• Develop and grow opportunities for Forma and Emerging Technologies across target accounts • Partner closely with Technical Sales, Business Development Representatives, and Marketing to identify customer needs and generate demand • Lead thoughtful discovery conversations to understand customer goals, challenges, decision-making processes, and adoption considerations • Collaborate with customers to design pilots, proofs of concept, and use cases with clear success criteria • Build strong relationships across technical teams, business stakeholders, and executive sponsors • Gather customer insights and market feedback to help inform product direction and go-to-market strategy • Share knowledge and best practices across teams to support collective success

• Lead technical discovery with architecture, BIM, VDC, and design technology stakeholders • Demonstrate Forma Building Design and Forma Site Design in the context of real AEC workflows and customer use cases • Partner with Sales Specialists and Account Executives to qualify technical fit and adoption potential • Shape pilots, proofs of concept, and technical validation plans with clear success criteria • Translate customer workflow challenges into relevant product demonstrations and solution narratives • Build trust with technical users by understanding their tools, constraints, standards, and design processes • Capture product feedback, technical objections, workflow gaps, and adoption signals for Product and GTM teams • Support customers through evaluation, pilot execution, technical validation, and early adoption • Help internal teams understand what is required for successful Forma adoption in AEC accounts

• Support EMEA sales teams and act as a technical expert and ambassador for Biofunctionals business • Visit customers across EMEA, deliver product presentations and answers to customer briefs. • Train EMEA sales teams • Support distributors through training and technical guidance • Drive business growth by supporting and accelerating sales opportunities • Represent Ashland at trade shows and industry events • Collaborate cross-functionally with R&D, marketing, and regulatory teams

• Develop a business plan to overachieve sales goals • Manage and maintain the entire sales ecosystem from generating leads through closing • Help customers understand the value of Cribl during the sales process • Articulate our value proposition up and down the organization, from engineer up to CxO • Forecasting predictably and hitting sales targets • Perform duties outside your standard working hours