• Lead the development and execution of Sprinto’s strategic alliances and channel partnership strategies, focusing on creating new revenue channels and shall be responsible for designing, optimising & scaling the partner programs. • Identify, recruit, and onboard new partners, including but not limited to : - MSPs, MSSPs, GSIs, and Consulting Partners, with a focus on driving significant revenue growth. • Cultivate deep relationships with partner C-suite executives and decision-makers, driving collaborative efforts and mutual success. • Design and implement joint sales and go-to-market (GTM) strategies with partners, increasing Sprinto’s market penetration. • Lead contract negotiations, growth plans, and deal structuring with partners, ensuring terms are mutually beneficial. • Own partnership-driven revenue targets, managing the end-to-end partner lifecycle from prospecting to revenue generation. • Evaluate partner performance through regular business reviews, recommending improvements to enhance mutual value. • Work closely with sales, product marketing, and solutions teams to ensure partner programs are fully supported with the right tools and resources. • Act as a mentor to internal teams and partners, offering coaching and enablement to drive results. • Ability to build the partnership team ground up, is actively involved in forecasting the resources requirements and collaborates with the Talent Acquisition team to hire best for the team. • Track and report on the success of partnerships using CRM and other sales intelligence systems.

• Promotes and sells a portfolio of technical and/or non-technical products and/or services and solutions directly to current and new end customers. • Informs customers of new product/service introductions and prices. • Creates, monitors and revises lead generation plans to ensure a substantive sales opportunity pipeline. • Development of key program guidelines to grow market share within install base. • Coordinate and manage annual pricing programs. • Identification of key decision makers within all assigned key accounts and OEMs. • Management of capital project solutions from project identification to installation. • Preparing and presenting proposals and project justifications. • Execution of Key Account strategy (Growth) with Growth & Strategy Leader. • Supports designated initiatives identified for each key account including required field visits, demonstrations and technical discussions with plant personnel as needed. • Schedule and facilitate quarterly business reviews with key accounts. • Coordinates regular travel into identified plants as needed for Nordson personnel. • Coordinates the training of customer personnel in proper use, maintenance, and service of equipment. • Develops Third Party references through follow-up calls on existing customers. • Maintains detailed knowledge of Nordson products, prices, policies, and procedures. • Knows which products can be most advantageously used with various finishing and container products. • Maintains awareness of competitive products and advises supervisors of competitors’ activities. • Provides customer service in emergency situations. • Prepares and promptly submits administrative and technical reports as directed.

• Du führst Gespräche mit potenziellen Kunden und pflegst bestehende Kontakte durch regelmäßige, zuverlässige Kommunikation • Du dokumentierst deine Aktivitäten sauber im CRM und hältst deine nächsten Schritte fest • Du arbeitest eng mit einem sympathischen, unterstützenden Team zusammen und bekommst Hilfe bei Struktur, Ansprache und Weiterentwicklung

Role Description Tektronix is seeking a driven and strategic Sr. Account Manager to lead sales of our broad portfolio of Test & Measurement solutions—including oscilloscopes, signal generators, spectrum analyzers, Keithley, and Elektro-Automatik (EA) products. In this high-impact role, you will manage and grow relationships with Northrop Grumman and Department of Defense enterprise accounts in the Washington, D.C. region. These accounts are highly strategic to Tektronix’s business and offer significant visibility and opportunity for career advancement. - Serve as the primary point of contact for Northrop Grumman and major DoD enterprise accounts in the DC region. - Drive sales of Tektronix’s Test & Measurement portfolio, including oscilloscopes, signal generators, spectrum analyzers, Keithley, and EA products. - Develop and execute account strategies to maximize growth, customer satisfaction, and long-term partnerships. - Identify and pursue new business opportunities within assigned accounts and adjacent organizations. - Manage sales pipeline and forecasting activities within CRM for accurate visibility and planning. - Collaborate with internal teams (engineering, product management, customer support) to deliver tailored solutions. - Stay current on industry trends, defense initiatives, and government procurement processes. Qualifications - Proven experience in technical sales, account management, or business development—preferably with DoD or Aerospace customers. - Strong knowledge of test and measurement equipment (oscilloscopes, signal generators, spectrum analyzers, power supplies, etc.). - Excellent relationship-building, communication, and negotiation skills. - Ability to work independently and as part of a cross-functional team. - Experience managing pipeline and forecast in CRM systems. - Willingness to travel within the DC region and surrounding areas. - Bachelor’s degree in engineering, business, or related field preferred. Requirements - Experience with DoD programs, defense contractors, and government procurement processes. - Familiarity with Keithley and Elektro-Automatik (EA) products is a plus. - Demonstrated ability to develop account plans and execute strategic sales initiatives. - High level of initiative, organization, and results orientation. Benefits - Opportunity to make a direct impact in a dynamic, growth-oriented environment. - Work with some of the world’s most innovative organizations. - Career advancement opportunities.