• manage and drive direct sales engagements into a set of Named Accounts • create and implement territory plans focused on attaining deployments of Fortinet products and services • develop executive relationships with key buyers and influencers • generate a sales pipeline, qualify opportunities, and accurately forecast pipeline • coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals and Statements of Work • negotiate terms of business with clients to achieve win/win results • understanding customer business goals and effectively translating the capabilities of Fortinet to help them achieve those goals.

Title: Sales Account Manager - Waste Management Services Location: Charlotte, NC, US, 28217-2996 Company Name: Univar Solutions USA LLC Requisition ID: 35444 A Place Where People Matter. Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you. Primary Purpose: The Sales Account Manager - Waste Management Services will build profitable sales in an assigned territory through additional sales with current customers and demonstrates dedication to prospecting and new business development. Employs a consultative sales approach that focuses on building a long term, value-based relationship with accounts, penetrating them for further business and improving the margin they build while reducing the time and costs in handling them. WHAT YOU'LL DO: - Improve company's position within each account using consultative and in-depth selling at all levels within the account - Prospect for new business by conducting sales calls and actively grow the size of your territory - Maintain a clear updated view of your sales pipeline - Focus on customer retention and improving overall customer satisfaction - Provide customer technical support and consultant services to increase our overall value to the customer - Responsible for setting pricing and service levels, as well as maintaining and coordinating customer quotations or providing necessary information to allow local branches to do so. - Responsible for coordination with local Sales, Purchasing, and Operations to ensure proper inventory levels and customer satisfaction. - Build effective customer relationships through business calls and effective customer entertainment - Commitment to safety, both personal and of your colleagues WHAT YOU'LL NEED: - 5+ years of experience in a Sales Position with a proven track record of success in building relationships and achieving sales targets - Bachelor’s degree in Business Administration, Marketing, Chemistry preferred but not required - Broad knowledge of waste management services involving chemical handling, recycling, reuse and disposal of hazardous and non-hazardous waste preferred - Strong inter-personal skills and the ability to develop strong, successful business relationships with customers as well as internal teammates - Strong business sense, including an understand of the business relationship between manufacturers, distributors and end-users - Well-honed listening skills and a problem-solving attitude to uncover needs and motivations to overcome objections in order to close a sale - Adaptable and demonstrates strong work ethic with the initiative to work independently - Excellent problem solving and consultative selling skills - Meticulous attention to detail - 50-75% travel within the assigned territory WHERE YOU'LL WORK: This is a home based role in Charlotte, NC. PAY AND BENEFITS: - The specific salary offered to a candidate may be influenced by a variety of factors including the candidate’s relevant experience, education, training, certifications, qualifications, and work location - Available employee benefits include health, vision, dental coverage, along with industry-leading retirement and time off programs WHAT YOU CAN EXPECT: - Strong work/life flexibility - To be surrounded by an inclusive team who is collaborative and committed to the achievement of the company - To be rewarded for your contributions with a targeted company bonus and annual salary reviews - Competitive pay and benefits Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet! We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees’ physical, emotional, and financial wellbeing. Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe! We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry. Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at careers@univarsolutions.com. Univar Solutions does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms (collectively Recruiting Firms). Recruiting Firms must enter into a Master Services Agreement (MSA) with Univar Solutions prior to submitting any information relating to a potential candidate. All searches must be initiated by Univar Solutions' Talent Acquisition team and candidates must be submitted via Applicant Tracking System (ATS) by approved vendors who have been expressly requested to make a submission for a specific job opening. No placement fees will be paid to any firm unless the aforementioned conditions have been met. Contacting our hiring managers directly is prohibited.

Role Description This is a Term limited role scheduled for 12 months, with the possibility of extension or conversion to full-time based on budget, business need and performance. Location: Remote US, with willingness to relocate to Seattle when term period is over / if the role converts to full-time. Your Next Challenge: - Develops the partnership and adoption strategy with Program Lead guidance; Key contributor to the overall Program strategy. - Leads the strategy for the program's major services, including our work in the Joint Analytical Cell, commercial data delivery, certification courses, and virtual training sessions. - Partnerships team manager driving day-to-day priorities, mentors team members, unblocks issues. - Travels regularly to represent the program, acting as the program’s primary external “face” that the community recognizes. - Metrics champion. - Monitors the adoption, value, and impact of Skylight on a regular basis (e.g., platform usage, surveys, market analyses). - Maintains primary relationship with the business provider for contractors. - Defines deliverables and adapts the scopes of work to program strategy. - Reviews and approves travel to ensure it meets strategy & approval requirements. - Onboards and deboards contractors based on program needs. - Interfaces with Legal on ad-hoc projects (e.g., cost-recovery for commercial data, updating policies to enable API access for commercial companies). - Directly supports Communications with media outreach and other deliverables. Qualifications - A strong passion for marine conservation. - A “collaborator” in every way. - 8+ years of partnership development experience with governments and nonprofits, preferably delivering technology products. - 5+ years managing teams of 5+ people, preferably geographically diverse and remote. - Proven experience driving adoption through creative outreach to new sectors, targeted industry entry points, or platform partnerships. - Preferably an academic background in computer science, environmental science/policy, remote sensing/geospatial studies, or business applied to social good. Requirements - Must be able to remain in a stationary position for long periods of time. - The ability to communicate information and ideas so others will understand. - Must be able to exchange accurate information in these situations. - The ability to observe details at close range. - Can work under deadlines. Benefits - Team members and their families are covered by medical, dental, vision, and an employee assistance program. - Team members are able to enroll in our health savings account plan, our healthcare reimbursement arrangement plan, and our health care and dependent care flexible spending account plans. - Team members are able to enroll in our company’s 401k plan. - Team members will receive $125 per month to assist with commuting or internet expenses. - Team members will also receive $200 per month for fitness and wellbeing expenses. - Team members will receive up to ten sick days per year, up to seven personal days per year, up to 20 vacation days per year and twelve paid holidays throughout the calendar year.

• 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