• The Enterprise Account Manager works remotely within the Core Diagnostics Division. • This position sells the entire Abbott Core Laboratory Diagnostics Division product line to large, complex strategic named accounts and strategic named prospect accounts. • Establishing and building senior-level relationships and leveraging them in driving new profitable sales and protecting base business. • Understanding and assessing customers’ business objectives, strategies, and requirements, identifying innovative solutions to meet account needs, and overall account management including detailed account planning and sales forecasting. • Responsible for driving profitable revenue and closing opportunities within strategic named accounts by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met. • Investigates and understands the strategic account and their business environment including goals, objectives, strategies and competitive situation. • Identifies industry trends and changing market regulations and understands impact on strategic accounts. • Experience in managing & negotiating E2E complex, multi-level, multi-stakeholder solution selling processes. • Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales and protecting base business. • Identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value propositions resulting in positive action. • Understands, analyzes, and accurately interprets key financial performance indicators for strategic accounts and how Abbott’s solutions will impact targeted financial objectives. • Negotiates contracts resulting in long-term commitments. • Provides leadership and direction regarding all Abbott interactions with strategic accounts, and acts as a trusted advisor to the customer. • Integrates information from ongoing business analysis and assessment into a multi-year plan and leads through persuasion and personal influence an internal ‘selling’ team to develop an actionable account strategy with short-term tactics to achieve desired results. • Coordinates all appropriate Abbott resources to execute the strategic account plan including assigning roles, expectations, responsibilities, and timelines, engages members of the team through ongoing communication, tactical planning, and execution. • Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives. • The incumbent has direct sales responsibility selling to the ‘C Suite’ or senior executives establishing long-term relationships that must be leveraged to drive new and protect existing business.

• Own and exceed a direct sales quota; drive new logo acquisition with global SI partners. • Develop and execute a KPI-driven, repeatable GTM process to scale SI sourced and influenced revenue. • Align and coordinate internal sales, alliances, and services teams to deliver a unified SI go-to-market approach. • Build and nurture champions at both business and technical levels within SI organizations. • Manage a global pipeline with clear accountability, visibility, and performance metrics.

• Identify and secure new partnerships with existing and new technology platform partners. • Collaborating closely with Product and Design teams, define and execute on a portfolio of non-commercial value exchange partnerships that advance the P&T department’s strategic goals. • Assist in designing and and securing pilots with high-priority Wikimedia content reusers to drive attribution visibility by adopting the Wikimedia Attribution Framework and API. • Coordinate across teams and departments to build and maintain an up-to-date partner and opportunity pipeline. • Manage partnership processes and artifacts, including drafting LOI/MOUs, CRM management, creating pitch decks, and coordinating with other Partnerships staff across departments and teams. • Attend relevant conferences, events, and gatherings to represent the needs of our organization and share back industry intelligence on product and technology trends.

• Manage and grow revenue and market share at designated agencies to maximize customer satisfaction and achieve strategic objectives • Develop and maintain client relationships to ultimately drive revenue growth • Develop and execute account strategy by collaborating with account team to deliver stronger, more relevant value propositions • Track customer activity in internal systems in order to execute on account strategy and identify additional opportunities • Cultivate customer relationships and ensure effective service delivery to accounts • Focus on customer's satisfaction, know the customer's business and workflows, develop proper contact network within accounts • Work with and bring in experts/specialists where required • Oversee and know all account activities for your book of business • Own account relationship and drive overall customer satisfaction for assigned accounts • Responsible for forecasting, keep management in touch with accounts in a timely fashion, gather intelligence on competitor activity, and give feedback to marketing • May provide customer product training as necessary • Accountable for individual expense budget management