• Manage day-to-day operational health across a portfolio of strategic accounts with multi-million dollar ARR — you're the person the customer calls when something needs to get done • In addition to the day to day operational health, you will own the commercial relationship between executive touchpoints — you are the account's day-to-day voice of Backblaze • Drive expansion pipeline through relationship depth, not just product knowledge — you find the next opportunity because people tell you things • Negotiate renewal terms and expansion pricing in partnership with executives, bringing account context and relationship capital to the table • Hit defined ramp targets in your first 90/180/270 days, establishing yourself as a trusted presence in each account and building expansion pipeline quickly • Keep accounts running smoothly — coordinating across Support, Engineering, and Product to resolve issues, track open items, and ensure commitments are met • Farm accounts actively and systematically — always listening for new workloads, infrastructure challenges, or organizational changes that signal expansion opportunity • Build and maintain working relationships across multiple stakeholder layers — Infrastructure, DevOps, Storage Engineering, FinOps, and Procurement — while Backblaze executives own the C-suite relationship • Partner with Solutions Engineers on technical discovery, architecture reviews, and POC engagements when expansion opportunities surface • Translate deep technical product capabilities — B2 Cloud Storage, S3-compatible APIs, multi-cloud egress optimization, data durability architectures — into solutions that map to real customer problems • Prepare executives for high-stakes customer meetings with account context, relationship intelligence, and clear briefings • Maintain accurate pipeline, account health, and forecast data in CRM — your accounts should never be a black box to the team

Role Description On this journey the SAM will play a strategic and vital role in unlocking INFICON potential and in achieving the company’s long term strategic goals. The SAM will be responsible for managing the relationship with one of INFICON's strategic and most important customers. As a SAM for this specific role your overall responsibility is to orchestrate all interactions and development with our major customer, with a long-term business (P&L) view and enabling delivery of consistent, predictable and repeatable business results towards 2030 – and beyond. Main activities and responsibilities - Leadership: Strategic Account Management - Understand the customers business, their market and organizational needs. - With the support of the Industry Consultant, derive customer’s main problems, pain points and strategy into a differentiated value proposition and targeted fair share in upcoming CAPEX and OPEX investments. - Define long-term bold account aspiration and strategy, set short term goals to drive impact. - Create and maintain and execute the strategic account plan, updated when relevant with input from the SA Team. - Conduct regular account coordination activities with the INFICON strategic account team, namely the local Key Account Managers in countries where the customer has operating sites, and other important INFICON stakeholders. - Review the global strategic account plan with the executive sponsor and senior management to continuously align with overall INFICON strategy. - Growth: Scouting for/capturing opportunities - Accelerate existing projects to support customer’s immediate goals. - Early identification of global growth opportunities from all potential revenue streams at the account including expanding our share of wallet, creating new applications, services, consumables and new business areas. - Support the local sales and application teams following the customer’s buying cycle. - Coach and provide input to opportunity plans owned by local Sales Managers. - Drive towards aligning customer and INFICON R&D roadmaps and establishing integrated partnerships across functions from the beginning to end of the product cycle. - Facilitate early entry into new application areas and fab locations within this account. - Communication & Information - Drive our agenda and strategy on a continuous and proactive level. Create and set the narrative that moves forward the account strategy. - Ensure the relevant customer buying center members know the business impact of INFICON’s latest solutions (e.g., innovation roadmap sharing, modular design, new supplier partners…) and facilitate similar sharing from customer to INFICON. - Maximize customer sponsorship of INFICON at executive level. - Ensure all relevant opportunities, activities, and relevant information are visible in the chosen communication channel (Teams/CRM…). - Encourage cross-region and cross-functional interaction between INFICON and the customer organization. Ensure omni-channel consistency and quick responses. - Relationship management: Strengthening the relationship - Map, build, and strengthen relationships to strategic stakeholders in the customers’ organization. - Establishing the SAM Diamond: multi-level relationships between INFICON and the customer. - Conducting Scheduled Business reviews with the customer and INFICON account. - Organize the right meeting with the right people to discuss the topics that matters most (e.g., executive meetings, engineering workshops, technical roadmap presentations). - Deal making: Negotiate Profitable and Fair Deals - Drive holistic value creating and value capture for the account, long-term and short-term. - Close deals by using creativity and by mastering the art and science of negotiation. - Master all elements of business contracts, including solid understanding of legal aspects. - Proactively initiate and facilitate global framework agreement, H&S and CSR activities (if applicable) to ensure INFICON solutions are fully approved as Tier 1 supplier by the customer. - Ensure consistency between T&Cs offered in individual markets. Qualifications - Minimum Bachelor’s degree in Business, Marketing, Engineering, Computer Science, or related field. Master’s degree is a plus. - +10-15 years of experience in Semiconductor front-end wafer manufacturing, sales, account management, or business development within the industry. - Experience negotiator incl. contracts. - Proven track record of managing and growing strategic accounts. - Experience working with cross-functional teams (e.g., Sales, Product Development, Supply Chain). Requirements - Strong understanding of the industry, including current trends, technologies, and key players. - Technical proficiency with CRM software, MS Office Suite, and other sales enablement tools. - Familiarity with the product development lifecycle and the ability to grasp complex technical products and solutions. - Willingness to travel as required to meet business needs (<40% overall). - Demonstrated ability to work independently, prioritize effectively, and manage multiple tasks simultaneously. - High level of integrity, professionalism, and drive, with a strong commitment to excellence and accountability to take active part in supporting the INFICON journey beyond your own Strategic Account. Benefits - Annual Compensation Range: $145,000-$190,000. - Your total compensation is structured for performance and growth, with clear earning potential that includes a base salary of $145,000-$190,000, in addition to a sales incentive + profit sharing model where both the Sales Incentive Plan and Profit Sharing are each calculated as 10% of your total compensation. - Additional benefits include an 8% 401k match, potential car and remote allowances, and a comprehensive benefits package. - INFICON provides a dynamic work environment that promotes diversity, equity, and inclusion. - Ongoing green initiatives, flexible work hours, and a variety of health and wellness programs. - Competitive compensation, relocation assistance, a discretionary bonus, and generous employee benefits; major medical, dental, health, vision, 401K, vacation and sick time, tuition reimbursement, and more!

• Creates and executes strategic business plans for assigned partners by evaluating market opportunities, partner objectives, financial performance, executive priorities, and FICO's differentiated value proposition to drive long-term growth. • Have existing and/or build relationships with C-Suite and Senior Level executives at assigned key Partner organizations to understand their goals and objectives and how to leverage FICO Intellectual Property to help them achieve those goals. • Leverages the above details, and knowledge of FICO’s core competencies in analytics, software development and data management to build highly credible relationships with assigned partners. • Serves as the senior relationship executive for a partner managing both partner and FICO virtual teams including sales, pre-sales, technology, and Professional Services delivery groups to deliver partner satisfaction while driving partner-led revenue growth. • Actively engages in and pursues the sale of FICO Software solutions to drive towards the successful negotiation and close of assigned business via channel partners. • Generates, qualifies, and converts new leads through networking and prospecting and executing sales campaigns at existing partners. • Identifies and translates compelling join solutions leveraging FICO Software that can be scaled via our Financial Services partners to create partner-led growth and drive tangible and significant client value (ROI) at the end client level, partner level, and FICO level. • Creates and delivers key proposals and effectively manages the sales process to capitalize on these opportunities. • Simultaneously manages the end-to-end delivery of multiple channel sales engagements from pipeline development through contract negotiations. • Initiates and oversees co-marketing and co-sales campaigns with Partners to drive adoption and revenue growth from installed software. • Acts as a representative of FICO at partner conferences, industry conferences and association meetings. • Maintains in-depth knowledge of FICO Software & product offerings and how they can be leveraged across the Financial Services industry.

• Meets regularly with assigned client accounts, by phone or in person. • Ensures that clients are consistently satisfied with the organization's product and services and resolves escalated issues. • Evaluates the client's needs and proposes potential solutions. • Serves as a single point of contact for the client and may coordinate the work of client service teams. • Identifies and escalates cross-selling or upselling opportunities. • May provide client training or basic support. • Develop relationships with key decision makers for opportunities to provide our product line in relevant verticals so that Stanley is either procured directly or specified for procurement through other channels. • Develop relationships with property managers, hospitals, contractors, glaziers, hardware suppliers and owners. • Review all relevant plans, specifications and details and/or job site conditions to formulate competitive quotations for customers that are both accurate to manage risk and ensure target margins for the branch while ensuring your monthly/quarterly/yearly revenue goals are met. • Work in custom bid module in Salesforce to generate quotes and utilize SF to manage customer base. • Work closely with branch personnel to schedule equipment delivery and installation. • Work with our credit department to secure terms and ensure timely payment after job completion. • Stay involved with customer satisfaction issues after the sale and installation. • Timely and accurate weekly reports and participation in weekly digital calls. • Pre-sell our products to architects through planning stage documents. • Call on Architects & Specification Writers to educate them on our product • Maintain full knowledge of current ANSI standards and AAADM certification requirements. • Perform other assignments in support of the sales operations as requested by Regional Sales Manager.