• Independently manage and develop selected key accounts in the beverage sector in Germany • Plan and implement sales and trust-building measures – internally and externally • Focus on revenue growth, clear communication, teamwork, and sustainable customer retention and customer satisfaction • Manage customer projects from the initial presentation through handover to the regional sales territories • Acquire potential customers and non-customers

• Achieve monthly, quarterly and annual sales quotas by driving incremental product adoption through delivery of clinical knowledge primarily focused on the Gastrointestinal (GI) tract and Hepato-Pancreato-Biliary (HPB) anatomy. • Thoroughly understand product line features, benefits and proof sources. • Routinely see all customers within the assigned geographic area. • Establish excellent relationships with all healthcare professionals and physicians in their territory. • Educate physicians and clinical personnel on use of GI products. • Collaborate with cross-functional counterparts and extended sales force by consistently communicating and sharing best practices. • Develop a thorough understanding and the ability to communicate the reimbursement environment for all products. • Routinely update sale actions plans and forecasts. • Provide solution-oriented strategies to facilitate product adoption and accelerate sales growth. • Successfully launch new devices developed or acquired by the organization in the assigned territory.

• Responsible for leadership positions leading and enabling our most important value added resellers. • Work closely with stakeholders to develop, establish, and direct channel, MSSP and distribution strategies, programs, and best practices. • Primary goal is to drive NET new enterprise opportunities to SecurityScorecard through these value added resellers • Drive partner enablement programs and ensure partners are meeting if not accelerating program requirements and growth • Drive regular business reviews with partners which include marketing and demand generation programs • Work with SecurityScorecard Marketing Manager to drive co-marketing events with the sole purposes of driving NET new deal registrations • Work with regional sales director and reps to gain consistent high touch relationships with these partners across the business • Work effectively with fellow channel managers in providing cohesive and consistent coverage for Security Scorecard

• Deliver scalable long-term growth: Expand annual contract value (ACV) y-o-y • Beat new business, retention & total business sales targets • Uncover and exploit new revenue streams • Collate, pressure test and deliver on Forecasts to the business • Strategic Account Development: Set a vision, build an account plan and devise a strategy for transformational growth. • Motivate and deploy your Global Account team to execute on this plan • Know your Client(s) inside/out; its strategic initiatives, exec LT, culture, key brands / pipeline assets and processes • Relationship Expansion: Build new, and develop existing, relationships with Sr Leaders (SVP+) at the Client • Grow spend across new departments, new TA’s, and new regions continuously. • Identify key business questions to develop new partnerships and draw on the appropriate internal resources. • Cross-Functional Stakeholder Management: Communicate and collaborate effectively with your team and the wider organization (e.g Consulting, Product Management, LS&H LT) to secure resources and advocate for your client • Build strong internal networks to influence strategic direction • Partner with Customer Experience, Product and Marketing teams to optimize the client journey with Clarivate.