• Identify, recruit, and negotiate agreements with strategic reseller partners across North America. • Lead the commercial and operational onboarding of new partners, ensuring they understand our reseller model, pricing structure, and provisioning tools. • Deliver sales enablement and Train-the-Trainer sessions that equip partner sales teams to confidently position and demonstrate our solutions. • Develop annual and quarterly business plans with partners, tracking performance against forecasts and growth targets. • Support partners on strategic sales opportunities through co-selling while maintaining a partner-first approach and ensuring they own the customer relationship. • Conduct Quarterly Business Reviews (QBRs) to evaluate business performance, identify expansion opportunities, reduce churn, and strengthen partner success. • Build trusted relationships with key stakeholders, including senior decision-makers and C-level executives.

• Own the commercial relationship for your client base with a focus on maintaining and growing revenue • Build and maintain strong relationships with your customer stakeholders • Meet with customers virtually and in person when appropriate to drive a consultative and partner-based sales approach • Achieve assigned sales targets by collaborating with customer success to deliver best-in-class brand protection services • Manage renewal of contracts, commercial discussions, and the annual customer contract and renewal cycle • Negotiate and execute contracts to maximize annual recurring revenue • Manage risk assessment plan for your account book with next steps and actions in place for accounts identified at risk • Keep Salesforce and other support tools updated with timely, relevant, and accurate information • Collaborate with sales team and other commercial team members to identify and grow opportunities within your account book • Keep up to date with all major product updates and be able to articulate their value to our clients

• Own and Scale the US Partner Book: Source, qualify, and develop long-term relationships across our four primary partner types, building directly upon RobCo’s existing US customer and OEM footprint. • Manage the Partner Lifecycle: Vet, onboard, and guide partners through certification, moving them toward shared success metrics such as registered deals, lighthouse opportunities, and influenced pipeline. • Drive Cross-Functional Alignment: Collaborate closely with internal teams—including Solutions and Delivery, Product, Marketing, Revenue Operations, and Legal—to streamline partner enablement, joint campaigns, and referral payouts. • Partner with Regional Sales: Work hand-in-hand with US regional sales teams to incorporate local objectives into the overarching partnership strategy and support localized solution delivery. • Negotiate Win-Win Agreements: Structure commercial collaborations and partner agreements that ensure both RobCo and the partner have a clear, mutually beneficial stake in the outcomes. • Represent RobCo at Industry Events: Host partner workshops, design-in sessions, and represent the brand at major US industry trade shows like Automate to connect partners and expand the network. • Establish Governance and Playbooks: Define, track, and report on the US partner scorecard (covering activation, certification, and ROI) while maintaining clean CRM-backed pipeline data and scalable process documentation.

Title: Sr. Business Development Account Manager Locations: Remote - California Remote - Arizona Remote - Colorado Remote - Texas Remote - Nevada Work Type: Remote, Full Time Job ID: JR-119180 Job Description: Sony Electronics Inc. is looking for the risk-takers, the collaborators, the inspired and the inspirational. We want the people who are brave enough to work at the cutting edge and create solutions that will enrich and improve the lives of people across the globe. In addition to competitive pay and benefits, we offer an environment and culture that promotes Diversity, Equity and Inclusion. In addition, our team members enjoy innovative work-life balance opportunities including a hybrid home/office workplace, monthly "Free Fridays", and early shutdowns on Fridays throughout the year (including half-days during the summer). Join us on our mission to fill the world with emotion through the power of creativity and technology. Sony Electronics Inc. Professional Display Solutions division has an excellent opportunity for Sr. Business Development Account Manager. The Sr. Business Development Account Manager will be responsible for selling Sony's professional display solutions while advancing the company's strategic plan with a focus on Sony's direct view CLED systems, Pro Bravia Displays, Business Projectors and SRG Camera solutions products. This position will manage a pipeline and work a project through the entire sales process, working through the authorized System Integrator and ultimately be responsible for achieving his/her assigned sales quota. At times the Sr. Business Development Account Manager may be asked to take the lead on large/strategic projects with integrators, strategic alliance partners, and/or end users that include other Sony products. Approximately 80% of the Sr. Business Development Account Manager's time will be spent on these activities. Responsibilities The Sr. Business Development Account Manager will also be tasked to drive engagement with identified AV Consultants in the Western half of the US. This will include strengthening existing relationships with consultants already aligned with Sony's Profession Display Solutions division, as well as recruiting new consultant partners to lead with Sony in their project designs. Key responsibilities include lead generation through networking, developing technical and sales proposals, managing complex sales processes, and building senior-level trust to uncover business transformation opportunities within various vertical markets. Approximately 20% of the Sr. Business Development Account Manager's time will be spent on these activities. Other critical responsibilities include managing opportunities through SalesForce.com as well as assigned integrators, being accountable for forecasting and sales analysis, and for executing strategic sales go to market plans based around solutions. The right candidate will have a strong technical background enabling them to operate independently. This would include creating solution configurations, generating quotes/proposals, and handling technical discussions Additionally, the Display Systems Business Development Manager will be actively participating in company trade shows, customer onsite demonstrations, roadshows, demo center demonstrations, seminars, symposiums, and conferences, as needed. Minimum Requirements - Bachelor's Degree is required or equivalent - Must have at least 7 years of related sales experience - Experience selling solutions preferably involving professional display products into verticals like corporate, education, retail, transportation, visualization, simulation, and entertainment. - Must have existing strong project-based sales skills and be comfortable fostering customer relationships in the above mentioned vertical markets and customer type. - Solid business planning skills, excellent oral and written communication skills, and professional presentation skills - Must be able to travel 60% of the time - At a minimum, must have high level skills in Microsoft Excel, PowerPoint and Outlook as well as experience with Salesforce.com. Preferred Skills - Ability to quickly understand and analyze sales data - Strong working knowledge of Salesforce CRM tool - Consistent track record for exceeding company expectations. The anticipated base pay range for this position is $84,420 to $112,560. The actual base salary offered depends on a variety of factors, which may include as applicable, the qualifications of the individual applicant for the position, years of relevant experience, specific and unique skills, level of education attained, certifications or other professional licenses held, and the location in which the applicant lives and/or from which they will be performing the job. In addition to a competitive base salary, this position is also eligible for a sales incentive plan. The specifics of the plan vary by role and can include elements related to both individual and company performance. In addition, this position is also eligible for a comprehensive benefits package including healthcare benefits (medical, dental, and vision), paid medical leave, a 401k plan with matching company contributions, vacation time, education assistance, student loan assistance program, eighty hours of paid sick leave time annually, and up to twelve weeks paid parental leave. Honesty, integrity, and ethical conduct are material requirements for the responsibilities outlined above. Sony Electronics is an Equal Opportunity Employer that values employees with a broad cross-cultural perspective. We strive to create an inclusive environment, empower employees and embrace diversity. We encourage everyone to respond. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, citizenship status, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.