Role Description The Key Account Manager is based at an agency but travels regularly across the country. This role involves managing a portfolio of large accounts (multi-site clients, international accounts). The main role of the account manager is securing and growing the existing client portfolio while ensuring client profitability for Trescal. The role also includes handling customer issues and collaborating with all Trescal agencies. - On site client visits and close collaboration with internal teams - Handling challenging situations with strong negotiations or managing client dissatisfaction - Strong communication and project management skills Qualifications - Strong understanding of sales processes and contract negotiation - Good understanding of metrology and Trescal’s service capabilities - Knowledge of sales process - Excellent verbal and written communication skills in German and English - Strong relationship-building skills with a customer-centric mindset - Ability to manage multiple accounts and priorities efficiently in a fast-paced environment - Strong problem-solving skills and attention to detail - Proficiency in Microsoft Office tools - Knowledge of Trescal’s systems (CRM, ERP…) - Strong organizational skills with ability to prioritize workload - Excellent interpersonal communication - Attention to detail and accuracy - Ability to manage stress in a dynamic environment - Technical curiosity and eagerness to learn - Team spirit and collaborative mindset Requirements - Develop and maintain strong, long-term relationships with strategically important key clients - Be the primary point of contact between the client and the company, ensuring consistent communication and satisfaction - Understand the client’s business needs, objectives, and challenges to propose tailored solutions and value-added services - Manage contract negotiations, renewals, and pricing discussions to maximize revenue and profitability - Identify cross-selling and upselling opportunities within assigned accounts - Keep up-to-date with industry developments, competitor activities, and emerging market trends relevant to the client’s sector - 15% share of business development management activities in Austria Benefits - Challenging and varied role within a company with a strong market position - Support for professional development and innovative ideas - Contribution towards the cost of childcare - 30 days’ annual leave per calendar year, with additional days off for special occasions - Attractive discounts through corporate benefits scheme with well-known brands - Workplace equipped with state-of-the-art facilities - Company car, full range of technical equipment including company mobile phone and laptop - Bike leasing scheme to stay mobile - A friendly and modern working environment within a growing group of companies

• 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