Role Description The Channel Sales and Partnerships Manager is responsible for executing Semios’ channel sales and partnership strategy to drive revenue growth through new and existing partner relationships. This role manages channel partner opportunities, leads commercial discussions and negotiations, and works cross-functionally to expand market reach and increase channel-sourced revenue. The role is an individual contributor position with significant external relationship management, pipeline management, and revenue generation responsibility. Reporting directly to the VP, GTM - Smartfield and working closely with the Director of Sales, this role will play a crucial role in shaping the future of Semios' market presence and success. You’re driven by purpose and motivated by work that matters. You’re looking for more than a role; you want to be part of a growing, forward-thinking company solving real-world challenges to improve how farming works, today and for the future. What you will do - Execute the established channel sales and partnership strategy to support revenue growth, market penetration, and partner-led expansion. - Identify, evaluate, and pursue new channel, reseller, integrator, and strategic partnership opportunities aligned with Semios’ commercial priorities. - Manage and strengthen relationships with new and existing channel partners, including ag retail partners, integrators, and other strategic market participants. - Manage the channel sales pipeline from prospecting and qualification through proposal development, commercial negotiation, and contract finalization support. - Lead commercial discussions and negotiate partnership terms in partnership with Sales Leadership, Finance, and Legal. - Develop partner-specific business plans, opportunity assessments, and activation plans to support channel growth. - Partner with Sales to identify new business, expansion, and upsell opportunities supported by channel relationships. - Track partner engagement, pipeline activity, revenue contribution, and other key performance metrics. - Share market, partner, and customer insights with Sales, Product, Marketing, Operations, and leadership to support commercial execution. - Represent Semios professionally with partners, customers, and industry contacts. Qualifications - Bachelor’s degree in business, marketing, agriculture, or a related field, or equivalent experience. - 8+ years of experience in channel sales, business development, partnership management, account management, or related commercial roles. - Experience in agriculture, ag technology, ag retail, SaaS, IoT, precision agriculture, or related industries preferred. - Demonstrated experience managing external commercial relationships and contributing to revenue growth. - Experience leading commercial discussions, developing proposals, and supporting contract negotiations. - Valid driver’s license and ability to travel regularly throughout the assigned region. Requirements - Strong understanding of channel sales, partner development, commercial relationship management, and revenue pipeline management. - Proven ability to build and manage strategic partner relationships that support profitable revenue growth. - Strong negotiation, presentation, and business case development skills. - Ability to manage a sales pipeline, track partner opportunities, and report on progress against revenue-related goals. - Working knowledge of SaaS, software integrations, API functionality, or technology-enabled solutions. - Strong business acumen with the ability to understand partner needs, customer value drivers, and commercial tradeoffs. - Excellent verbal and written communication skills, with the ability to engage internal and external stakeholders at multiple levels. - Analytical mindset with the ability to use data, partner feedback, and market insights to inform decisions. - Strong organizational, problem-solving, and follow-through skills. - Ability to work independently in a fast-paced, deadline-driven environment. - Ability to collaborate effectively across Sales, Product, Operations, Finance, Legal, and Marketing. Nice to have - Current relationships with ag retail partners on the West Coast. - Current relationships with farmers, growers, or agricultural operators on the West Coast. - Experience with channel partnerships in agriculture, precision agriculture, or ag technology. - Familiarity with partner enablement, reseller models, integration partnerships, or strategic alliance programs. - MBA or advanced business-related education. Location and work arrangement - CA - Remote with travel throughout the Central Valley 50% of the time. Salary range - $138,000 to $160,000 USD per year. Benefits - Purposeful Work: Make a global impact by advancing sustainable food production. - Our People: Work with a fun, collaborative, and supportive team. - Recharge: Generous vacation policy and year-end winter break. - Work Flexibility: Enjoy a hybrid office setting or fully remote. (role dependent) - Wellbeing: Comprehensive health plans and enroll in our 401(K) plan.

• Achieve sales hardware and disposable sales quotas • Maintain short and long-term plans for sales development • Uncover new business opportunities and maintain a sales pipeline • Grow business by gaining competitive share • Provide in-service education to customers • Ensure proper technical scope review before sale • Maintain organized account records in Salesforce.com • Provide various reports required by management • Track demo and evaluation inventory in Salesforce.com • Spend a minimum of 3 days per week in the field

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role Join the Square Account Management team and help our merchants grow their business! The Account Management team helps merchants get the most out of Square through product education, business advice and introducing new features. Our team is hiring an SMB Account Manager who is passionate about helping business owners succeed. You will be responsible for nurturing relationships and finding creative ways to make Square products work for a complex array of customers. You will identify ways to expand collaboration with customers and act as an internal advocate for decision makers in your book of business. You will report to the SMB Account Manager Lead and this role is remote with preference to be city based. You Will - Be responsible for growing and retaining a multi-million dollar GPV customer base - Understand customer needs to help achieve their business goals through Square - Cross sell and upsell products and features by discovering customer leads - Effectively and strategically address customer concerns and issues - Help grow our managed accounts program - Work with our Sales, Support and Product teams to make sure customers have the best possible experience across all aspects of Square - Support account management peers by taking on a product specialization, becoming an expert on a product or process, and delivering feedback to PMs You Have - 2 - 3 years experience in Sales/Account Management or a related field - Experience discovering and closing sales opportunities and building client relationships - Experience successfully managing a pipeline to achieve revenue targets - Strong interest in business operations and strategy - Excellent organizational, analytical, written, and verbal communication skills - Passion and knowledge about how new technologies can help better serve small and medium size businesses - Entrepreneurial spirit - Experience with Salesforce is a plus - A BA/BS or relevant experience We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is a proud equal opportunity employer. We work hard to evaluate all employees and job applicants consistently, based solely on the core competencies required of the role at hand, and without regard to any legally protected class. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build an inclusive workplace? Check out our Inclusion & Diversity page Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Contact us here with hiring practice or data usage questions. Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block. Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.

Since we opened our doors in 2009, the world of commerce has evolved immensely, and so has Square. After enabling anyone to take payments and never miss a sale, we saw sellers stymied by disparate, outmoded products and tools that wouldn't work together. So we expanded into software and started building integrated, omnichannel solutions - to help sellers sell online, manage inventory, offer buy now, pay later functionality, book appointments, engage loyal buyers, and hire and pay staff. Across it all, we've embedded financial services tools at the point of sale, so merchants can access a business loan and manage their cash flow in one place. Afterpay furthers our goal to provide omnichannel tools that unlock meaningful value and growth, enabling sellers to capture the next generation shopper, increase order sizes, and compete at a larger scale. Today, we are a partner to sellers of all sizes - large, enterprise-scale businesses with complex operations, sellers just starting, as well as merchants who began selling with Square and have grown larger over time. As our sellers grow, so do our solutions. There is a massive opportunity in front of us. We're building a significant, meaningful, and lasting business, and we are helping sellers worldwide do the same. The Role Join the Square Account Management team and help our merchants grow their business! The Account Management team partners with SMB business owners to help them get the most from Square - offering tailored guidance to help merchants reach their goals. As an Account Manager on our SMB Food and Beverage (F&B) team, you'll be at the forefront of helping diverse, dynamic business owners thrive with Square. Reporting to our F&B team lead, your role is all about building meaningful partnerships with clients in the food space-understanding their unique needs, crafting innovative solutions, and championing them within Square. In this role, you'll become a creative problem-solver, finding ways to tailor our products to suit an array of complex business scenarios. As a trusted advisor, you'll not only support clients day-to-day but also uncover new growth opportunities, expanding partnerships that fuel their success. This is your chance to be a pivotal force in your clients' journeys, advocating for them with decision-makers and turning their challenges into achievements. You will: - Own, retain, and grow a portfolio of SMB Food & Beverage merchants, helping them thrive through tailored adoption of Square tools - Drive expansion through product adoption, upselling, and value-based recommendations - Act as the voice of your merchants within Square, advocating for their needs with empathy and surfacing insights that shape our products - Balance proactive outreach, retention activities, and growth opportunities through strong organization and time management - Work with our Sales, Support and Product teams to ensure customers have the best possible experience across all aspects of Square You have: - 3+ years experience in Sales, Account Management or related field - Experience discovering and closing sales opportunities and building client relationships - Experience successfully managing a pipeline to achieve revenue targets - Excellent organizational, analytical, written, and verbal communication skills - Passion and knowledge about how new technologies can help better serve small and medium size businesses - A track record of delivering measurable outcomes, driving adoption, and being perceived as a trusted advisor by clients - Experience within the Food and Beverage industry is preferred Pay Transparency: Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future. To find a location's zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information. Zone A: ($106,600 - $159,800) Zone B: ($99,100 - $148,700) Zone C: ($90,600 - $136,000) Zone D: ($80,000 - $120,000) Amounts listed above include target variable compensation. We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances. We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build a workplace that is fair and square? Check out our I+D page . While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted. Application Guidelines Candidates may submit up to 9 active applications within a 60-day period. Reapplications to the same role are accepted 90 days after a previous application has been reviewed. Use of AI in Our Hiring Process We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws. Contact us here with hiring practice or data usage questions. Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block. Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.