecasting and sales reports. Assess findings and determine sales potential of assigned area. - Provide marketing with competitor data, trends and channel needs. Develop and generate related reports. - Perform other related duties as assigned. Qualifications - Bachelor’s degree or equivalent. - A minimum of 5 years increasingly responsible experience in one or more of the following; direct enterprise/major account in the assigned vertical. - Extensive experience cold calling and prospecting. - Must have good business acumen including sales quota achievement and closing sales. - Proven ability to establish new accounts and achieve revenue at the levels required by this position. - Must have experience selling integrated software solutions to enterprise/major accounts. - Must have vertical marketing or enterprise sales experience. - Must have demonstrated skills in documentation solution/analysis, software configurations and infrastructure implementation. - Demonstrated entrepreneurial experience with a goal-driven focus. - Ability to manage large target account list of zero based (ZB) enterprise accounts. - Proven negotiation skills and success in developing customer relationships. - Must be proficient in salesforce.com or comparable CRM system. - Demonstrated ability to work autonomously while demonstrating excellent time management skills. - Must have ability to travel frequently. Benefits - Group health coverage (medical, dental, & vision). - Employee Assistance Programs. - Pre-tax spending accounts. - 401(k) plan. - Company provided life insurance. - Pet Insurance. - Employee discounts. - Generous paid holiday schedule, paid vacation & sick/personal business/volunteer days. Company Description Toshiba is an industry leader in digital displays, document security and software solutions. We help businesses print smarter, work more securely, improve workflow, and communicate better. Our reputation in the industry is due in large part to the outstanding care our people provide.

Title: Sales Representative II - Federal Government Location: Bethesda Maryland United States of America Full time Remote Join our team at Thermo Fisher Scientific as a Sales Representative II, where you'll support revenue growth and contribute to serving science. You'll develop and maintain strategic relationships with customers in the federal government market while promoting our comprehensive portfolio of innovative products and services. Working in a collaborative environment, you'll implement sales strategies, identify new business opportunities, and provide excellent support to help customers achieve their goals. This role offers the chance to represent a leader in scientific solutions while contributing to our mission of making the world healthier, cleaner, and safer. REQUIREMENTS: • Bachelor's Degree plus 2 years of sales experience, preferably in scientific/laboratory industry, or equivalent laboratory experience • Preferred Fields of Study: Life Sciences, Chemistry, or related scientific field • Strong technical aptitude with demonstrated ability to learn complex product applications and workflows • Excellent communication, presentation, and negotiation skills • Demonstrated ability to build and maintain long-term customer relationships • Proficiency in CRM systems (preferably Salesforce) and Microsoft Office Suite • Strong territory management and strategic account planning capabilities • Strong analytical and problem-solving skills for developing effective sales strategies • Ability to work both independently and collaboratively in a matrix environment • Valid driver's license and ability to travel up to 70% within assigned territory • Fluency in English required; additional language skills based on territory needs • Demonstrated commitment to Thermo Fisher's core values: Integrity, Intensity, Innovation, and Involvement Compensation and Benefits The salary range estimated for this position based in Maryland is $52,600.00–$78,850.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount