• You identify prospective customers and build relationships—whether at trade shows, industry events, or through targeted prospecting. • You keep an eye on trends, competitors and new opportunities. Your analyses feed directly into our sales strategy. • You present our concepts and solutions so that customers not only understand what we do, but also the value our automation, material flow and software solutions deliver. • You prepare and conduct sales meetings, including workshops with prospects where you analyze customer requirements and develop tailored solutions. • From lead qualification to contract closing—you manage the entire sales process. • You coordinate internal specialist departments and external partners, ensuring successful collaboration among all stakeholders. • Tender discussions and contract negotiations are your stage.

• Customer scout: You identify potential customers and build relationships — whether at trade shows, industry events or through targeted outreach. • Market radar: You keep an eye on trends, competitors and new opportunities. • Presentation pro: You present our concepts and solutions in a way that ensures customers not only understand what we do, but also the value our solutions deliver. • Workshop maestro: You prepare for and lead sales meetings and workshops. • Process owner: You manage the entire sales process. • Team captain: You coordinate internal departments and external partners and ensure successful collaboration among all parties. • Negotiation virtuoso: Tender discussions and contract negotiations are your stage.

Role Description We are seeking a North America Ecosystem & Channel Expansion Lead to drive 0-to-1 partner ecosystem development for an AI document parsing API platform targeting developers, cloud vendors, and ISVs across North America. This is a ground-floor opportunity to own the entire North American partner ecosystem build-out for a mature, publicly listed AI company's multimodal document API suite (OCR/AGI document processing). You will design partnership policies, build DevRel community presence, and deliver channel revenue KPIs — backed by full product and R&D resources from headquarters. Key Responsibilities - Drive North American market channel development and deliver channel revenue targets - Develop and maintain new channel partners and enterprise clients; set KPIs and incentive policies - Fuel developer growth for the company's API platform - Build AI community partnerships and advance Developer Relations (DevRel) and ecosystem collaboration - Own ecosystem expansion with cloud vendors (AWS, Azure, GCP), ISVs, and AI startups - Lead developer acquisition and retention for the API platform - Build DevRel community brand presence in North America Qualifications - 5+ years of ecosystem & channel development experience with deep knowledge of AI Infrastructure, LLM, and API platforms - Proven Developer Ecosystem construction track record - Fluent business English (bilingual Chinese/English a strong plus) - Existing connections with North American cloud vendors, AI startups, ISVs, and developer communities - Hands-on experience in AI ecosystem construction or DevRel operations - Bachelor's degree or above Preferred Qualifications - Experience with major cloud vendors (AWS, Azure, GCP), AI Infra companies, or OpenAI-related ecosystem teams - 0-to-1 North American market expansion experience for AI SaaS products - Proven cases of landing enterprise SaaS products into top cloud vendor ecosystems Interview Process - Round 1: HRBP Lead (online) - Round 2: ACG Product Commercialization & Ecosystem Lead (online) - Final Round: Head of ACG Business Unit (online)

Role Description The Field Sales & Account Lead (B2B Hospitality Sales) will be responsible for acquiring mid-large regional/national customers part of Nespresso B2B Strategic Customer Segments, obtained through close partnerships directly through Nespresso direct account relationships. These B2B accounts include Hotels, Restaurants and Cafes, Office Channels, Luxury Retail Stores, Cruise Lines and more. This role will also execute key B2B account commercial and marketing plans to achieve yearly Sales objectives (acquisition and growth) together with the direct Sales team and Distribution network. This role will also ensure profitability of key accounts according to Nespresso Sales targets (P&L) under guidance of the Field Sales Manager. The Sales territory for this role includes the following states: Illinois, Iowa, Minnesota, Wisconsin, Indiana, and Michigan. However, candidates must be located in the greater Chicago, Illinois area or within commutable distance to Chicago. When not travelling within the field/territory for Sales visits, this role is a remote-based opportunity. Responsibilities - Sustainable Acquisition - Develop a robust pipeline of National & Regional Key Account opportunities that are aligned with business objectives and customer strategies to ensure sustainable key account acquisition. - Negotiate commercial agreement with new accounts in line with P&L standards. - Build complete customer plans for potential accounts that are aligned with business objectives and customer strategies. - Use of CRM system to target, acquire and develop new accounts. - Execute customer plans for potential accounts and deliver on net sales and profitability objectives. - Expand focus into Nespresso Strategic Customer Segments. - Customer Lifecycle Management - Effectively manages existing Key Account and National customers, ensuring growth & compliance with Distributors and Territory Managers. - Liaise regularly with Customer Account Manager team, other Field Sales & Account Leads, as well as with the B2B Field Sales manager and Channel Sales team to ensure development and cohesive execution plans for key accounts. - Execute Accounts plans to ensure customer satisfaction and loyalty (training, promotions, visibility, etc.). - Conduct quarterly and yearly business reviews to update customer accounts on business, opportunities, successes, competitive activity, opportunities, etc. - Ensure to maintain and grow the Top 15 customers. - Leverage the COE/Key Account Specialist team to execute volume driving and retention programs. - Build long-term partnership with customers to capture new business opportunities. - Customer/Market Knowledge and Best Practices - Analyze and know the market, its developments and foresee future trends in collaboration with the local Marketing team. - Understand customers and end-consumers in order to develop actions that enable growth and expansion in strategic segments (examples: legal, Healthcare, Hospitality, finance & consultancy, tech, creative, real estate, higher Education, Luxury Residential, Fitness, etc.). - Monitor and report all competitive activities and share it with Marketing. - Share know-how with the market and to HQ (best practice sharing). - Cascade information collected during tradeshows, events and key account meetings to the RDM and TM team. - Challenge areas of improvement supported by concrete action plans (best practices implementation); requests support/tools with a business case to ring the partnership. - Premium Brand Values and Customer Experience - Ensure consistency of the Nespresso Brand and the Consumer/Customer experience in the customer environment. - Ensure professional Sales experience in accordance with the Nespresso brand image. - Optimize Brand Equity and visibility through the Nespresso Experience, brand exposure and product trials. - Be an ambassador of all Nespresso sustainability programs and ensure awareness and implementation of recycling and sustainability initiatives in customer environment. - Compliance - Adherence to all Company principles and policies including Nestlé trade policy, local Sales policy, local Trade Terms, Safety and legal regulations. - Ensure that all commercial B2B activities are managed according to Nestlé and Nespresso business principles. - Ensure that all company policies, procedures and business ethics codes are communicated and implemented within the team. - Execute international commercial guidelines (e.g. Sales and Trade Terms, Segment & Strategic Segment guidelines, etc.). - Coordinate with accounting to secure accurate payment from customers. - Manage all aspects of business including but not limited to budgets, travel and expense (T&E), and strategic partnerships. - Accurately forecast capsule consumption and machine purchases for market. Qualifications - Must possess a High School Diploma or GED; Bachelor’s Degree in Business Administration, Psychology or in a related field desired. - 4-5+ years of Account Management or Sales experience with a proven track record of success selling within the Hospitality industry and/or Office/Workplace channel required, preferably with C-Suite level exposure and negotiation experience. - 1+ years of experience selling in commercial Hospitality & Travel workplace is highly desired. - Demonstrated fluency in MS Office (Word/Excel/Outlook/PowerPoint) required. - Must have excellent communication (oral and written), collaboration, teamwork, organizational and stakeholder management skills (including the ability to develop and maintain strong, cross-functional stakeholder relationships) is required. - Must possess strong presentation, negotiation, analytical, leadership and listening skills, while also being detail oriented. - Current or prior experience working and selling on behalf of a medium or large organization within the Coffee of CPG industry is highly desired. - Must be willing and able to work under pressure to meet tight deadlines with minimal supervision. - Must be goal-oriented, metrics driven and a go-getter with strong self-initiative. - Ability to work through business transformation and change management is required. - Willing and able to travel up to 40% based on the needs of the team and the business. Benefits - The approximate pay range for this position is $120,000 to $130,000. - Performance-based incentives and a competitive total rewards package, which includes a 401k with a company match, healthcare coverage and a broad range of other benefits. - Incentives and/or benefit packages may vary depending on the position.