• Account Management: Take full ownership of the account, managing promotional activities, forecasting, and working collaboratively with key internal and external teams to deliver business objectives. Ensure accurate and timely delivery of forecasts and business targets. • Commercial Understanding: Develop a strong understanding of P&L management and drive contribution through effective negotiation and planning. Build comprehensive joint business plans with customers, ensuring alignment with overall business objectives. • Forecasting & Data Management: Own the process for weekly, period, and annual forecasting, using multiple data sources to generate accurate and actionable forecasts. Work closely with the supply chain team to ensure forecasts are executed seamlessly. • Negotiation & Influencing: Prepare and execute successful negotiations, ensuring the protection of AG Barr's values and mitigating risks. Build strong relationships with key contacts at all levels, both internally and externally, to ensure long-term strategic partnerships. • Building Customer Influence: Adapt communication style and approach to align with customer needs. Gain deep insights into customers’ internal systems and objectives, using this knowledge to create effective and customer-centric plans. • Training & Development: Proactively manage personal and team development, ensuring competencies align with commercial goals. Provide leadership and guidance, developing skills through performance reviews, coaching, and mentoring to cultivate future leaders within the business. • Collaboration & Cross-Functional Work: Partner with commercial managers, business unit leaders, and other internal departments such as finance, HR, and supply chain to ensure strategic alignment and effective execution of plans. • Performance Monitoring & Reporting: Track and report on key performance metrics, ensuring business objectives are met. Address any discrepancies in performance and adjust plans as necessary.

Role Description As an Account Manager, Hotels, you will be the primary point of contact and a "trusted advisor" for an elite portfolio of hotel groups and strategic hotel accounts across the EMEA region. You will assume responsibility for these high-value relationships following the initial sale and installation, ensuring deep utilization of OpenTable’s best-in-class software solutions. In this role, you will balance strategic account planning with hands-on execution. You are charged with maintaining high client retention rates, driving incremental revenue through upgrades and add-on sales, and consulting with C-suite stakeholders to align our technology with their business goals. OpenTable’s Sales and Restaurant Relations team is dedicated to improving restaurants’ revenue potential by utilizing best in brand front-of-house management and online reservation technology. We are looking for people who are passionate about the restaurant industry and want to feel good about the products they sell and represent. What You Will Do - Drive Revenue & Retention: Meet and exceed assigned monthly and quarterly retention and revenue goals. You will be directly responsible for protecting our core revenue while identifying and closing opportunities to achieve a high ROI on your portfolio. - Ensure Customer Success: Guarantee world-class customer satisfaction through diligent, proactive follow-ups. You will act as the bridge between the client’s operational needs and OpenTable’s technology, ensuring every hotel in your "bucket" is fully optimized and supported. - Maintain Operational Excellence: Document all client communications and activities within CRM (Salesforce) to provide accurate productivity reports. You will use these insights to report on account health and progress toward KPIs to senior leadership. - Subject Matter Expertise: Maintain a detailed, expert-level understanding of the company's full suite of solutions, including table management platforms and online marketing tools. You must be able to demonstrate how these tools solve complex C-suite challenges. - Strategic Market Intelligence: Provide consistent market feedback to the Product and Marketing teams. You will act as the "Voice of the Customer," identifying trends and feature requirements from the field to influence our global product roadmap. - Cross-Functional Collaboration: Assist Hotels Account Executives and Inside Sales Representatives as needed to ensure a seamless transition from "signed" to "live." You will support the broader sales ecosystem to accelerate revenue recognition and support new business rollouts. Qualifications - 5+ years of Account Management or equivalent experience, ideally within a B2B SaaS or high-growth hospitality technology environment. - Proficiency in Google Suite and CRM solutions like Salesforce is preferred. - Outstanding negotiating and communication skills. - Business-Fluent German is strongly preferred to support customers with clarity and cultural awareness. - An aptitude for data-driven business decisions and the ability to reframe a client's view of their business through insights and industry trends. - Proven ability to work under pressure, meet ambitious goals, and manage multiple priorities simultaneously. - Anticipate 30-50% travel depending on location to engage in on-site client meetings, performance reviews, and industry events across the EMEA region. - A genuine passion for the hospitality industry and technology; prior restaurant management or F&B sales experience is a significant plus. Benefits - Work from (almost) anywhere for up to 20 days per year. - Generous paid leave, vacation & time off for your birthday. - Vacation: you accrue 25 days a year + RTTs. - Wedding days: 4 days off for your own wedding and 1 day for your child’s wedding. - Health and Life Insurance Scheme with Malakoff Humanis. - Occupational Health Service with the occupational health provider of your region. - Focus on your career growth: Development Dollars, Leadership development, Access to thousands of on-demand e-learnings. Company Description OpenTable, part of Booking Holdings, Inc. (NASDAQ: BKNG), is an industry leader with a passion for helping restaurants thrive. Our world-class technology empowers restaurants to focus on what matters most – their team, their guests, and their bottom line – while enabling diners to discover and book the perfect restaurant for every occasion. Every employee at OpenTable has a tangible impact on what we do and how we do it. You’ll also be part of a global team and its portfolio of metasearch brands. Hospitality is all about taking care of others, and it defines our culture.

Role Description The role of the Global Design Firm Account Leader will have a mission to grow pipeline, improve commercial hit rates and increase engagement with our largest and most strategic Global Design Firm accounts. They will do this through engaging senior leaders with a consulting and partnership led value proposition in their nominated accounts. Additionally, they will also use their expertise to support country Design Firm teams with respect to account excellence and lead important strategic initiatives connected to large Design Firms for their nominated region. - Grow pipeline, improve commercial hit rates and increase Global Design Firm engagement for SE. - Own the strategic account management plan for nominated Global Design Firm accounts in a defined region to grow SE pipeline, specified project hit rates and deliver a differentiated customer experience. - Own, manage and build CxO/VP relationships for nominated Global Design Firm accounts for a defined region. - Provide advanced support (i.e. training/coaching, advice) to country operations to drive account excellence in Design Firm teams for the defined region. - Deliver agreed strategic account initiatives (i.e. design software/ETAP synergies, targeted segment saturation, digital engagement and thought leadership) and programs connected to the global Design Firm accounts for the defined region. These initiatives will support commercial transformation goals for the Design Firm Channel. - Collaborate closely with regional Design Firm channel leaders and country Design Firm teams to maximize coverage and product saturation of large Design Firms. - Work closely with business divisions and End-User Segment teams to maximize the competitive advantages and unique value propositions of the company with global Design Firms to increase SE share of wallet/product mix. Qualifications - 10+ years Account Management Experience – Successfully managed and grown large, complex accounts and built new senior client relationships. - 5+ years Channel Experience – Understanding how to influence and win opportunities for SE through a channel. - Education - Engineering Degree or equivalent technical experience. - Language – English, professional working fluency. - Travel – Ability to travel internationally. Requirements - Design Firm (consulting engineer) Experience – working with or for Design Firms. - C- Level engagement – experience engaging business leaders in a partnership and consulting value proposition. - Education – Business / Management qualification a plus. Skills & Competencies - C- Level engagement – Ability to craft a business value proposition to engage, influence and excite senior business leaders. - Account Excellence – Ability to expertly manage and grow complex accounts in a structured and methodical way. Reach ‘trusted advisor’ role within nominated Global Design Firm accounts. - Commercial Leadership – Ability to coach sales teams indirectly through a matrix organization. - Channel Expertise - Understanding how to successfully influence opportunities for SE through a channel (value chain player). Benefits - Competitive salary & Bonus Scheme - 28 Days Annual Leave + Public Holidays - Holiday Buy & Sell programme - Pension Scheme - Employee Share Ownership Programme - Various Health & Wellbeing Support Options - Gym Flex - Open Talent Market (internal mobility opportunities + access to mentors & projects globally) - Shopping & Dining Discounts - Learning Portal and much more.

Role Description We’re seeking customer-centric Technical Account Managers to lead strategic customer transitions onto our next-generation Mesh platform. In this role, you’ll own a portfolio of high-value, high-complexity customers through migration and long-term platform adoption, acting as a trusted technical advisor during a critical transformation period. You’ll work directly with customer technical and operational teams to remove migration blockers, optimize integrations, and ensure successful adoption of our modern compliance platform. This role combines hands-on technical problem solving with strategic customer ownership, making it ideal for individuals who enjoy working at the intersection of technology, delivery, and customer success. This role is initially aligned to a strategic platform migration initiative over the next 12–18 months, with a clear long-term path within Technical Account Management and Customer Experience as customer ownership expands beyond migration delivery. This role reports into our Professional Services organization and is part of our Technical Account Management team. What You'll Do - Customer Ownership & Technical Advisory - Own a portfolio of strategic customer relationships through migration and post-migration adoption. - Serve as the primary technical advisor for customers adopting the Mesh platform. - Drive technical health, adoption, and platform optimization following migration completion. - Conduct technical discovery sessions to understand customer architectures, operational workflows, and migration blockers. - Partner closely with customer engineering, operations, and compliance teams to deliver successful technical outcomes. - Act as the technical liaison between customers and internal Product, Engineering, and Customer teams. - Build trusted relationships with customer stakeholders by providing pragmatic, solution-oriented guidance throughout the migration journey. - Platform Migration & Technical Execution - Lead end-to-end technical migrations from legacy products to our modern Mesh platform. - Develop script-based workarounds and lightweight integration logic to bridge gaps between customer systems and our APIs. - Troubleshoot technical integration, configuration, and adoption challenges across complex customer environments. - Work closely with customer engineering teams to minimize disruption and optimize implementation timelines. - Document migration patterns, reusable tooling, and scalable delivery processes to accelerate future platform transitions. - Provide hands-on technical support during migration planning, execution, and post-migration validation. - Support data mapping, transformation, and workflow modernization activities during platform transitions. Qualifications - 3+ years in a customer-facing technical role such as Technical Account Manager, Solutions Engineer, Implementation Engineer, Technical Consultant, or similar. - Experience working with APIs, integrations, and modern SaaS platforms. - Scripting experience in Python, JavaScript, or similar languages. - Experience supporting data migrations, platform transitions, or systems integration projects. - Ability to troubleshoot API workflows, JSON/XML payloads, and technical configuration issues. - Familiarity with automation tooling and AI-assisted workflows, including practical exposure to LLM-enabled systems. - Strong problem-solving skills with a pragmatic, customer-first mindset. - Excellent communication skills with the ability to explain complex technical concepts to technical and non-technical audiences. - Comfortable operating autonomously in fast-moving environments with evolving requirements. Requirements - Experience in RegTech, FinTech, or compliance technology environments. - Familiarity with transaction monitoring, customer screening, or identity verification workflows. - Experience supporting SaaS modernization or legacy platform migration initiatives. - Data transformation or workflow automation experience. - Prior experience in Technical Account Management, Professional Services, or customer-facing technical consulting roles. Benefits - Equity as we want you to have a part of what we are building. - Unlimited Time Off Policy. A work-life balance and focus on our well-being is critical. - Budget to set up your home office upon joining. - Annual learning budget to drive your performance and career development. - Comprehensive Private Health Insurance through Advancecare. - Work from anywhere policy up to 90 days during the year. - The base salary range for this role is 42,000 - 51,000 EUR + bonus, equity, and benefits. The actual pay may vary based on factors such as location, experience, and skills.