• 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.

Title: Account Manager, Inside Sales, US Location: Rockville United States Job Description: POSITION SUMMARY The Inside Sales Account Manager is responsible for selling MSD’s products and services. The incumbent will utilize business by phone principals to interact with customers, to include, but not limited to, laboratory scientists and directors, principal investigators, medical directors, and executives. The incumbent will also develop revenue through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. DUTIES AND RESPONSIBILITIES - Meet or exceed sales targets for all products and meet metrics to reach those goals . Develop tactical plans to maximize revenues. - Implement corporate strategy in defined accounts. Negotiate contracts and execute pricing strategy to maintain existing business and expand development of new business. - Enhance customer satisfaction and increase MSD’s competitive advantage while building trust and relationships with customers through consultative selling. Develop strong relationships with customers. - Develop and execute an effective business plan within assigned territory. Perform daily pre-call planning for increased sales effectiveness. - Recognize market trends and gain competitive intelligence within territory. Communicate market information and initiate development of new business opportunities in defined area. - Work effectively in a team selling environment. Actively plan with team members to achieve mutual company goals and objectives. Maintain current customer information in CRM database to increase sales effectiveness. - Make sound business decisions based on relevant information, take calculated risks as necessary to achieve business objectives. - Sales Engagement: - Cold-call prospects that are generated by external lead generation sources; - Penetrate all targeted accounts and radiate sales from within client base; - Handle inbound, unsolicited prospect calls and convert them into sales; - Overcome objections of prospective customers; - Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports. - Sales/Marketing Support: - Set up and deliver sales presentations, product/service demonstrations, and other sales actions; - Assist in creating RFP responses to potential clients; - Support marketing efforts such as trade shows, exhibits, and other events; - Coordinate customer training as necessary; - Investigate and troubleshoot customer service issues; - Attend periodic sales training; - Communicate brand identity and corporate position. - Specific duties may vary depending upon departmental requirements. EXPERIENCE AND QUALIFICATIONS - Bachelor’s degree in Biological Sciences or related field. - Additional years of experience may be substituted for 4 year degree - A minimum of one year of business to business (B2B) sales experience with proven sales record. - One year of laboratory experience, or proven aptitude for laboratory techniques, preferably with ELISA or immunoassays. - Experience using CRM database (salesforce.com desired) KNOWLEDGE, SKILLS AND ABILITIES - Knowledge of wide range of molecular biology applications, products, and market. Knowledge of MSD products preferred. - Proven sales record with knowledge of the assigned geographic region. - Strong sales fundamentals and analytical background. - Strong knowledge of B2B sales principles, methods, practices, and techniques. - Able to build and maintain lasting relationships with customers. - Ability to develop and execute business plans. - A high level of confidence, integrity, interpersonal skills, and a professional presence for interacting in a courteous, timely, and diplomatic manner with customers. - Excellent oral, written communication and interpersonal skills. - Effectively communicate issues/problems and results that impact timelines, accuracy and reliability of sales data - Demonstrated propensity to be creative, collaborative, proactive, and self-motivated in the execution and completion of assigned accountabilities. - A wide degree of creativity and latitude is expected including the ability to multi-task and work productively in a demanding financial environment with changing priorities. - Ability to work individually and as part of a team. - Ability to travel on occasion. - Proficiency in MS Office Suite. PHYSICAL DEMANDS - This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about the office - Up to 10% travel may be required WORK ENVIRONMENT This position is performed in a standard office environment, remote or hybrid model. COMPENSATION SUMMARY The annual base salary for this position ranges from $67,900. to $101,000. This salary range represents a general guideline as MSD considers other factors when presenting an offer of employment, such as scope and responsibilities of the position, external market factors, and the candidate’s knowledge, skills, abilities, education and experience. Employees may qualify for a discretionary or non-discretionary bonus in addition to their base salary. These annual bonuses are intended to recognize individual performance and enable employees to benefit from the Company's overall success. BENEFITS SUMMARY At MSD, we offer a comprehensive benefits package to support our employees' well-being and financial security. In addition to competitive salaries, our benefits include medical, dental, and vision coverage, along with prescription benefits. We provide a 401(k) plan with company matching, flexible spending accounts, and company-paid short- and long-term disability insurance as well as group life and accidental death and dismemberment insurance. Our offerings also encompass paid vacation, paid sick leave, paid holidays, and paid parental leave, along with an employee assistance program. Additional voluntary perks include a fitness club membership contribution, pet insurance, identity theft protection, home and auto insurance discounts, and optional supplemental life insurance. EEO/AA STATEMENT MSD is an Equal Opportunity/Affirmative Action Employer. We are committed to fostering a diverse and inclusive workplace where all individuals are treated with respect and dignity. We welcome applications from all qualified candidates, making employment decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, genetic information, marital status, national origin, age, protected veteran status, pregnancy, disability status, or any other protected characteristic. For our full EEO/AA and Pay Transparency statement, please visit here. Meso Scale Diagnostics uses E-Verify to validate the work eligibility of candidates. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.