• The Territory Account Manager partners with our customers to secure their entire digital experience • You’re motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention • This role is a significant driver of company revenue and growth • As an experienced and dynamic sales professional, you’re responsible for leading and driving sales engagements • Understand the competitive landscape and customer needs so you can effectively position the portfolio of Palo Alto Networks solutions • Create clear goals and complete accurate forecasting through developing a detailed territory plan • Leverage prospect stories to create a compelling value proposition with insights into value for that specific account • Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services • Travel as necessary within your territory, and to company-wide meetings

• Work closely with other field representatives and internal teams • Develop strategies for optimal customer care and for expanding the customer base • Deliver training sessions at veterinary practices • Install IDEXX analyzers and train the practice team in their use • Provide on-site support for urgent customer calls • Document all customer visits and interactions

• You will sell diagnostic imaging systems (equipment), warranties, and peripheral supplies required to operate diagnostic imaging equipment. • You will be responsible for maintaining sales forecasts and territory plans, including managing and collaborating with distributors and their representatives within your geographic territory. • You will have the opportunity to initiate and coordinate lead generation with other IDEXX sales advisors and distribution partners. • You will have the opportunity to collaborate with other IDEXX sales professionals in the region to close equipment and technology sales. • You will provide training and support to veterinary clinic staff on products, services, and marketing initiatives, including customer service best practices, which are an integral part of this role. • You will maintain comprehensive, up-to-date knowledge of IDEXX products and services. • You will professionally represent IDEXX values to our customers, with a strong understanding of our industry, veterinary practices, customers, technology, and operational processes. • You will have the opportunity to participate in trade shows and other training events in the region. • You will be responsible for managing IDEXX expenses and resources in accordance with company guidelines and policies.

• Account Development: Expand and cultivate existing accounts while establishing new ones to drive sales growth • Sales Forecasting: Provide accurate sales forecasts and conduct competitive analysis to inform strategic decision-making • Market Analysis: Analyze market segments to identify opportunities for growth and development • Sales Planning: Strategically plan daily activities using CRM and a structured call frequency system to optimize sales opportunities • Customer Engagement: Conduct sales promotions, educational meetings, and lead generation activities to foster strong customer relationships. Customize sales presentations driven to increase customers' annual sales • Price Management: Recommend pricing changes within established guidelines based on market dynamics and competitive analysis • Problem Resolution: Address customer complaints promptly, investigate issues, and recommend solutions to ensure customer satisfaction • Sales Administration: Maintain thorough sales records, including customer profiles and territory/account sales records