• Own the post-sale lifecycle from onboarding through renewal readiness • Maintain executive and operational relationships across named accounts • Deliver structured success planning and Executive Business Reviews focused on value realisation • Proactively identify and mitigate retention risks and customer health concerns • Identify organic expansion opportunities based on adoption and outcomes; progress and close with Head of Customer and Partner Success & Growth • Improve cross-functional handovers (Delivery → CSG → Support) to ensure continuity and accountability • Act as the primary voice of the customer to Product, Engineering, and leadership • Establish and maintain customer health frameworks and engagement standards • Collaborate with the Head of Customer and Partner Success & Growth on account strategy and renewal planning • Act as escalation point for complex customer issue • In close collaboration with the Head of Customer and Partner Success & Growth Identify and prioritise target partner archetypes — including B2B core banking SaaS vendors, RegTech platforms, compliance managed service providers, systems integrators, and consulting firms • Lead outbound prospecting and relationship development with potential channel partners, building a qualified pipeline of partner opportunities • Present Ripjar's channel partner value proposition, tailoring commercial models (OEM, revenue share, white-label) to each partner's business • Negotiate and execute strategic channel partner agreement in conjunction with legal and the Head of Customer and Partner Success & Growth • Onboard one new partner effectively, ensuring they are technically enabled, commercially aligned, and supported to bring Ripjar to market • Work cross-functionally with Marketing, Product, and Sales to develop partner-facing collateral and enablement materials

Role Description The New Account Manager – Data Center USA is responsible for the build-up of a strong customer base leading to key accounts, with a focus on data center hyperscalers. This role initiates and supports all necessary actions to be included on their AVL and become part of their new system platforms. Once achieved, the role could partially transform into a Key Account Manager role. Reports to: Head of Sales, North America Responsibilities and Objectives: - Build-up of a strong customer base leading to key accounts - Initiate and support all necessary actions to be included in the AVL of hyperscalers, such as NVIDIA, Google, Meta, AWS - Provide product Management & Engineering with necessary technical and commercial information to specify and design a dedicated product portfolio or customized solution - Nurturing long-term customer relationships - Retaining existing business - Driving account growth through upselling, and coordinating with internal local and international teams to ensure smooth service delivery Relationship Management: - Primary Point of Contact: Act as the face of the company, handling day-to-day communications and client inquiries. - Client Onboarding: Welcome new clients, ensuring they understand the product or service and setting clear expectations. - Regular Check-ins: Schedule recurring meetings to review progress, gather feedback, and align on goals. Client Retention & Growth: - Proactive Retention: Keep clients engaged and satisfied to minimize churn. - Upselling & Cross-selling: Identify opportunities to offer additional products or services that solve client challenges and drive company revenue. Strategy & Problem Solving: - Goal Alignment: Understand each client's specific business goals and tailor your company's offerings to help them succeed. - Conflict Resolution: Act quickly to resolve client disputes, address complaints, and assist with escalations. - Risk Management: Anticipate risks and prevent bad surprises to ensure smooth business continuity. Cross-Functional Collaboration: - Internal Coordination: Work closely with product, sales, marketing, and technical teams to execute client projects and meet deadlines. - Advocating for the Client: Represent the client's needs internally, ensuring the buyer experience is prioritized while balancing the company's profitability. Reporting & Administration: - Contract Negotiation: Oversee and assist with renewals and contract negotiations. - Performance Tracking: Analyze account metrics, prepare progress reports, and present findings to both clients and internal stakeholders. Secondary Tasks: - Supports & Assists in monitoring ongoing global PTD Data Center key projects (inquiries, quotes, orders). - Supports Sales and Business Development in developing, implementing, and continuously optimizing the sales and marketing strategy. - Assuring order and demand forecasts & planning and provides necessary information to plan operations & production capacities, schedules and timing of necessary additional investments in equipment and/or resources. - Supports Stäubli's internal departments in handling customer complaints. - Monitors the market and regularly reports on market developments, products, competitors, new trends, target achievement, and important events. - Supports new product launches. - Assists with controlling and reporting local sales activities, including revenue, growth, market, product, and customer-related targets for the sales and segment managers. - Supports the creation of sales budgets and forecasts. Qualifications - Bachelor’s degree in Engineering - Proven experience in sales, business development, or key account management (KAM) - Experience using Office 365, CRM (e.g. Aurea), ERP (e.g. SAP) - English native speaker or similar level of language proficiency. Additional languages are an advantage - Outgoing, sales-oriented, and internationally experienced personality - Independent work style, flexibility, organizational skills, and a confident demeanor, even in international environments and with clients - Open and clear communication skills - Team player - Ability to think holistically - High level of commitment and willingness to travel domestically and internationally Requirements - Periods sitting at a desk and working on a computer - Must be able to lift, push, pull, and carry objects - Must be able to lift up to 25 pounds at times - Dexterity and accuracy as needed to operate equipment - Willingness to travel as required both domestically and internationally (up to 15%) - This position will be remote, but candidate should be located ideally in the wider bay area or on the West coast Benefits - Compensation: USD 110000 - USD 117000 yearly Company Description Stäubli is a value driven technological solutions provider with four dedicated activities: Electrical Connectors, Fluid Connectors, Robotics and Textile. We strive for innovation and excellence and are market leaders in many industrial segments. Stäubli guarantees high quality, reliability, and performance - our strong basis for the trusted partnership with our customers worldwide.

Role Description Reporting to the Director, Sales Operations, the Institutional Account Manager supports revenue growth within an assigned territory by sourcing new subscription sales, securing renewals, and expanding existing accounts. You’ll play a key role in building strong relationships with institutional clients while identifying opportunities for growth through upselling and reading and publishing agreements. This position also supports internal sales efforts through reporting, data analysis, and collaboration across teams. This is a newly established role for the territory, with travel currently anticipated to be up to 10% annually, though requirements may change as the role evolves. This role is part of the Strategy & Growth team and does not have direct reports. This is a great opportunity for someone early in their sales or account management career who is eager to learn, build client relationships, and grow within a mission-driven publishing organization. - Drive revenue growth within an assigned territory by meeting or exceeding subscription sales targets and maintaining strong renewal and retention rates. - Identify, source, and develop new subscription sales opportunities while maintaining an active and robust pipeline of prospective institutional clients. - Manage and renew existing accounts to sustain and grow revenue, ensuring high levels of client satisfaction and retention. - Identify and execute opportunities to upsell additional products, services, and enhanced subscription offerings to existing clients. - Negotiate, secure, read and publish agreements, including open access and bundled deals, aligned with organizational goals. - Conduct virtual presentations and product demonstrations to prospective and existing clients. - Build and maintain strong relationships with key stakeholders, including librarians, researchers, and institutional administrators. - Collaborate cross-functionally with internal teams, including Marketing, Editorial, and customer service, to support client needs and maximize account growth. - Track, analyze, and report on sales activities, territory performance, and market trends, ensuring accurate and timely reporting. - Analyze account information with guidance to identify trends and opportunities. - Contribute to additional projects and initiatives as required to support the broader Strategy & Growth team. Qualifications - Bachelor’s degree or diploma and experience in sales, business development, or account management, or an equivalent combination of education and experience. - Experience working with post-secondary institutions, libraries, librarians, subscriptions, and/or publishing are strong assets. - Digital aptitude with the ability to proactively identify and solve problems. - Demonstrated ability to thrive in a dynamic, complex environment. - Proven ability to work both independently and collaboratively within a team setting. - Creative, solution-oriented mindset with the ability to think critically and approach challenges in innovative ways. - Excellent presentation, communication, and time management skills. Benefits - Fully remote work (within UK) with a flexible work environment and generous leave allowance. - Ongoing learning and development opportunities. - A small team where your work makes a real impact. - The anticipated salary range for this position is GBP £45,000 to £55,000. - The starting salary will be determined based on the successful candidate’s skills and abilities. - The successful candidate will be engaged by CSP as an independent contractor.

• Grow new acquisitions and existing customer business within assigned SMB territories: Saudi Arabia and Pakistan. • Be accountable for monthly revenue goals through deal qualification, prior customer engagement, and value-based positioning of Sophos solutions. • Understand end-to-end deal flow processes, including the roles and responsibilities of cross-functional support teams, to quickly resolve issues. • Ensure quotes and other sales-related tasks are processed in a timely, efficient, and accurate manner while maintaining compliance with internal policies. • Use Clari and Power BI tools to manage the weekly sales funnel and assigned sales metrics. • Communicate effectively and efficiently with customers, partners, and distributors to progress assigned tasks. • Achieve agreed quarterly sales goals and performance indicators, including daily standards for the number of tasks handled and closed. • Effectively communicate with Sophos prospects and customers using phone, email, LiveChat, SMS, and Sales Engagement tools. • Add value to the channel business through best-in-class partner support, driving new logo and cross-sell campaigns with a strong growth mindset.