• Recruit, onboard, and build executive-level relationships with strategic channel partners • Develop and execute partner business plans • Deliver sales, technical, and competitive training • Ensure partners understand Salient's value proposition • Own quarterly and annual partner revenue targets • Increase wallet share within existing accounts • Manage deal registration, pricing, and proposal strategy • Build relationships with distributor sales teams • Maintain accurate partner opportunity data in Salesforce • Provide monthly and quarterly forecasts

Role Description As an Account Manager, you will play a pivotal role in maintaining and developing relationships with our clients and consolidating our presence on the local market. This is a remote vacancy open to candidates residing in Azerbaijan. - Expand and consolidate the company’s presence within the assigned territory (Azerbaijan); - Manage and enhance relationships with existing partners (tour operators, travel agencies, TMCs, OTAs), with a focus on increasing their commercial performance; - Collaborate closely with the Business Development and internal Sales teams to identify and capitalize on growth opportunities in the region; - Coordinate system training and onboarding for both new and existing partners; - Proactively represent and position the brand through regular product presentations, business meetings, and industry networking events; - Address partner queries and incident issues; provide exceptional day-to-day support to ensure partner satisfaction; - Oversee and ensure accuracy in transaction processing (payments control); - Prepare and deliver regular market and competitive analysis; - Maintain accurate and comprehensive records in CRM and internal systems; - Maximize and develop API deals with potential and existing partners. Qualifications - Minimum of 3 years of successful experience in account management or business development within B2B sectors of the travel industry; - Excellent knowledge of the Azerbaijani travel market and B2B networks (tour operators, travel agencies, TMCs, OTAs); - Fluent in Azerbaijani (native); English at least B2; - Strong interpersonal and relationship-building skills: proactive, results-oriented, and comfortable with innovative tech and fast-paced change; - Well-organized and capable of handling a large client portfolio and high volume of communications; - Analytical and detail-oriented; experienced in using CRM and digital tools for reporting and task management; - Experience with API-integrations. Benefits - Flexible schedules and opportunity to work remotely; - Ambitious and supportive team who love what they do, appreciate each other, and grow together; - Internal programs for adaptation and training, development of soft skills, and leadership abilities; - Partial compensation for participating in external training and conferences; - Corporate English school: Group and individual lessons, speaking clubs with colleagues from all over the world; - Corporate prices on hotels and travel services; - MyTime Day Off - an extra non-working day without loss of compensation.

• Manage and grow a small number of growth accounts through new projects, share of wallet expansion and new services. • Own and deliver the monthly, quarterly forecast for your account base with support of sales management • Convert and grow ‘connected’ software SaaS contracts, as well as securing the necessary lifecycle upgrade plan to ensure the building technology delivers the desired outcome for the software solution. • Upsell and cross-sell, mainly into existing client organizations and multiple stakeholders. Strategic account and opportunity planning and engagement will be required to deliver your targets. • You will draw upon the expertise within the business to sell key built environment systems, including but not limited to; BMS, fire, security and access delivering an integrated, SaaS and IoT proposition.

• Responsible for ANZ sales and revenue growth across partner-led and direct sales channels, with a significant proportion of focus on building partner growth across the region. • Develop and execute a focused ANZ go-to-market plan (direct and via Partners) to drive customer acquisition, expansion growth and regional market penetration. • Assess, develop and maintain successful partnerships, ensuring partners are enabled to deliver customer acquisition and expansion growth for EcoOnline. • Understand the ANZ partnership landscape, capability and capacity to ensure appropriate regional support is in place to satisfy business strategy, goals, objectives and financial targets. • Identify and recruit new partners who match the ideal partner profile required to promote and sell EcoOnline solutions across Australia and New Zealand. • Build partner engagement plans and work closely with Marketing to develop campaigns for current partners and future partner/customer acquisition. • Drive direct sales growth by identifying priority market opportunities, building qualified pipeline and progressing strategic opportunities through to close. • Work closely with dedicated regional Solutions Consultants and renewals support to create a consistent customer experience across new business, expansion and retention activity. • Leverage EcoOnline’s global support infrastructure, product, marketing and operations teams to bring relevant expertise, enablement and resources into the ANZ market. • Support the regional launch and adoption of new product releases, including Chemical Manager, ensuring market readiness, partner enablement and customer demand generation are aligned. • Undertake analysis of the competitive landscape across ANZ and provide insight on QHSE, ESG and chemical management market drivers to Product and Marketing teams. • Maintain accurate CRM data, pipeline hygiene and forecast reporting through HubSpot across partner and direct channels.