Role Description We are seeking a high-caliber Key Account Manager – Distributed Generation and Microgrids to serve as a pivotal commercial leader driving the expansion of our market footprint. Reporting directly to the Senior Director of Distributed Generation and Microgrids, you will be a vital extension of our leadership team, executing our commercial strategy to capture market share across Distributed Energy Resources (DERs), Microgrids, and On-Site Power Generation. This role sits at the critical intersection of elite sales execution and advanced technical engineering. You are not just a relationship manager; you possess the technical capability of a solutions architect, enabling you to independently lead technical discovery, evaluate complex system integrations, and translate grid complexities into profitable, multi-million-dollar deals. While the segment leader primarily owns downstream Go-To-Market (GTM) frameworks and high-level marketing, you will feed real-world customer insights into those strategies while focusing relentlessly on: - Sales Execution - Revenue Growth - Ecosystem Development Qualifications - Bachelor's degree in Engineering or a related technical field. - 10+ years of progressive experience in sales, business development, or strategic account management within the Distributed Energy Resources, Microgrid, On-Site Generation, Renewable Energy, or Power Systems ecosystem. - Proven track record of delivering significant, measurable sales growth ($300M+ annually) in complex energy infrastructure sales with long, consultative sales cycles (12–36 months). - Deep technical understanding of distributed generation technologies (CHP, reciprocating engines, fuel cells, solar PV, wind) and core microgrid components (BESS, power conversion equipment, switchgear, controllers, EMS). - Robust understanding of grid interconnection requirements, islanding capabilities, parallel operation, and seamless grid synchronization. - Exceptional financial fluency, including extensive experience with TCO/NPV modeling, levelized cost of energy (LCOE) analysis, payback period calculations, and managing complex enterprise RFPs. - Proven ability to build and maintain trust with facility managers, CFOs, and VP/C-suite executives across diverse vertical markets. - Proficient with CRM systems (Salesforce preferred) and Microsoft Office Suite. AI Tool Competency also preferred. Willingness to travel regularly (approximately 30-50%) for customer meetings and site assessments. Requirements - MBA or advanced technical degree (MS in Energy Systems, Electrical Engineering, or related field). - Direct experience selling into heavy industrial manufacturing, commercial campuses (healthcare, universities), or hyperscale and colocation data centers. - Technical understanding of data center infrastructure metrics (PUE optimization), grid-edge data center siting, and modular equipment package deployments. - Technical proficiency utilizing CAD software (AutoCAD, Revit) or specialized energy modeling tools to validate system performance. - Background navigating utility microgrid programs, Virtual Power Plants (VPPs), demand response programs, SCADA software, and complex regulatory frameworks. Benefits - Ownership Mindset: Act like an owner. Take full responsibility for quality, efficiency, data integrity, and driving solutions. - Always Reliable: Deliver on commitments and achieve targets consistently. - Be Transparent & Resilient: Value absolute honesty with stakeholders, and adapt to rapidly evolving market priorities with agility and grit. Why This Role Matters The energy landscape is undergoing an explosive decentralization revolution. In this role, your unique blend of commercial grit and technical expertise will directly decide our ability to win major projects that safeguard mission-critical uptime, stabilize industrial operational costs, eliminate data center grid constraints, and transition massive power consumers toward cleaner infrastructure. You will step into a highly visible, high-growth environment with the autonomy and leadership backing necessary to make a profound, measurable market impact.

Role Description We are looking for a Senior Enterprise Account Manager to own the commercial relationship for a portfolio of strategic healthcare accounts. This is a full account-ownership role. You are accountable for both retaining and growing the revenue in your book: leading renewals and driving expansion. This role suits a consultative, business-driven professional who can engage across clinical, operational and executive levels of a health system, hold a senior-stakeholder relationship over years, and turn delivered value into commercial growth. This is a remote role with up to 50% travel. Responsibilities - Own the commercial relationship and growth strategy for a portfolio of enterprise healthcare accounts, including renewals, expansions, and revenue retention. - Develop and maintain trusted relationships with senior and executive stakeholders, including C-level leaders, budget owners, and key decision-makers. - Lead executive business reviews (EBRs/QBRs), articulating business value, ROI, strategic outcomes, and future growth opportunities. - Identify, develop, lead and close complex, multi-stakeholder sales cycles from opportunity identification through contract execution. - Own commercial negotiations, contracting, and procurement processes. - Serve as the executive sponsor for the account strategy, aligning customer business objectives with Hyro's roadmap and long-term partnership vision. - Partner closely with Delivery and Implementation teams to drive customer adoption, value realization, and long-term account growth. - Maintain accurate forecasts, pipeline visibility, and account plans within Salesforce. - Represent Hyro at customer meetings and industry events. Qualifications - 6+ years of experience in Enterprise Account Management or Strategic Sales. - Proven track record of owning and successfully driving enterprise renewals. - Demonstrated success identifying, developing, and closing expansion opportunities within existing accounts. - Experience managing complex enterprise healthcare customers with multiple stakeholders, long implementation cycles, and cross-functional teams. - Strong executive presence with the ability to build trusted relationships and influence senior stakeholders, including C-level executives. - Excellent communication, negotiation, and presentation skills. - Highly organized and able to manage multiple priorities in a fast-paced, high-growth environment. - Bachelor's degree or equivalent experience. Requirements - Compensation includes a base salary plus variable tied to retention and growth. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Equal Opportunities Hyro is an equal opportunity employer. We do not discriminate against any employee or job applicant on the basis of race, color, gender, national origin, age, religion, creed, disability or sex.

Role Description This role exists to protect, stabilize, and scale our high-value B2B platform partnerships. You’ll help us hit our long-term net revenue retention goals by turning complex iGaming client relationships into predictable, high-growth revenue streams while ensuring our product roadmap matches real market needs. What you’ll drive: - Strategy & Business Growth - Own commercial growth plans and run regular business reviews to align on client goals, execute commercial renewals, and identify upsell/cross-sell opportunities. - Defend and negotiate complex commercial proposals—including discounts, SLA compensations, and renegotiations—balancing client satisfaction with company profitability. - Analyze client ROI using CRM and BI data tools to proactively uncover unmapped revenue opportunities and optimize product adoption. - Client Advocacy & Discovery - Translate client business metrics and organizational structures into actionable product and operational feedback for internal GR8_TECH teams. - Ambassador the customer's goals internally, while remaining realistic about platform capabilities and highlighting churn or integration risks early. - Gather raw customer feedback through direct communication and structured satisfaction surveys to continuous platform development. - Delivery & Operational Excellence - Drive smooth platform onboarding for newly signed accounts, guiding them through the initial configuration phase. - Unblock operational jams across Legal, Compliance, Finance, Product, and Support teams to keep the client experience frictionless. - Track, follow up, and systematically document all client requests and feature updates inside CRM, JIRA, and Confluence. - Cross-Team Leadership & Expertise Transfer - Mentor and upskill internal team members, leading training sessions for new joiners and setting up peers for successful client-facing presentations. - Deliver crisp product upgrade presentations to clients, ensuring they understand our development roadmap and know how to use new functionalities. Qualifications - 3+ years of experience on the B2B Platform Provider side in iGaming (either as an Account Manager or in a similar client-facing platform role). - Advanced commercial negotiation skills with a proven ability to build, explain, and defend financial proposals internally and externally. - Fluency in Russian or Ukrainian; English proficiency at B2 level or higher. - Deep structural understanding of the iGaming landscape, including operators' gaming sites, operational bottlenecks, and marketing challenges. - Solid technical literacy—understanding the software development life-cycle (SDLC) and release management enough to talk to developers and explain timelines to clients. - Deep familiarity with account planning (CRM/BI) and experience with project tools (JIRA, Confluence, Miro, Asana). - Resilience and empathy in communication. - A strong problem-solving mindset with the ability to handle unfamiliar tasks or systems. - Excellent time management skills and ability to prioritize effectively. Requirements - Experience training or mentoring junior Account Managers. - Advanced skills in Microsoft Office (Excel modeling, PowerPoint client pitches). - A strong network of existing operator contacts in the iGaming industry. Benefits - Benefits Cafeteria — annual budget you allocate to: Sports, Medical, Mental health, Home office, Languages. - Paid maternity/paternity leave + monthly childcare allowance. - 20+ vacation days, unlimited sick leave, emergency time off. - Remote-first + tech support + coworking compensation. - Team events (online/offline/offsite). - Learning culture with internal courses + growth programs. Company Description GR8_TECH builds B2B iGaming platforms for operators who play to lead. We deliver full-cycle, high-impact tech designed to scale — from seamless integrations and expert consulting to long-term operational support. Our platform powers millions of active players and drives real business growth.

Role Description We are now looking for a Technical Sales Manager – UK & Europe to join our team and take a leading role in driving large-scale, transformative projects in the region. - Execute the global channel strategy, aligned with Submer’s overall partner framework and business priorities. - Build, manage, and develop relationships with global distributors, resellers, system integrators, consultants, and technology partners across the UK&I and other strategic markets. - Develop and implement partner programmes with clear tiering, incentives, enablement pathways, and performance metrics. - Drive partner enablement and activation through training, certification, co-marketing, and joint business planning initiatives. - Collaborate cross-functionally with Sales, Presales, and Marketing teams to ensure partners are equipped to drive success in datacentre, HPC/AI, and cloud transformation projects. - Negotiate and formalise partner agreements, ensuring alignment with commercial, compliance, and pricing frameworks. - Represent Submer at partner and industry events, strengthening relationships with hyperscalers, OEMs, and key technology ecosystem players. - Track and report partner performance against revenue contribution, pipeline generation, and strategic outcomes. - Adapt global partner programmes to fit local market realities, ensuring effectiveness across diverse geographies. Qualifications - 10+ years’ experience in channel or alliance management within datacentre, cloud, HPC/AI, or enterprise IT sectors. - Proven success in building and scaling partner ecosystems across multiple regions, ideally within global or EMEA markets. - Strong commercial and negotiation skills, with experience structuring complex partner agreements. - A strategic mindset with the ability to translate global frameworks into regional execution. - Excellent stakeholder management and communication skills across technical and commercial audiences. - Fluency in English (additional European languages are a plus). Benefits - Attractive compensation package reflecting your expertise and experience. - A great work environment characterised by friendliness, international diversity, flexibility, and a hybrid-friendly approach. - You’ll be part of a fast-growing scale-up with a mission to make a positive impact, offering an exciting career evolution. - Our job titles may span more than one job level. The actual base pay is dependent on a number of factors, such as transferable skills, work experience, business needs and market demands. Company Description Submer is committed to creating a diverse and inclusive environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.