• Pipeline development & lead activation: You own and drive the entire sales cycle independently. This is based on data-driven CRM analyses to selectively activate existing, warm leads from the PCG ecosystem (no hard cold calling). • Sales of our Data & AI portfolio: You strategically support customers in their transformation. You sell our enabling workshops for use-case identification, the construction of modular architectural foundations (AI Foundation including data management, security and FinOps), as well as prebuilt lighthouse use cases. • Maturity assessments & value selling: You analyze the customer’s current situation using structured maturity assessments in order to design sustainable solutions, managed services and appropriate change & adoption concepts. • Deal optimization & partner management: We provide agnostic advice. You leverage your sense for cloud subsidies, incentives and the programs of the major hyperscalers to structure deals optimally from a commercial perspective. • Go-to-market strategy: You bring your market insights directly into the team and actively contribute to the further development of our go-to-market strategy.

• Develop and maintain effective relationships within an existing customer portfolio to ensure, sustain, and grow existing revenue, win repeat business, and achieve growth targets by executing on proactive client renewals (RFPs), pricing optimization, and share of wallet opportunities • Be in continuous outreach and/or active discussions with existing clients in order to uncover requirements through Know Your Client strategies. Develop creative solutions to help meet customer needs, goals, and objectives. Articulate Element’s value proposition and suite of products and services, manage/overcome objections and address outstanding client escalations, questions, and concerns • Develop client strategies to achieve revenue growth and client retention in collaboration with Operational Teams • Maintain, nurture, and expand services offered to clients within assigned portfolio of existing clients • Consistently maintain operating discipline measured in SFDC (i.e. Coverage Metrics, Forecasting, Relationship Plans, Risk Assessments, Opportunity Creation, maintenance, client + pricing overviews, etc.) • Lead and collaborate with cross-functional teams to engage with the client to execute against Customer Engagement Plans (Strategic Consulting, Client Success, Ordering, etc.) to meet client objectives • Travel may be required for this role as there is an expectation of maintaining a high level of client contact and participation

• Revenue & Quota Ownership: Achieve and exceed quarterly and annual sales targets through strategic planning and execution. • Strategic Account Leadership: Build and drive the global account plan for J&J, aligning Snowflake resources, executive sponsorship, and investments to J&Js most critical business and technology priorities. • Trusted Advisor: Engage senior executives and C-suite stakeholders by understanding J&J IT, data, and digital transformation roadmap, and position Snowflake as a key enabler of those initiatives. • J&J Creation & Expansion: Identify, qualify, and close new opportunities across J&J business units, regions, and subsidiaries to generate long-term, recurring revenue. • Executive Engagement: Lead high-level conversations with executives across technology, data, and business lines; deliver compelling business value and ROI messaging. • Team Orchestration: Collaborate cross-functionally with Snowflake teams—marketing, partner sales, value engineering, legal, product, and professional services—to deliver J&J-specific solutions and ensure customer success. • Relationship Growth: Cultivate lasting relationships with decision-makers and influencers to ensure ongoing satisfaction and to expand Snowflake’s footprint across J&J.

Role Description We’re looking for a driven Channel Account Manager to expand our partner network and accelerate growth across North America. If you’re a relationship builder with a hunter mentality who enjoys opening doors, developing strategic partnerships, and driving revenue, we want to hear from you. What You’ll Do - Grow Our Partner Network - Identify, recruit, and develop new channel partners - Build and execute territory growth plans - Prospect through networking, outreach, referrals, and industry events - Maintain a strong pipeline of partner opportunities - Enable Partner Success - Lead onboarding, training, and partner activation - Deliver product demonstrations and solution presentations - Develop joint business plans and growth strategies - Equip partners with the tools and resources needed to succeed - Drive Revenue - Manage partner relationships and business reviews - Collaborate on co-selling opportunities and strategic pursuits - Support solution development, proposals, and project scoping - Grow recurring software and cloud-based revenue - Collaborate Across Teams - Work closely with Sales, Marketing, Product, and Technical Support - Share market insights and partner feedback - Support partner programs, webinars, and growth initiatives Qualifications - 3–7 years of experience in channel sales, partner management, or business development - Experience with IoT, building automation, energy management, HVAC controls, lighting controls, SaaS, or related technologies - Understanding of system integrators, low-voltage contractors, distributors, or similar channel ecosystems - Proven success recruiting partners and driving channel revenue - Strong communication, presentation, and relationship-building skills - Experience managing pipeline and forecasts in CRM platforms Requirements - Experience in hospitality, higher education, senior living, or multifamily housing - Knowledge of building systems, networking, or connected technologies - Experience with partner enablement and co-selling programs Benefits - Join a growing company at the forefront of smart building innovation - Help shape our channel strategy and work with cutting-edge technologies - Make a direct impact on our growth while helping customers create more intelligent, efficient, and sustainable buildings Company Description At VDA Telkonet, we’re transforming how buildings operate through intelligent automation, energy management, and connected technologies. Our solutions help hotels, universities, senior living communities, multifamily properties, and military housing providers create smarter, more sustainable environments.