• Manage and develop relationships with key accounts, ensuring their needs are met and expectations exceeded. • Identify opportunities for account growth and develop strategies to achieve sales targets. • Collaborate with internal teams to deliver engineered solutions that meet client requirements.

• Acquire strategic clients primarily in international markets (EU and beyond), focusing on defense sector companies, but also including large industrial companies, and other government entities • Originate, qualify, and close complex, multi-stakeholder deals, coordinating tightly with Pre-sales, Product, and Delivery. • Navigate lengthy procurement cycles (RFI/RFQ/RFP), driving technical and commercial consensus while protecting margin. • Conduct consultative sales of IS-Wireless technology and products. • Consistently exceed quota while maintaining high forecast accuracy and disciplined pipeline management. • Educate clients and build long-term business relationships. • Collaborate on product development based on market feedback. • Represent IS-Wireless at key industry events, building a visible executive presence in the 5G/Open RAN ecosystem.

• consultatively sell Avantor's portfolio of products and services • implement agreed strategies across defined accounts • drive new and existing business through customer visits • identify trends and opportunities that will generate sales • utilize internal and external contacts to achieve targets • plan, forecast and achieve objectives and Key Performance Indicators

• Own and manage small-to-mid-sized opportunities with a focus on high-volume transactional deals, particularly within water/wastewater accounts • Take full ownership of stalled opportunities, driving re-engagement, progression, and closure • Execute lead routing, pipeline tracking, and opportunity follow-ups to ensure consistent pipeline velocity • Assist partners with quoting, pricing requests, and deal structuring to accelerate time to close on small-to-mid-sized opportunities • Actively manage and expand revenue from silver-tier partners through structured engagement, enablement, and consistent follow-up cadence • Identify, qualify, and co-sell new Octoplant opportunities in partnership with channel organizations • Build and maintain strong relationships that translate directly into pipeline generation and revenue growth • Identify and drive site-level expansion opportunities within enterprise accounts with existing agreements or deployments • Collaborate with Channel Account Managers and partners to uncover upsell and cross-sell opportunities • Execute targeted expansion strategies to increase account penetration and ARR • Leverage partner relationships, customer referrals, and proven success stories to replicate wins across additional sites • Build repeatable expansion playbooks that drive multi-site adoption • Conduct discovery conversations with partners and customers to identify operational challenges and align Octoplant solutions • Drive pipeline creation through proactive outreach, partner engagement, and opportunity identification • Coordinate product demonstrations and technical discussions with Solution Engineering teams • Maintain accurate CRM data, forecasts, and pipeline reporting • Participate in trade shows, partner events, and customer meetings to generate new opportunities