Role Description The Senior Account Executive is an individual contributor sales role in Media & Entertainment. This role is focused on non-named and non-vertical systems integration customers within a defined region. Responsibilities include: - Create account specific strategies with new and existing targeted named regional accounts that maximize business potential in line with the direction of the BU plans. - Secure new sales opportunities in targeted accounts and focus on creating and strengthening current customer relationships. - Ability to close strategic deals and navigate unique client support situations. - Facilitate internal or third-party resources at the right time ensuring client success. - Ensure sales standards are met and leverage strong industry relationships at the executive level within targeted customers. - Develop annual go-to-market sales plans with BU for the strategic accounts assigned and report out on monthly and quarterly goals and forecasts. - Manage daily operational activities, collaborating with Technical Operations on proposal development and problem resolution. - Build a culture that drives performance management and accountability, maximizing client satisfaction. - Drive opportunities within Regional Accounts, including cross-selling of other business units' products and services. - Meet or exceed top line revenue and profitability targets for the M&E assigned enterprise accounts. - Remain up to date on technology changes within the industry and identify areas of opportunity. - Travel to customers to review and close sales opportunities and to project sites as required to ensure quality and build customer relations. - Work closely with internal business units within Diversified and maintain relationships with partners and stakeholders. - Work closely with core vendor partners and maintain strategic alliances. Qualifications - Four year college education BS/BA preferred but not required if appropriate business experience and track record of success has been established. - Minimum 5 years sales experience selling to senior levels at M&E accounts. - Knowledge of Production and Distribution applications for professional video, audio, and networking. - Understanding of network and broadcast technology needs and applications. - Ability to position and drive technology selling strategy to profitable opportunities for both product and professional services engagements. - Knowledge of technology that is part of live production, studio, news, and/or playout and distribution. - Preferable if some experience selling services that include labor such as systems integration, engineering, design, or consulting services. - Ability to drive sales to meet results and performance criteria through relationship and consultative selling approach. - Experience with detailed account planning and strategy development for both existing and new customer relationships. Requirements - Maintain and wear appropriate PPE as the job and tasks require it. - Report incidents within 24 hours regardless of severity. - Ensure hazards are addressed and rectified in a timely manner. - Promote and engage in Safety Culture within the organization. Benefits - Medical and dental plan options to suit your family’s needs. - Basic Life, AD&D, Short-Term and Long-Term Disability Insurance. - Healthcare and Dependent Care Flexible Spending Accounts (FSA). - Paid Time Off and Paid Holidays. - Commuter Benefits. - And much more.

• Drive multi-year revenue growth within assigned strategic accounts • Expand Miratech’s footprint across business units, geographies, and technology domains • Build and maintain deep executive relationships (CIO, CTO, COO, CX, Digital, Procurement) • Identify and shape large transformation programs early, before formal RFP stages • Convert single-tower engagements into enterprise-wide partnerships • Scale account revenue significantly, driving long-term account growth (e.g., $5M → $20M+ and beyond) • Perform other duties as may be required, consistent with the purpose of this role

• Translate training and education into successful sales of all surgery products in the Brainlab surgery portfolio (Neuro, Spine, ENT, CMF, iOR) • Develop creative strategies for all existing and potential accounts within territory • Generate and maintain a complete and consistent customer database for assigned territory • Establish and maintain relationships with all contacts at qualified accounts through customer visits, letters, phone calls, attendance at congresses, etc. • Manage the complete sales cycle (including presentation, evaluation, contract negotiation and close, delivery, installation, and after-sale support) • Prepare necessary documents for tenders (including quotes, letters, answering of technical questions, etc.) • Develop regular pattern of contacting customers and stay knowledgeable regarding the status of each account, distributor, and market • Leverage existing client relationships to effectively influence other accounts and promote upgrade business • Share account information with colleagues to stimulate cross-selling • Conduct accurate sales forecasts and provide data for annual budget planning • Develop a creative 12-month sales strategy in alignment with Brainlab corporate strategy • Maintain a high degree of knowledge through continuous self-training • Maintain a professional and innovative image of Brainlab with customers, competitors, and colleagues • Monitor own costs and propose potential savings

• Develop and maintain relationships with senior executives, including CIOs, CTOs, VPs, Directors, Digital Transformation Leaders, and Business Heads within leading hotel groups. • Leverage existing industry contacts to identify new business opportunities and open executive-level conversations. • Generate qualified leads and build a healthy sales pipeline within the Hospitality industry. • Work closely with Account Team, Solution Architects, and Delivery teams to support customer engagements. • Understand customer business challenges and identify opportunities where digital transformation and technology solutions can add value. • Support account planning, opportunity qualification, and customer presentations. • Coordinate with internal teams during RFP responses, and customer meetings. • Represent the organisation at hospitality conferences, networking events, and industry forums. • Maintain regular follow-up with prospects and customers to build long-term business relationships. • Provide market intelligence, competitor analysis, and customer insights to support business growth.