• Serve as a liaison between internal/external organizations and assigned customer(s) • Own the customer relationship and customer communication • Contribute to the overall business strategy inclusive of the P&L’s and Growth Opportunity • Develop and own site customer communication plan, coordinate and facilitate regular 'Customer meetings' reviewing open items and action plans • Oversee Gas Power warranty and applicable commercial considerations including concessions as they arise • Be responsible for developing outage scope/communicating scope to the field services team • Be responsible for outage/non-outage parts planning including requests for quotes, providing quotes to customers, placing/managing parts orders through delivery, and invoicing for parts as applicable • Provide leadership in owning and driving all emergent/forced outage matters to resolution • Prepare, organize, and facilitate pre-outage planning meetings, post-outage meetings and outage milestone meetings including On-Site Repairs and Part and Component Repairs performed in GRS • Own contract leadership and fulfillment including all project deliverables and understanding the T&Cs and contract requirements such as LD & Bonus structure

• In this leadership role, you'll serve as the Country Commercial Leader MBD, helping enable our customers to make the world healthier, cleaner and safer by delivering solutions that advance scientific discovery, improve patient outcomes, and protect communities • You will lead and develop a high-performing commercial sales team, providing strategic direction to achieve revenue, market share, and growth objectives across the country • Through market analysis, disciplined pipeline management, and cross-functional collaboration, you will develop and execute commercial strategies that maximize business performance while building lasting customer partnerships • Working closely with colleagues across functions and divisions, you'll identify new growth opportunities, align commercial priorities with divisional and company-wide objectives, and ensure exceptional execution • As the country's commercial leader, you'll foster a culture of collaboration, accountability, and continuous development by coaching and mentoring sales professionals to reach their full potential • You'll build strong customer relationships and leverage Thermo Fisher Scientific's innovative portfolio to deliver exceptional value, helping customers achieve their goals while driving sustainable business success.

• Build relationships with the practitioners doing the actual work (architects, delivery leads, practice heads), not just executive sponsors • Help SI teams go deeper on LangChain technically — running enablement sessions, connecting them to the right internal resources, and making sure they can actually deliver • Create and close co-sell motions with SIs on active enterprise opportunities • Build joint go-to-market programs that make sense for how SIs actually run their business • Build and manage a portfolio of SI partnerships — from global SIs and consultancies to regional & boutique specialists • Run joint pipeline with SI partners: co-selling on active deals, running QBRs, tracking attribution • Design and deliver partner enablement: certifications, training, delivery playbooks, and technical workshops • Work with our solutions engineering and product teams to get partners unblocked on technical questions • Represent partner perspective internally — surfacing what SIs need in terms of product capabilities, support, and commercial terms • Develop co-marketing and thought leadership programs with key partners

Role Description The Regional Sales Manager (RSM) plays a critical role in driving revenue growth across an assigned territory in North America. This senior, quota-carrying, lead-from-the-front hunting position focuses on expanding our market presence by developing new business opportunities, managing existing relationships, and building strategic partnerships. The RSM delivers value through our portfolio of managed, professional, and automation services in cybersecurity. This role is integral to the organization's North American services growth strategy, acting as the specialized delivery engine for SASE, DSPM, and cloud security services across the channel partner community—including VARs, solution providers, managed service providers, and system integrators. Success requires: - Deep experience in channel-based cybersecurity technology and services sales - Executive-level relationship management with partners - Ability to deliver high-impact value for partners and their end customers The ideal candidate is a dynamic, action-oriented sales professional with a proven track record of: - Disciplined services selling - Rigorous weekly forecasting - Pipeline development - Deal progression - Consistent quota attainment The role demands: - Aggressive prospecting for new partners and opportunities within existing ones - Engaging key decision-makers - Clearly communicating our value proposition - Guiding deals through the full sales cycle to close It offers a competitive base salary, uncapped commission, and monthly bookings/pipeline development quotas as key performance indicators. Reporting: Director of North American Sales Travel: Up to 50% within the assigned region; flexible hours as needed As the Regional Sales Manager, you will: - Drive profitable growth by developing and executing a strategic sales plan for your assigned region, aligned with overall organizational goals. - Identify and target key accounts and partners, with specific actions to achieve revenue objectives. - Build and maintain a robust sales pipeline; consistently meet or exceed monthly and quarterly sales targets. - Cultivate and expand relationships with partners, vendor selling teams, and internal field teams to ensure long-term account growth and satisfaction. - Maintain accurate, timely sales forecasts and manage the full sales cycle for each opportunity. - Navigate customer procurement processes, including budgeting, approvals, and purchasing requirements. - Optimize deal profitability by managing costs and supporting timely collections when required. - Collaborate closely with service delivery teams to develop proposals, statements of work, and client-facing materials; ensure accuracy and professional presentation. - Develop in-depth knowledge of our service offerings to tailor creative, client-specific solutions. - Stay current on industry trends, competitor activity, and customer needs; share insights to inform strategic decisions. This list of duties is not exhaustive and may include additional responsibilities as assigned by management. Qualifications - Proven ability to carry and exceed an annual sales quota of $2M+ USD. - Strong track record of hunting new business and generating qualified pipeline. - Bachelor’s degree required. - Minimum 7 years of outside sales experience in cybersecurity; experience in data protection or cloud security is a strong plus. - Demonstrated success in quota-carrying roles with a history of closing complex deals. - Excellent verbal and written communication skills; ability to present effectively to stakeholders at all levels. - Strong relationship-building skills with customers and internal teams. - Skilled negotiator with a persistent, solutions-focused approach. - Creative thinker capable of innovative client solutions. - Highly organized, self-motivated, with excellent time management and multitasking skills. - Proficient in Microsoft Office; experience with Salesforce or similar CRM preferred. Benefits - Medical, Dental, Vision, Life Insurance, Short-Term Disability, FSA, HSA plans - Flexible vacation - 12 paid holidays Working Conditions - Remote work - Exempt, salaried position - Willingness to travel up to 50% within the assigned region; ability to work flexible hours as needed