441 Industry Relations jobs in Ireland

Job Title:
Associate Director, Supplier Relationship Management

Location:
Dublin, Ireland

The Company

A leading
global pharmaceutical organisation
, dedicated to improving patient outcomes through innovation in medicines, is seeking an
Associate Director, Supplier Relationship Management
. The company has a significant international footprint and partners with a wide network of Contract Manufacturing Organisations (CMOs) across both API and Drug Product.

The Role

The Associate Director will play a key role in developing and executing the Operations Supplier Relationship Management (SRM) model across the external supply network. This position is highly visible, requiring leadership of supplier governance, oversight of external partners, and strong collaboration with Technical Operations, Quality, Regulatory and Supply Chain functions.

Key responsibilities include:

• Acting as the Relationship Manager for key suppliers (API, Drug Product, Packaging, Components).
• Leading supplier performance management through KPIs, scorecards, and robust business reviews.
• Ensuring contract compliance, risk management, and supply continuity across the global external network.
• Partnering closely with
  Technical Operations
  on technology transfer, supplier selection, and network optimisation.
• Facilitating cross-functional Supplier Relationship Management Teams (SRMTs) and Joint Operations Teams (JOTs) to drive operational performance.
• Supporting Quality, EHSS, and Supply Chain initiatives to ensure regulatory compliance and operational excellence.

Requirements

• Bachelor's degree in Life Sciences, Engineering, or related field.
• 10 plus years in the pharmaceutical/life sciences sector, with at least 7 years in external operations, supplier management, or CMO leadership roles.
• Strong Technical Operations background across API and Drug Product CMOs is essential.
• Demonstrated leadership of global supplier networks, including contract negotiation and lifecycle management.
• Deep understanding of GMP manufacturing processes, regulatory frameworks, and quality systems.
• Proven ability to lead complex cross-functional initiatives, manage risk, and ensure supply continuity.
• Excellent communication and stakeholder engagement skills, with the ability to influence at senior levels.

The Next Step for you:

Should this position be of interest to you please forward your CV to Sarah Mac Mullan from Next Generation Recruitment or alternatively call on the main line on

Next Generation are specialists in Supply Chain, Procurement, Engineering, Quality, Technical and Operation (permanent, contract and temporary) positions.

Applications are in strict confidence.

Next Generation will never share your data outside of our organisation without your prior written consent.

Please read our Data Protection Policy on our website.

Supplier Relationship Management, Associate Director

Our client is a highly successful, and ambitious global biopharmaceutical company with a strong commercial portfolio and drug pipeline. With a passion for best practice in every aspect of its business, this well-managed, high performing company has a motivated workforce who are passionate about operational excellence.

Our client operates a model of excellence through partnership via the virtual plant operates in a dynamic and flexible environment where their collective role is to ensure the end-to-end integrity of the commercial supply network to deliver quality medicines to patients in a safe, efficient and value driven manner where diversity, inclusion and belonging are core values to the organisation.

Job Spec

We are seeking a collaborative leader who
MUST HAVE a depth of pharmaceutical operations experience
to join the Supplier Relationship Management Team as Supplier Relationship Management, Associate Director. This role is pivotal in supporting the continued development of the Operations Supplier Relationship Management model and business processes across the operations supply network. The successful candidate will lead key supplier engagements, drive supplier performance, and partner with internal and external stakeholders to support our vision to deliver a sustainable and resilient supply network.

Responsibilities

• Support the continued development and lead implementation of the Operations Supplier Relationship Management model and business processes across the operations supply network.

• Act as the Relationship Manager for assigned key direct materials Suppliers (API, Drug Product, Packaging, Components).

• Lead the monitoring of Supplier contracts for compliance with contractual terms and drive execution against contract terms to secure value for the business.

• Lead Business Review Meetings with key Suppliers along with other appropriate periodic engagement to manage performance and manage the business relationship.

• Lead supplier performance management by developing, maintaining, and managing KPI's and scorecards and agree root cause analysis and action plans to remedy poor performance.

• Engage with the Operations Network Risk Management process and maintain Risk Assessment and Risk Management tools and processes to evaluate Supplier risk profiles. Establish remediation strategies/plans to reduce risk and improve supply chain robustness.

• Collaborate with Development & External QA, to progress Quality goals with suppliers.

• Facilitate multi-disciplinary Supplier Relationship Management Teams (SRMTs) to support achievement of functional and business goals by aligning on priorities, issue resolution, resourcing and execution plans in line with Operations and enterprise goals.

• Facilitate cross-functional (including Development & External QA Lead, Technical Operations Lead, Commercial Supply Chain Lead and other SMEs as required) Joint Operations Teams (JOTs) to collaborate with counterparts at suppliers to manage and oversee routine operations and achieve robustness of supply in line with contractual agreements including Quality, Confidentiality and Supply Agreements.

• Facilitate communication, visibility and escalation of supply operations execution issues between the SRMT/JOTs and the External Operations Leadership Team via the weekly Operations Execution (S&OE) meeting.

• Collaborate and work closely with the Technical Operations function in supporting activities including but not limited to Technology Transfer and Supplier Selection.

• Collaborate with Environmental Health, Safety & Security to progress EHSS agenda with suppliers.

• Collaborate with Commercial Supply Chain colleagues to support network supply planning via the S&OP Supply Review and other business processes as required.

• Support the preparation and management of the Supply Chain budget.

• Develop strong internal collaborations with stakeholders in Operations and beyond to ensure alignment and delivery of mutual goals

• Identify continuous improvement/ best practice projects & processes across the Supply Chain and the external network and work collaboratively to implement these aligned with business strategy.

• Enhance and contribute to the development of the Operations group in line with company strategy.

Cv to

Job Type: Permanent

Location: Dublin, Ireland (Hybrid: 1 – 2 days at customer site per week)

If you need support in completing the application or if you require a different format of this document, please get in touch with
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with the subject line: "Application Support Request".

Careers at TCS: It means more

TCS is a purpose-led transformation company, built on belief. We do not just help businesses to transform through technology. We support them in making a meaningful difference to the people and communities they serve - our clients include some of the biggest brands in the UK and worldwide. For you, it means more to make an impact that matters, through challenging projects which demand ambitious innovation and thought leadership.

• Collaborate with leading lights in industry
• Gain access to endless learning opportunities
• Shape the future of TCS

The Role

We are seeking an experienced
SAP CRM Consultant
to join our dynamic IT Service Delivery team. In this role, you will be responsible for the CRM areas of SAP systems that support critical business functions. You will collaborate closely with IT and business stakeholders for day-to-day operations and projects.

Your responsibilities:

• Attending requirements workshops and assisting business in blueprint phase.
• Identify and suggest possible process improvement opportunities through CRM 7.0.
• Preparing functional specifications.
• Completing system configuration.
• Liaise closely with ABAP team during build phase.
• Troubleshooting and resolving complex technical problems.
• Preparing and managing all elements of testing.
• Work alongside delivery leads and architects to Identify and manage risks.

Your Profile

Essential skills/knowledge/experience:

• Advanced knowledge of Contract Management, Sales, Campaigns, Marketing, Products in CRM 7.0.
• Must be able to demonstrate comprehensive understanding of CRM / ISU integration.
• Worked on more than one CRM 7 / ISU projects.
• Must have gone through all phases of a project life cycle including analysis, design, development, testing, documentation creation and training.
• A solid technical background with excellent ABAP debugging skills is a must.
• Knowledge of CRM BOL / GENIL concepts and OO programming concepts used in SAP CRM 7.0.
• Comprehensive knowledge of CRM ISU Data Model.
• BSP configuration and design skills are vital.

Desirable skills/knowledge/experience:

• Knowledge of capabilities provided in CRM Ehp2 would be an added advantage.
• Knowledge in the following specific areas is desirable:
• A solid technical background with excellent ABAP debugging skills
• OpenText Streamserve
• Testing (HP Quality Centre 11.0 Enterprise)
• Experience with SMART projects and/or AMI/MDMS experience.
• Experience of working on large SAP projects.
• Experience of all phases of project lifecycle.

Rewards & Benefits

TCS is consistently voted a Top Employer in the UK and globally. Our competitive salary packages feature pension, health care, life assurance, laptop and access to extensive training resources and discounts within the larger Tata network.

We offer health & wellness initiatives and sports events; we are the proud sponsor of the London Marathon and partner with our local communities in Ireland.

Diversity, Inclusion and Wellbeing

Tata Consultancy Services UK&I is committed to meeting the accessibility needs of all individuals in accordance with the Ireland Employment Equality Acts as amended) and the Equal Status Acts as amended).

We welcome and embrace diversity in race, nationality, ethnicity, disability, neurodiversity, gender identity, age, physical ability, gender reassignment, sexual orientation. We are a disability inclusive employer and encourage disabled people to apply for this role.

As a Disability Confident Employer, we offer an interview to applicants with disabilities or long-term conditions who meet the minimum criteria for the role. Please email us at

if you would like to opt in.

If you are an applicant who needs any adjustments to the application process or interview, please contact with the subject line: "Adjustment Request" or email to request an adjustment. We welcome requests prior to you completing the application and at any stage of the recruitment process.

Beware of Fraudulent offers

This is to notify you that TCS does not ask for any sort of payment or security deposit from candidates at any stage of the recruitment process. The firm never sends out job offers from free internet email services like Gmail, Yahoo Mail, and so on. TCS has not authorised any third-party company to collect money on their behalf. As a vigilant job seeker, beware of fraudulent recruitment activity and protect your interests You can write to to report any fraudulent activity.

Due to the high volume of applications, we will be unable to contact each applicant individually on the status of their application. If you have not received a direct response within 30 days, then it should be deemed unsuccessful on this occasion.

Join us and do more of what matters. Apply online now.

Business Development Account Management – Full Sales Cycle Role (Account Executive)

• Own the full sales cycle
  from prospecting to closing and account management.
• Fast-track into leadership
  as we expand internationally.
• Collaborate and grow
  onsite with experienced colleagues.

Archer Recruitment is an IT specialist recruitment agency. We partner with leading organisations across a variety of industries (including financial services, pharmaceuticals, medical devices, and software) to deliver top IT talent. Our Business Development Team is at the forefront of our growth, winning new business, expanding existing partnerships, managing accounts, and driving the company toward its strategic vision.

The Opportunity

We're on an ambitious journey to expand beyond the Irish market, which includes growing our Business Development / Sales Development / Account Management capability. This is a full sales life cycle role, giving you ownership and control from prospecting through to closing, as well as managing accounts to enhance existing relationships.

This is more than just a sales job — it's a
consultative, service-focused role
in a specialist sector with a clear focus. It's also an
accelerated pathway to leadership
, offering the chance to become an influential player within the organisation (all our managers have grown internally).

Why Join Us?

• Ownership & Impact:
  With limitless support and mentorship, you'll manage your own accounts end-to-end, from identifying opportunities to negotiating and closing deals.
• Career Growth:
  Clear pathway to leadership with real progression opportunities; as part of our international expansion programme, you'll be at the leading edge of the company's growth.
• Collaboration & Learning:
  This is an in-office role designed to maximise collaboration. Learn directly from experienced colleagues, contribute to team success, and develop your leadership skills by supporting and mentoring others.
• Specialist Sector:
  Work in a consultative, relationship-driven environment — no "transactional" or "product" sales, just true long-term relationship building.

What You'll Be Doing:

• Identify, prospect, and engage with new clients within a defined industry territory.
• Build and maintain strong, consultative relationships with existing clients to expand accounts.
• Lead the full sales cycle from initial outreach to contract negotiation and closing.
• Work closely with our recruitment consultants to ensure seamless delivery of IT talent to clients.
• Contribute to the strategic growth of the Business Development function and the wider business.

What We're Looking For:

• 2–4 years' experience in B2B sales (Business Development, Sales Development, Account Executive) — consultancy or professional services background desired — with demonstrable progression and achievements.
• Experience managing or contributing to the full sales cycle (prospecting through to closing).
• Strong relationship building or consultative selling skills — ideally from a service-based sales environment.
• Ambition, resilience, and a track record of meeting or exceeding sales targets.
• A collaborative mindset with a desire to learn, grow, and eventually lead.

What We Offer:

• Competitive salary + performance-based incentives.
• Structured career development with a clear route to leadership.
• A dynamic, supportive team environment where your input is valued.
• Exposure to high-value clients and the chance to become a subject-matter expert in IT recruitment.

For more information, contact Saoirse Lawton on or email

At U.S. Bank, we're on a journey to do our best. Helping the customers and businesses we serve to make better and smarter financial decisions, enabling the communities we support to grow and succeed in the right ways, all more confidently and more often—that's what we call the courage to thrive. We believe it takes all of us to bring our shared ambition to life, and each person is unique in their potential. A career with U.S. Bank gives you a wide, ever-growing range of opportunities to discover what makes you thrive. Try new things, learn new skills and discover what you excel at—all from Day One.

As a wholly owned subsidiary of U.S. Bank, Elavon is committed to building the platforms and ecosystems that help over 1.5 million customers around the world to achieve their financial goals—no matter what they need. From transaction processing to customer service, to driving innovation and launching new products, we're building a range of tailored payment solutions powered by the latest technology. As part of our team, you can explore what motivates and energizes your career goals: partnering with our customers, our communities, and each other.

Job Description
Customer Account Management Business Development Representative
The Customer Accountant Management Business Development Representative is a person signing new and additional products with existing clients in order to increase return on investment for our customers and increase our value proposition, turnover and profits. They present the offers and make sales to win new small to medium sized Elavon customer business via telephone or mail. This person also supports processes focused on customers' database maintenance.

You will be at the forefront of driving adoption and revenue growth with our existing customers. Your role will involve hunting new opportunities and identify high-value customer opportunities within a specific geography and portfolio, in some cases where you are working with Customer Account Managers, you will partner with the current account managers to deliver upsell and cross-sell. You will engage with our customers to understand their needs and align where our portfolio of products that can add the most value for our customers.

In this role you will be expected to execute effective campaign strategies across a customer portfolio, you will own the full-cycle sales engagement plan for cross selling & upselling products, from identifying qualified leads to revenue realization. In partnership with the Account Managers, you will identify, and drive opportunity win plans for our existing customers. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals.

You will maintain an in-depth knowledge of our product portfolio and understand our competitors' products. By driving the adoption of our products, you will play a pivotal role in propelling company's revenue growth while helping customers.

Accountabilities

• Identify cross-sell & upsell opportunities within existing accounts, with the help of the Account Managers, understanding their needs & build trusted relationships with such customers to execute sales.
• Expand and exceeds your goals within your designated portfolio
• Present compelling proposals, define pricing model, negotiate, and sign cross-sell & upsell deals
• Own the full sales cycle from contract to revenue realization with the customers. Ensure all signed opportunities go live & ramp according to plan
• Track, analyze, and create reports based on opportunity activity particularly on cross-sell, upsell & migration process using internal CRM tool (Salesforce)
• Competencies -

Drive for Results
Pursues goals with energy and perseverance; rarely gives up before succeeding; works to overcome barriers and challenges to produce desired results; can be counted on to achieve or surpass goals; consistently a top performer among peer group.

Collaboration
Develops good working relationships with others; recognizes and values differences; encourages an inclusive collaborative environment and open dialogue; puts team's goals ahead of personal agendas; shares information openly and transparently; openly supports team members and their efforts.

Agility & Innovation
Demonstrate flexibility in dealing with fast-changing priorities, and different or challenging situations. Help others to continuously improve and achieve results. Explore multiple solutions to overcome obstacles. Anticipate future needs that may affect the team or organization

Talent Development & Engagement
Provides others with a clear direction; Sets appropriate standards of behaviour; Delegates work appropriately and fairly; Motivates and empowers others; Provides staff with development opportunities and coaching; Recruits staff of a high calibre

Risk Management
Appropriately identify and manage risks, in compliance with applicable laws, rules and regulations, and with Company Policy.

Ethics and Trust
Maintain high ethical standards; gain the confidence and trust of others through honesty, integrity and authenticity. Conducts him or herself honestly and ethically; adheres to a core set of values and standards appropriate to the situation and acts; accordingly, is consistent in own words and actions; inspires trust and respect by dealing openly with people; keeps confidences and admits mistakes

Qualifications Required To Perform Your Role

• Fluent in the English language,
• High school diploma or equivalent previous sales experience,
• Telephone sales experience as Telesales Agent or equivalent.
• Self-starter who enjoys searching for new business opportunities, with a passion for building strong customer relationships and internal team relationships.
• Experience selling payments and delivering cross sell campaigns
• Comfortable driving revenue growth and product adoption to exceed program revenue and pipeline targets
• Ability to work independently and as part of a team
• Strong analytical skills with experience in data analysis tools as well as experience in using CRM tools (e.g. Salesforce)
• Excellent communication, presentation, and interpersonal skills
• Ability to manage multiple priorities effectively

This role has been identified as Controlled Function ("CF4) under the CBI Regulations. Accordingly, the Company must be satisfied on reasonable grounds that the role holder complies at all times with the requirements of: a) the CBI's Fitness and Probity Regime and the Conduct Standards (as applicable to the role).

Applicants (and upon joining the Company, employees) agree to permit the Company (or its agents) to conduct such due diligence as it deems necessary to satisfy itself on reasonable grounds that you comply with the aforementioned requirements (as applicable to the role) and that you will provide the Company with all information and/or documentation relating to your qualifications, experience, employment history, financial soundness and other interests that the Company requests for that purpose.

It is the individual responsibility of every employee to maintain a current awareness and understanding of and to fully comply with U.S. Bank's "Code of Ethics". Each employee is also expected to maintain an awareness of the laws, regulations, internal policies and procedures that are appropriate for his/her position

Location
The role offers a hybrid / flexible schedule, which means there's an in-office expectation of 3 or more days per week and the flexibility to work outside the office location for the other days.

This position is not eligible for visa sponsorship.
If there's anything we can do to accommodate a disability during any portion of the application or hiring process, please refer to our disability accommodations for applicants.

Benefits
:

We offer an exciting, fast-paced and diverse working environment with employees of many different nationalities. We provide benefits to help you protect your health and financial security; and give you peace of mind. We also invest in your career growth with development resources that give you the opportunity to stretch and shine.

Posting may be closed earlier due to high volume of applicants.

At U.S. Bank, we're on a journey to do our best. Helping the customers and businesses we serve to make better and smarter financial decisions, enabling the communities we support to grow and succeed in the right ways, all more confidently and more often—that's what we call the courage to thrive. We believe it takes all of us to bring our shared ambition to life, and each person is unique in their potential. A career with U.S. Bank gives you a wide, ever-growing range of opportunities to discover what makes you thrive. Try new things, learn new skills and discover what you excel at—all from Day One.

As a wholly owned subsidiary of U.S. Bank, Elavon is committed to building the platforms and ecosystems that help over 1.5 million customers around the world to achieve their financial goals—no matter what they need. From transaction processing to customer service, to driving innovation and launching new products, we're building a range of tailored payment solutions powered by the latest technology. As part of our team, you can explore what motivates and energizes your career goals: partnering with our customers, our communities, and each other.

Customer Account Management Business Development Representative

The Customer Accountant Management Business Development Representative is a person signing new and additional products with existing clients in order to increase return on investment for our customers and increase our value proposition, turnover and profits. They present the offers and make sales to win new small to medium sized Elavon customer business via telephone or mail. This person also supports processes focused on customers' database maintenance.

You will be at the forefront of driving adoption and revenue growth with our existing customers. Your role will involve hunting new opportunities and identify high-value customer opportunities within a specific geography and portfolio, in some cases where you are working with Customer Account Managers, you will partner with the current account managers to deliver upsell and cross-sell. You will engage with our customers to understand their needs and align where our portfolio of products that can add the most value for our customers.

In this role you will be expected to execute effective campaign strategies across a customer portfolio, you will own the full-cycle sales engagement plan for cross selling & upselling products, from identifying qualified leads to revenue realization. In partnership with the Account Managers, you will identify, and drive opportunity win plans for our existing customers. You will understand detailed business drivers in your forecast and intentionally work the best opportunities that maximize your ability to hit revenue goals.

You will maintain an in-depth knowledge of our product portfolio and understand our competitors' products. By driving the adoption of our products, you will play a pivotal role in propelling company's revenue growth while helping customers.

Accountabilities

• Identify cross-sell & upsell opportunities within existing accounts, with the help of the Account Managers, understanding their needs & build trusted relationships with such customers to execute sales.
• Expand and exceeds your goals within your designated portfolio
• Present compelling proposals, define pricing model, negotiate, and sign cross-sell & upsell deals
• Own the full sales cycle from contract to revenue realization with the customers. Ensure all signed opportunities go live & ramp according to plan
• Track, analyze, and create reports based on opportunity activity particularly on cross-sell, upsell & migration process using internal CRM tool (Salesforce)

- Competencies -

Drive for Results

Pursues goals with energy and perseverance; rarely gives up before succeeding; works to overcome barriers and challenges to produce desired results; can be counted on to achieve or surpass goals; consistently a top performer among peer group.

Collaboration

Develops good working relationships with others; recognizes and values differences; encourages an inclusive collaborative environment and open dialogue; puts team's goals ahead of personal agendas; shares information openly and transparently; openly supports team members and their efforts.

Agility & Innovation

Demonstrate flexibility in dealing with fast-changing priorities, and different or challenging situations. Help others to continuously improve and achieve results. Explore multiple solutions to overcome obstacles. Anticipate future needs that may affect the team or organization

Talent Development & Engagement

Provides others with a clear direction; Sets appropriate standards of behaviour; Delegates work appropriately and fairly; Motivates and empowers others; Provides staff with development opportunities and coaching; Recruits staff of a high calibre

Risk Management

Appropriately identify and manage risks, in compliance with applicable laws, rules and regulations, and with Company Policy.

Ethics and Trust

Maintain high ethical standards; gain the confidence and trust of others through honesty, integrity and authenticity. Conducts him or herself honestly and ethically; adheres to a core set of values and standards appropriate to the situation and acts; accordingly, is consistent in own words and actions; inspires trust and respect by dealing openly with people; keeps confidences and admits mistakes

Qualifications Required to perform your Role

• Fluent in the English language,
• High school diploma or equivalent previous sales experience,
• Telephone sales experience as Telesales Agent or equivalent.
• Self-starter who enjoys searching for new business opportunities, with a passion for building strong customer relationships and internal team relationships.
• Experience selling payments and delivering cross sell campaigns
• Comfortable driving revenue growth and product adoption to exceed program revenue and pipeline targets
• Ability to work independently and as part of a team
• Strong analytical skills with experience in data analysis tools as well as experience in using CRM tools (e.g. Salesforce)
• Excellent communication, presentation, and interpersonal skills
• Ability to manage multiple priorities effectively

This role has been identified as Controlled Function ("CF4) under the CBI Regulations. Accordingly, the Company must be satisfied on reasonable grounds that the role holder complies at all times with the requirements of: a) the CBI's Fitness and Probity Regime and the Conduct Standards (as applicable to the role).

Applicants (and upon joining the Company, employees) agree to permit the Company (or its agents) to conduct such due diligence as it deems necessary to satisfy itself on reasonable grounds that you comply with the aforementioned requirements (as applicable to the role) and that you will provide the Company with all information and/or documentation relating to your qualifications, experience, employment history, financial soundness and other interests that the Company requests for that purpose.

It is the individual responsibility of every employee to maintain a current awareness and understanding of and to fully comply with U.S. Bank's "Code of Ethics". Each employee is also expected to maintain an awareness of the laws, regulations, internal policies and procedures that are appropriate for his/her position

Location

The role offers a hybrid / flexible schedule, which means there's an in-office expectation of 3 or more days per week and the flexibility to work outside the office location for the other days.

This position is not eligible for visa sponsorship.

If there's anything we can do to accommodate a disability during any portion of the application or hiring process, please refer to our disability accommodations for applicants.

Benefits:

We offer an exciting, fast-paced and diverse working environment with employees of many different nationalities. We provide benefits to help you protect your health and financial security; and give you peace of mind. We also invest in your career growth with development resources that give you the opportunity to stretch and shine.

Posting may be closed earlier due to high volume of applicants.

Seeks to deepen relationship with customers during interactions by being customer-focused; connecting the customer to Microsoft executives. Proactively develops a comprehensive understanding of customer industry and identifies opportunities to drive optimization and digitalization solutions. Engages with customers to lead strategic technology transformation. Develops and oversees the execution of account plans for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Sets priorities, focus, and resources and strengthens operations. Expands network of key internal partners to ensure execution of core tasks and account transactions. Orchestrates others to anticipate issues on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise to expand customer relationships. Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customers' business objectives. Develops strategies to secure buy in and execution of plans and aims to identify new opportunities within assigned accounts. Implements strategies to engage stakeholders and sells opportunities and usage of Microsoft solutions. Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in customer industry.

Account Management

Expands network of key internal (e.g., Industry Solutions (IS)) and external partners for accounts to ensure execution of core tasks and account transactions. Grows sales and partner impact and engages mainstream partners to develop and promote mutually-beneficial customer business and technology transformation strategies. Where applicable, shares opportunities outbound with partners, and reviews/accepts opportunities shared inbound. Proactively engages and works with partners' sellers directly to drive non-qualified opportunity momentum and deal closure inclusive of partners.

Anticipates moves within assigned accounts, as well as potential problems and ways to mitigate risks. Determines prioritization of action for multiple assigned accounts based on customer needs, sales-generating importance, growth opportunities, and account risks, all while maintaining a high level of commitment and accountability for assigned accounts. Consults and coordinates with the account management team to make necessary adjustments, determine what actions to tackle first, and re-adjust priorities to respond to pressing and changing demands.

Thinks strategically about customer planning for assigned accounts, setting standards and priorities, outlining where to and how to invest resources of the account management team and other stakeholders, engaging internal and external decision makers on long-term business planning, and anticipating needs of assigned accounts to turn enterprise accounts into strategic accounts. Influences to scale strategic plans (inclusive of partners) and involves senior leadership team. Ensures teams are documenting in the Account Plan.

Develops and oversees the execution of account plans utilizing common sales and delivery methodology for the Microsoft sales organization for multiple accounts to ensure Microsoft revenue targets and customer business needs are met. Drives accountability to deliver on account plans among the extended virtual teams and internal industry experts. Leads extended team and embraces partners to scale business by understanding partner goals and creating an interest in mutual business growth. Ensures achievement of revenue and consumption targets and drives integrated joint account governance through customer plan on regular frequency. Identifies initial stakeholders, customer needs, and customer priorities. Proposes initial Solutions/Sales Plays.

Customer Engagement

Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization through consultative engagement to establish Rhythm of Business (RoB) with customer sponsors to highlight the value of the Microsoft solutions and subsequent Return on Investment (ROI). Seeks to deepen relationship with customers during interactions by being customer-focused and consistently honoring commitments and connecting the customer to Microsoft executives, and partners with them to foster trust and brand growth and loyalty through multiple levels (e.g., managers, executives) of the customer's organization in the assigned accounts. Assists partners in joint-selling by establishing joint desire to create new go-to markets by starting to build relationships in new markets (e.g., Vice President). Leverages digital selling methods (e.g., digital) to grow your network and create a pipeline, consume account-based marketing outputs, and reflect in the engagement strategy in our customer plan.

Proactively develops a comprehensive understanding of the customer's business and technology needs and priorities for each assigned account. Identifies opportunities to drive optimizations and new business and technology solutions based on customer's strategies. Presents solutions and ideas based on customer insights. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. If industry aligned, also develops a comprehensive understanding of the customer's industry.

Understands customer drivers of business transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Proactively mitigate competitive risk. Mitigate competitive risk. Ensures line-of-business wins are captured (e.g., testimonials) for referencing through insightful listening.

Industry Knowledge

Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry teams, industry specific partners) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.

Sales Excellence

Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., customers' sponsors) to expand relationship with decision makers and stakeholders of assigned accounts by leveraging best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. Document and creates stakeholder map in the account plan of the key decision makers, influencers, sentiment, etc.

Seeks customer feedback (both formal and informal) of assigned accounts to identify and understand the drivers of satisfaction and/or dissatisfaction. Leverages internal resources to support customer needs. Orchestrates others (e.g., Customer Success Account Management (CSAM)) to anticipate issues/risks on customer satisfaction, determine the root cause of problems, remove blockers, and establish recovery action plans as need to improve customers' overall experience. Proactively establishes agreement on success measures and manages execution on success measures to prevent need for recovery plans.

Develops value-proposition presentations (e.g., with the use of business cases) and specialized business plans for customers that drive business outcomes to generate business and upsells. Presents business plans to customers to generate new non-qualified opportunities.

Implements strategies to engage relevant stakeholders of assigned accounts and create and/or identify upselling/cross-selling non-qualified opportunities and drive consumption of Microsoft solutions while utilizing common sales and delivery methodology for the Microsoft sales organization.

Educates decision makers of assigned accounts on Microsoft's value proposition aligned to customer's business objectives. Establishes the competitive advantage. Develops plans to offer solutions that satisfy customers' key performance indicators (KPIs) and align the right partner solution for customer industry needs.

Required / Minimum Qualifications

• Master's Degree in Business Administration with professional experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation
  
  OR
• Bachelor's Degree in Business, Technology, or related field with solid professional experience working in a relevant industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education) and/or driving digital transformation
  
  OR Equivalent experience

Additional / Preferred Qualifications

• Master's Degree in Business Administration with extensive professional experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  
  OR
• Bachelor's Degree in Business, Technology, or related field with long-standing professional experience working in an industry (e.g., financial services, retail, manufacturing, healthcare, energy, government, education), driving digital transformation, or other relevant work experience (e.g., consulting, technology)
  
  OR Equivalent experience
• Demonstrated account management experience or equivalent

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Description
Our culture believes in
POWERING YOUR POTENTIAL
. We provide global opportunities to develop your career, make your community a better place and work with today's most innovative thinkers to solve the world's toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That's what
**
is all about.

Strategic Account Manager
In this role, you will have the opportunity to effectively manage the relationship and business strategies for large, complex assigned accounts to grow our share of the customer's wallet and achieve the strategic goals.

Responsibilities
You will be actively involved in developing, managing, and expanding business relationships with assigned accounts, by understanding current and emerging customer needs as well as developing and executing account strategies to grow share with existing accounts and support new business opportunities.
You will also be:
Having the European regional responsibility for designated Global Strategic Accounts

Working with and leading the tendering process with regional sales teams for all proposals, technical submittals, local codes & regulations, and contractual obligations

Utilising industry experience to influence future designs of critical projects in Europe for future Pipelines

Building strong relationships to partner with key departments within the business and the customer organization

Working closely with the project execution team to prepare for future works, resource requirements, and regional coverage

Working closely with the supporting engineering and procurement team on the design evolution of BOP to reduce risk and cost in future projects

Outlining strategy and processes between Cummins and the designated account to assure future business continuity between Cummins and the designated account.

Qualifications
You will ideally have industrial, manufacturing, or project engineering experience within a power distribution/power generation environment with proven experience in the execution of customer-related projects. However, if you enjoy and can evidence a high level of attention to detail, energy, resiliency, and strong communication skills along with an interest in project engineering and already had an electromechanical experience, we'd love to hear from you. Here are some of the other skills and competencies we'd like you to have:

BA degree in Engineering (industrial, mechanical, electrical, electromechanical) or relevant technical discipline;

MA and (or) MBA degree in the technical discipline or social discipline is a plus;

Significant equivalent work experience in a relevant discipline area is required, including previous customer and/or product experience.

Experience in power generation/power distribution areas is essential to the position;

Deep knowledge of Technical Customer Management;

Project management skills and experience;

Fluency in English, as this is our main business language, along with any other European languages (as and advantage)

At Cummins, we are committed to fostering a diverse and inclusive workplace. We provide equal employment opportunities to all qualified individuals, regardless of race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, and/or expression, or any other status protected by law. As a disability confident employer, we strive to make our recruitment process as accessible as possible. If you require any reasonable adjustments to accommodate a health condition or disability, please let us know.
Your journey with us matters
Job
Sales

Organization
Cummins Inc.

Role Category
Hybrid

Job Type
Exempt - Experienced

ReqID

Relocation Package
No

Keeper Security is hiring an experienced and execution-oriented Manager of Account Management to lead a team of high producing Account Managers within our B2B, EMEA sales division. Qualified candidates must permanently reside in Ireland. This is a hybrid position for those living within a commutable distance to our Cork, Ireland office, or fully remote for those living outside a commutable distance.

Keeper's cybersecurity software is trusted by millions of people and thousands of organisations, globally. Keeper is published in 21 languages and is sold in over 120 countries. Join one of the fastest-growing cybersecurity companies and be responsible for overseeing day-to-day sales activities, inspiring achievement of sales targets, and ensuring our sales processes are optimised to drive growth.

About Keeper
Keeper Security is transforming cybersecurity for people and organisations globally. Keeper's intuitive solutions are built with end-to-end encryption to protect every user, on every device, in every location. Our zero-trust privileged access management platform deploys in minutes and seamlessly integrates with any tech stack to prevent breaches, reduce help desk costs and ensure compliance. Trusted by millions of individuals and thousands of organisations, Keeper is the leader for password, passkey and secrets management, privileged access, secure remote access and encrypted messaging. Learn how our zero-trust and zero-knowledge solutions defend against cyber threats at

About The Role
The Manager of Account Management, EMEA will be responsible for managing the large scale, Mid-Market Account Management team. This is a hands-on sales management position, responsible for contributing to predictable existing sales velocity and the professional development of high-performing sales representatives on the team. You will manage the team responsible for client health and adoption of our cloud-based, award-winning cybersecurity platform. This is a highly strategic role within the company, with many touchpoints in the field (both pre and post-sale) as well as internal facing with product management and marketing.

Responsibilities

• Lead, manage and motivate a team of Account Managers focused on actioning renewals, expansions and upsells and driving revenue growth
• Drive revenue retention via a highly efficient, scalable customer renewal engine
• Generate incremental bookings within existing accounts from subscription expansion and upsell of add-on portfolio products
• Help directly manage Tier 1, high priority client relationships
• Collaborate with Customer Support to ensure accurate and complete on-boarding of new clients and lanes
• Partner with Sales to develop strategies and team goals to improve product penetration rates and expand Keeper's footprint within existing customer portfolio
• Proactively monitor assigned client health through quantitative and qualitative means
• Own the optimisation of contracts and other documents supporting renewals
• Scale, recruit, mentor and grow the account management team, ensuring the right structure, talent and processes are in place for success
• Develop and implement sales strategies to meet and exceed monthly and quarterly sales targets
• Monitor and manage individual and team performance, providing coaching, training, and feedback to enhance productivity
• Conduct regular one-on-one meetings with sales reps to review performance, troubleshoot challenges, and strategise for success
• Join customer calls alongside sales reps to provide strategic support, assist in advancing deals toward closure, and deliver real-time coaching to optimise sales conversations and outcomes
• Analyse sales data to identify trends, opportunities, and areas for improvement, ensuring accurate forecasting and reporting
• Collaborate closely with the marketing team to ensure alignment on lead generation, campaigns, and messaging
• Continuously refine and optimise sales processes and tools to improve efficiency and effectiveness
• Maintain a deep understanding of Keeper's product offerings, customer needs, and market dynamics
• Drive a high-energy, positive sales culture that motivates the team to perform at their best
• Ability to travel to and from customer meetings (locally and nationally) & rent and/or operate a vehicle on behalf of the company

Requirements

• 3+ years proven work experience as a Sales Manager
• 3+ years previous work experience in the SaaS industry, Cybersecurity industry experience preferred
• Proven track record of meeting or exceeding sales targets and managing a high-performing sales team
• Strong knowledge of SaaS sales processes, expansions, renewals and CRM systems, Salesforce experience preferred
• Ability to construct, present and execute territory-level sales strategies
• Exceptional leadership, communication, and interpersonal skills, with the ability to inspire, mentor and develop a team
• Data-driven mindset with experience analysing sales metrics to drive decision-making
• Ability to adapt in a fast-paced, ever-changing market environment
• Strong problem-solving skills, with the ability to handle challenges and find creative solutions
• Ability to travel up to 20% of the time
• Bachelor's degree in Business, Marketing, or a related field
• Additional language a plus
• Experience working in IAM industry is a plus

Benefits

• Onsite lunches
• Private healthcare (no wait period)
• Pension contribution (no wait period)
• Sick Pay
• Bike-to-Work Scheme (if local)

Keeper is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.