• Serve as the primary point of contact for major DoW enterprise accounts in the Southern California 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

• Develop and maintain strong relationships with accounts within a defined geographic sales region. • Drive commercial performance and identify opportunities for growth within the region. • Ensure partners receive consistent, high-quality support and service. • Responsible for both forecasting and delivery, against specific territory targets. • Manage and identify opportunities to increase the adoption of additional services (eg RMT/Insurance). • Manage the daily provision of the service to partners by maintaining the appropriate internal Ayvens resources. • Work with the relevant resources to maximise partner profitability in line with growth expectations. • Ensure the appropriate business processes evolve to support the operational & commercial goals of both the partner, their customers and Ayvens. • Build and develop relationships with key partner stakeholders to support the delivery of identified territory targets. • Bring leading-edge thinking and continuous improvement to add value to partner relationships and develop our mutual outcomes. • Undertake meeting cadence relative to the opportunity which the partner presents (Regular face to face with relevant virtual meetings as appropriate).

• Own a portfolio of global enterprise accounts with full accountability for net revenue retention and expansion targets • Serve as the primary executive relationship owner post-sale • Develop and execute account plans that map customer business objectives to Upbound's platform capabilities • Lead commercial negotiations for renewals and upsells • Drive platform adoption and usage by partnering with Solutions Engineering, Solutions Architecture, and Customer Success • Act as the customer's advocate internally • Identify and manage risk proactively • Represent Upbound at customer Quarterly Business Reviews, Executive Business Reviews, industry conferences, and on-site visits • Collaborate with the Account Executive team

• Own a portfolio of global enterprise accounts with full accountability for net revenue retention (NRR) and expansion targets. • Serve as the primary executive relationship owner post-sale, building deep, multi-threaded relationships across IT, platform engineering, and the C-suite. • Develop and execute account plans that map customer business objectives to Upbound's platform capabilities, identifying expansion opportunities across teams, business units, workloads, and geographies. • Lead commercial negotiations for renewals and upsells, partnering with Legal, Finance, and Customer Success as needed. • Drive platform adoption and usage by partnering with Solutions Engineering, Solutions Architecture, and Customer Success to ensure customers are realizing measurable value. • Act as the customer's advocate internally, surfacing product feedback, escalating issues, and influencing roadmap prioritization on behalf of your accounts. • Identify and manage risk proactively, maintaining accurate forecasting and health scoring for your portfolio. • Represent Upbound at customer Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), industry conferences, and on-site visits as needed. • Collaborate with the Account Executive team to ensure seamless handoffs and a coordinated go-to-market approach within named accounts.