• 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.

This is a remote role within a global team that utilizes cutting-edge technology to stay connected with colleagues worldwide. Occasional travel to a local office may be required for in-person collaboration with your team, as well as for company events, team building activities, or strategic meetings. Being a Partner Account Manager at iManage Means… iManage is the system of record for the world’s most complex legal and professional services organizations. More than 80% of the AmLaw 100 & 200 run on iManage. The technology partners who build on this platform gain immediate access to that install base and the enterprise credibility that comes with it. The partners who win in this ecosystem are the ones who extend the value of the iManage platform in ways that create real outcomes for shared customers. Your job is to find those partners, get them building, and support them to market so that the innovation they bring puts the customer at the center of everything. That is the flywheel that drives long-term growth for the partner, for iManage, and most importantly for the customers who depend on both. You are responsible for turning it. Target Outcomes… - Deliver partner territory royalty revenue and activation metrics that compound over time, with a forecast you can defend at every stage of the quarter - Qualify and sign new technology partners into the iManage ecosystem with speed and commercial rigor - Drive partners from first conversation to live integration to active royalty revenue generation - Own an active, growing territory with clear activation status and expansion pipeline across every tier - Build the programmatic playbooks that allow the partner ecosystem to scale beyond individual relationship management iM Responsible For… - Qualify and sign new partners. Own the full partner lifecycle from first conversation through first revenue report. Manage inbound partnership interest with speed and judgment. Evaluate fit against iManage’s ecosystem strategy, route candidates to the right program entry point, and own the commercial conversation from initial qualification through signed agreement and into early activation. - Get partners building. The best partnerships are anchored in technology. Own the path from signed agreement to live integration and drive partners through the technical and commercial milestones required to build meaningfully on the iManage platform. - Activate partners and take them to market. Once a partner is live, own their go-to-market activation. Enable partners on iManage’s product and positioning, connect them to the right internal resources, and drive joint marketing and sales activity that produces adoption. Measure success by live integrations and royalty revenue reported by active partners, not signed contracts. - Manage your territory. Own your forecast. Run structured QBR cadence across your territory and know where every partner stands on activation, expansion, and royalty revenue contribution at every stage of the quarter. Surface problems before they escalate and come with solutions, not status updates. - Build the playbook. Contribute to the onboarding frameworks, qualification criteria, and programmatic infrastructure that scale the partner ecosystem beyond individual relationship management. If you are doing something manually that should be systematized, build the system. - Coordinate internally. Serve as the connective tissue between your partner territory and iManage’s Product, Engineering, and Marketing teams. Pull in the right resources at the right time and keep your team informed on territory health without being asked. iM Qualified Because I Have… - 5 to 10 years in partner management, ISV business development, technology alliances, or a closely related field at an enterprise SaaS company - Demonstrated experience managing technology partners through the full lifecycle: qualification, commercial agreement, integration build, activation, and joint go-to-market - Track record of owning and closing commercial partnership agreements, not just managing relationships after the deal is done - Commercial fluency in partner economics, royalty models, and marketplace distribution; able to structure and close deals independently within defined authority levels - Forecast discipline: you own a number and you know where it is coming from at every stage of the quarter. Pipeline hygiene, activation tracking, and QBR cadence are how you stay ahead of the forecast, not how you explain it after the fact - Technical comfort sufficient to engage credibly with technical founders and engineering teams on API architecture, integration requirements, and platform capabilities Bonus Points If I Have… - Background in legal tech, practice management, or enterprise document and knowledge management - Experience building on or selling through an ISV marketplace such as Salesforce AppExchange, Microsoft AppSource, or a comparable platform ecosystem - Prior experience writing partner onboarding or activation playbooks from scratch - Comfort operating in a high-inbound, fast-moving environment where prioritization is a daily discipline - An existing network in the legal technology or enterprise SaaS partner community Don’t meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn’t align perfectly with every qualification we encourage you to apply anyways! iM Getting To… - Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability! - Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation. - Own my career path with our internal development framework. Ask us more about this! - Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training. - Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture. - Enjoy flexible work hours that empower me to balance personal time with professional commitments. - Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events. iManage Is Supporting Me By… - Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it. - Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data. - Rewarding me with an annual performance-based bonus. - Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%. - Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave. - Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset. - Having multiple company wellness days each year to prioritize mental health and well-being. - Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources. This position offers a competitive compensation package reflecting the hunting nature of the role: 70% base salary / 30% variable compensation based on net new partner acquisition (MRR or ACV of new partnerships). iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to careers@imanage.com so our team members can review. About iManage… At iManage, we are dedicated to Making Knowledge Work. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications. We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding. So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do. Whoever you are, whatever you do, however you work. Make it mean something at iManage. iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. #LI-KN1 #LI-Remote