• Own the full lifecycle of our Systems Integrator business in Germany • Prospect and sign new mid-tier SI partners • Drive active pipeline and revenue through those relationships • Build a partner ecosystem that generates meaningful, repeatable revenue • Identify, target, and sign mid-tier SI partners aligned to Freshworks’ DE ITSM and CX growth priorities • Build and maintain a pipeline of prospective SI partners • Lead the end-to-end partner recruitment process • Design and execute structured onboarding programmes for new SIs • Build and maintain SI partner capability across sales, pre-sales, and delivery • Develop joint go-to-market plans with each SI partner • Drive participation in Freshworks enablement programmes • Own and actively manage a partner-sourced and partner-influenced pipeline • Set and hold partners to joint pipeline targets and revenue commitments • Track and report on SI pipeline health, deal velocity, and revenue contribution through Salesforce

Role Description Manage central Kerala ASP Business to achieve or surpass sales targets ensuring alignment with company policies and objectives. As a Zonal Account manager, you will oversee: - Sales performance - Market share expansion - Key account management - Distribution strategy - Capability development - Sales force effectiveness A deep understanding of the products under your responsibility, along with strong market insights, will be essential. You will be responsible for: - Identifying customer needs - Monitoring competitive trends - Fostering long-term relationships to enhance customer loyalty Your goal is to position ASP as the preferred supplier in the region. Sales Turnover: - Responsible for ASP- TS Capital Equipment & Consumables + HLD (High Level Disinfectant) Equipment & Consumables portfolio - Provide weekly and monthly sales action plans to manager, reflecting the activities required in each account to achieve sales objectives - Able to negotiate and close sales in routine situations and with guidance when handling more complex deals - Participate in Trade Displays and Conferences when required Key Talents/Strengths for the Role: - Excellent problem solving & interpersonal skills - Results-oriented with good negotiation & communication skills - Strong business sense - Demonstrated ability to build and maintain key business relationships internally and externally - Demonstrated ability to work both collaboratively and independently in a cross-functional and team-oriented environment Territory Management: - Develop understanding of customer needs to identify sales opportunities - Identify tender/contract opportunities and work with colleagues/Dealers to deliver - With guidance, develop an effective and efficient territory plan - Identify and educate surgeons on right infection control practices and solutions through consult-in-surgery, one-on-one sales calls, one-to-many training sessions Key Account Management: - Prepare a plan to optimize key account development and sales growth by identifying opportunities - Identify and document key customers and decision makers - Be aware of Key Account strategies for growth - Identify and optimize cross selling opportunities and work with managers/colleagues to realize these - Provide customer support on inventory, within company guidelines Product & Market Knowledge: - Develop understanding and continually enhance personal understanding of product's features, benefits, correct product application, through practical experience and training programs - Able to demonstrate application/usage of products and differentiate them from competitor's products - Develop understanding of competitive products, their features-advantages-benefits - Gather information on current practices, behaviours and attitudes Corporate Ethics and Governance: - Maintain a responsible and ethical approach while actively pursuing business outcomes - Conduct business within ethics and values - Relationship with customers based on high ethical standards Qualifications - Science Graduate/Biomedical Engineering Graduate (MBA will be an added advantage) Requirements - A minimum of 3+ years of sales experience from healthcare industry (Experience in medical device/Medical Equipment sales will be an added advantage) Benefits - Not specified Company Description ASP is a leading global provider of innovative sterilization and disinfection solutions, and a pioneer of low-temperature hydrogen peroxide sterilization technology. ASP’s mission is to protect patients during their most critical moments. We support healthcare facilities in the fight to protect patients against hospital acquired infections, which are a leading cause of morbidity and mortality. ASP’s products, which are sold globally, include the STERRAD system for sterilizing instruments and the AER (Automatic Endoscopy Re-processor) systems for endoscope reprocessing and cleaning.

• Own and manage a defined portfolio of existing customers using Cornerstone niche products • Build trusted relationships with key customer stakeholders, acting as their primary commercial point of contact • Drive ARR retention through proactive account management, renewal preparation, and early risk identification • Achieve ACV quota for renewals, upsell, and cross-sell within the assigned territory • Manage the end-to-end sales cycle for renewals, upsell, and cross-sell within your customer base • Collaborate with pre-sales, product, engineering, and delivery teams as needed • Manage and support sales and implementation partners aligned to UPM, FPM, MAP, and related solutions • Work closely with Product, Support, Customer Success, and Professional Services to ensure a consistent and positive customer experience

• Drive and orchestrate complex sales cycles • Develop and implement strategic account plans • Utilize consultative selling skills to nurture relationships • Engage a programmatic approach to demand generation • Maintain understanding of strategic competitive landscape and customer needs • Leverage customer success stories for value propositions • Stay updated on industry news and trends