• Develop and execute a strategic sales plan for owned assigned accounts and drive performance through well-thought account plans • Build and maintain strong, long-lasting relationships with key clients • Define and drive revenue generation opportunities to increase market penetration within assigned Key Accounts • Drive successful RFP/Proposals process to meet and exceed key account expectations • Work with internal Business and Project Management Teams to ensure a unified approach in championing business direction

• Achieve assigned territory revenue goals through purposefully pursuing sales opportunities with current and potential customers • Develop a robust sales pipeline and proactively develop strong customer relationships • Collaborate and train our channel partners to develop and close sales opportunities • Seek and promote new business potential through offering Thermo Fisher Scientific’s broad product portfolio and engage all appropriate colleagues to achieve maximum results for the company in total. • Participate in assigned corporate and focus account initiatives.

• Servicing the fastest growing customers in the region. • Growing our revenue and gross profit share of wallet within your key account list. • Opening doors to the purchase of Twilio’s products and services - including voice, messaging, email, contact centre, account security software. • Maintaining the highest levels of customer satisfaction. • Create pricing proposals, negotiating terms and managing the contract process. • Selling solutions to a technical and business audience. • Building trust and mutual respect with technical customers and peers. • Thinking outside of the box and having extraordinary interpersonal and communication skills to make complex contractual, technical, and financial details sound simple. • Balancing challenging priorities and handling multiple projects/deals at the same time.

• Be responsible for new customer acquisition, while being assigned a quota for net new bookings. • Use a systematic approach to establish deep relationships with strategic prospective customers including understanding their mission, strategy, key decision-makers, organizational structure, and technology solutions. • Leverage your expertise and relationships in the public sector including US State & Local Government and Higher Education, to build strategic programs that drive social impact and territory expansion as well as account development to deliver scale and amplification of social impact within the public sector vertical. • Drive revenue and market share in defined territory and within the government, nonprofit, and social enterprise industry. • Collaborate with Twilio partners to drive territory expansion in the public sector. • Develop, maintain and expand the pipeline of new customer opportunities designed to drive relevance, reach and revenue for our platform. • Provide timely and accurate forecasts and clear visibility on sales and revenue performance by actively managing your pipeline of opportunities and weekly sales forecasts. • Partner cross functionally with sales, services, product, and finance to develop long range territory strategies and sales plans. • Generate and maintain an accurate pipeline and forecast utilizing CRM, Salesforce. • Qualify, structure, negotiate, close, and manage strategic relationships that will drive platform adoption, revenue, and customer acquisition. • Work with broader sales organization, product owners, legal team, sales operations and more to drive post-close engagement plans for success and growth. • Expand relationships with existing key customers by uncovering expansion opportunities, developing and driving go-to-market strategies