Cloud Engineer

Payroll Specialist - Specialized Service

Business Development Engineer & Solutions Architect

Public Sector Delivery Lead

Sales Representative

Payroll Supervisor

Strategic Sourcing Analyst

Solutions Engineer, Cybersecurity

Partner Account Manager

Head of Commercial Operations

Responsibilities:&nbsp; <ul><li>Responsible for the implementation, testing, optimization and virtualization of cloud infrastructure across on-premise, cloud and network infrastructure.</li><li>Performs activities pertaining to cloud infrastructure deployment and performance to ensure delivery of cloud infrastructure solutions in alignment with service standards.</li><li>Perform OS and database hardening according to the Authority’s hardening guide.</li><li>Provision of new workload in a Cloud platform.</li><li>Integration of new workload to existing Common Services (eg backup, monitoring, etc).</li><li>Integration of new workload to AD, DNS and DHCP.</li><li>Collaborating with teams to assess current infrastructure and recommend cloud adoption strategies.</li><li>Work with different OEM/Vendor/subcontractor for implementation and integration.</li></ul> Requirements: <ul><li>Degree/Diploma in Computer Science, Computer Engineering or equivalent, although consideration will be given to experience and certifications in lieu of degree.</li><li>Experience in Terraform will be an added advantage</li><li>Minimum 2 to 4 years IT experience.</li><li>Minimum 3 years of experience working as a System engineer within the operations environment.</li><li>Past working experience in Cloud environment is an advantage.</li><li>Excellent scheduling and multitasking skills</li><li>Meticulous and process-oriented.</li><li>Good, hard-working attitude with ability to work well under pressure.</li><li>Good communication skills English (written, spoken).</li><li>Good analytical skills with ability to work with others to resolve problems.</li><li>Good organization skills, with ability to properly document and track information.</li><li>Dynamic, customer oriented, experience working in a fast-paced environment</li></ul> Skills / Knowledge:&nbsp; <ul><li>Proficiency in one or more cloud platforms such as Amazon Web Services (AWS), Microsoft Azure, Google Cloud Platform (GCP), or Oracle Cloud Infrastructure (OCI). Strong knowledge of cloud services, features, and capabilities.</li></ul> Good Knowledge of following products will be advantageous: <ul><li>Linux</li><li>Unix</li><li>Active Directory/DNS</li><li>Good understanding of server, storage and networking concept</li></ul>

Overview: <ul><li>We are seeking a highly skilled Payroll Specialist at our Cluj, Romania office.&nbsp;</li><li>The ideal candidate will be responsible for timely processing of pay for employees working in multiple countries across the region.&nbsp;</li><li>The candidate will be responsible for managing end-to-end payroll process in collaboration with the managed services payroll vendor, perform analysis and generate various reports of payroll results and metrics, while overseeing and guiding payroll analysts through their tasks.</li></ul> Responsibilities: Accountabilities: <ul><li>Liaise with payroll vendors to ensure payroll is processed accurately and on time.</li><li>Facilitate issue resolution for inbound/outbound integration files between the payroll system and third parties.</li><li>Review payroll output reports and distribute them to key stakeholders as necessary (e.g., bank file, GL file, tax remittance).</li><li>Continuously review and improve payroll processes and procedures to enhance efficiency, reduce errors, and improve service quality.</li><li>Calculate wages based on hours worked and administer payments to employees by processing payroll cycles regularly (e.g., weekly, bi-weekly, monthly).</li><li>Maintain accurate records of payroll transactions, employee information, hours worked, leave balances, and deductions.</li><li>Ensure compliance with federal, state, and local tax laws and regulations, including accurate calculation of taxes, benefits, and other deductions.</li><li>Prepare and submit payroll reports, such as tax filings, wage summaries, and contributions to retirement or health plans.</li><li>Address and resolve payroll discrepancies while answering employee questions regarding wages, deductions, and payroll policies.</li><li>Coordinate with human resources or timekeeping departments to verify employee hours and manage attendance records.</li><li>Assist with internal and external audits by providing payroll records and documentation as needed.</li><li>Handle sensitive and confidential information with discretion, adhering to privacy laws and company policies.</li><li>Identify opportunities for process improvements to enhance payroll efficiency and reduce errors.</li><li>Coordinate with benefits providers and manage employee enrollment in benefits programs related to payroll deductions.</li></ul> Requirements: <ul><li>A bachelors degree in accounting, finance, business administration, or a related field is often required (MBA preferred)</li><li>Around 2-3 years of relevant experience with processing payroll for multiple countries and / or large populations</li><li>Experience with third party payroll vendor management</li><li>Familiarity with federal, state, and local payroll regulations, tax laws, and compliance requirements</li><li>Experience with Workday and ServiceNow platforms and services</li><li>Verbal and written communication skills for interacting with employees and explaining payroll-related information</li><li>Ability to analyze payroll data, prepare reports, and make recommendations based on findings</li></ul> Preferred: <ul><li>Understanding of process improvement methodologies to enhance payroll operations and efficiency</li><li>Willingness to stay updated with the latest payroll practices, technologies, and regulatory changes</li><li>Good interpersonal skills to work collaboratively with other departments, such as human resources and finance</li><li>Ability to handle sensitive and confidential information with discretion and integrity</li></ul> Technical knowledge and skills: <ul><li>Experience with timekeeping systems</li><li>Experience with configuring ServiceNow HR Service Delivery to manage payroll inquiries and service requests</li><li>Skills in managing and analyzing payroll data within ServiceNow, including reporting on service requests and payroll discrepancies</li><li>Proficiency in Microsoft Office applications</li><li>Understanding of basic accounting principles and practices as they relate to payroll, such as general ledger entries and reconciliations</li><li>Familiarity with Human Resource Information Systems (HRIS) and their integration with payroll systems</li><li>Understanding of basic accounting principles and practices as they relate to payroll, such as general ledger entries and reconciliations</li></ul> Languages:&nbsp; <ul><li>Fluency in English and proficiency in at least one additional language (French, Italian, Spanish, Romanian, or Czech), both spoken and written, is required.</li></ul>

Responsibilities: Systems / Technical Interaction with the Customer (50%) <ul><li>Serve as the technical interface between the customer and the company, providing expert support, consulting, and technical advice.</li><li>Identify current and future customer needs using application knowledge, and recommend suitable solutions.</li><li>Engage in the early stages of customers’ design cycles to influence product/platform planning.</li><li>Support new product development by offering conceptual design and modeling.</li><li>Collaborate with sales and product management to prepare and present proposals, including product selection, design solutions, specifications, and project objectives.</li><li>Ensure on-time delivery of product samples, design support, and product verification to customers.</li></ul> Market Sensing &amp; Strategy Development (50%) <ul><li>Actively hunt for new business opportunities by aligning customer needs with the product and technology roadmap.</li><li>Develop a strong network of contacts within customer organizations to foster collaboration and build trust.</li><li>Analyze customer strategies, technology roadmaps, market trends, and competitors to identify and create innovative solutions.</li></ul> Requirements: Education: <ul><li>4-year technical or business degree required; advanced degree preferred.</li></ul> Experience: <ul><li>8+ years of experience spanning business, sales, and engineering functions.</li><li>Fiber optics product knowledge is essential.</li><li>Aerospace &amp; defense market knowledge preferred.</li><li>US ITAR clearance required (must meet eligibility criteria).</li><li>Demonstrated strong organizational skills and a commitment to business success.</li><li>Excellent communication and presentation skills with the ability to simplify complex concepts.</li><li>Highly result-oriented with a proactive and accountable work style.</li></ul>

Overview: <ul><li>This role is responsible for planning, directing, and reviewing deliverables to clients as per schedule and budget, with a focus on quality, innovation, productivity and customer satisfaction within the overall guidelines, processes and norms .</li><li>Should have strong knowledge and demonstrate experience on Estimates methodologies, FP, SMC and should be able to drive programs using both Waterfall and Agile methodologies.</li><li>Should participate in Enterprise Architectural POC discussions.</li><li>Build scale of talent, show case results of cross skilling and upskilling of talent across functional areas.</li><li>Should own and drive SLA and SLO (Service level Agreements and Objectives) and take bottom-line on penalty and reward structure.</li><li>Be answerable to the customer and internal leadership on Governance and drive delivery excellence.</li></ul> Responsibilities: Service Delivery Management(40%): This is a major part of the overall responsibility of this role, involving the following: <ul><li>Creating delivery efficiency models with focus on profitability through quality, productivity gains and customer satisfaction and ensure execution of projects in a timely manner within budgets.</li><li>Review and monitor lifecycle processes for critical projects and oversee compliance for all other projects on parameters such as schedule and effort overruns, customer issues, quality parameters, account level operating margins, risks, etc.</li><li>Drive operational excellence by implementing innovative and value-based delivery models leveraging IP as well as 3rd party partnerships</li></ul> Driving Operational Excellence(20%): This part is to focus on: <ul><li>Defining /refining the dashboards to capture all the key parameters of importance, set up systemic mechanisms that monitor them continuously and consistently use these to ensure operational health and timely remediation of any operational risks</li><li>Continually improving systems and processes that provide analytical intelligence on operating parameters and drivers to the team Productivity and Quality efficiencies</li></ul> Contracts / new SOW Reviews and Customer Relationship(20%): This involves: <ul><li>Establish and follow processes to transform client business through new engagement models, provide insights to the sales team during scoping and reviewing complex programs</li><li>Growing business from existing customers by helping mine opportunities through delivery relationships.</li><li>Review of C-SAT results and drive the improvement of the same within the Delivery organization Own Governance SLA, SLO, Risk and Reward structure</li></ul> Capability &amp; Talent Development(15%): In this function, main responsibilities would be: <ul><li>Providing thought leadership in the domain and positively influence the market analysts for branding through business value articulation</li><li>Enhancing capabilities to meet market demands by defining initiatives to build new capabilities and to encourage innovation</li><li>Ensuring the recruitment of right talents, high level of employee engagement and satisfaction</li><li>Deploying robust performance management processes with competency and career development opportunities to engage, retain and develop a committed and skilled workforce Building scale</li></ul> Organization and Unit Initiatives (5%): This role will also need to: <ul><li>Ensure successful implementation of strategic initiatives across the organization by creating an action plan</li><li>Deploy resources and track achievement of specific outcomes within agreed timelines and overall plan of the initiative</li></ul> Requirements:&nbsp; <ul><li>Degree in Information Technology/Computer Science</li><li>20+ years of experience in ITSM, service delivery management, project management, vendor management, etc</li><li>Strong delivery planning, risk management, and resource allocation skills.</li></ul>

Role Overview: <ul><li>As a Sales Representative, you will be responsible for promoting our pharmaceutical products to healthcare professionals and establishing strong relationships with key stakeholders.&nbsp;</li><li>Your role will be pivotal in driving sales, increasing product awareness, and ensuring that our products are well[1]positioned in the market.</li></ul> Responsibilities: Product Promotion:&nbsp; <ul><li>Effectively promote and detail products to healthcare professionals, including doctors, pharmacists, and hospital staff.</li></ul> Sales Targets:&nbsp; <ul><li>Achieve and exceed sales targets and objectives by implementing strategic sales plans and utilizing effective sales techniques.</li></ul> Relationship Management:&nbsp; <ul><li>Build and maintain strong, long-term relationships with healthcare professionals to enhance product visibility and brand loyalty.</li></ul> Market Analysis:&nbsp; <ul><li>Monitor market trends, competitor activities, and customer feedback to identify opportunities and address challenges.</li></ul> Educational Support:&nbsp; <ul><li>Provide accurate and relevant product information, including clinical data, benefits, and usage guidelines to healthcare professionals.</li></ul> Reporting:&nbsp; <ul><li>Maintain accurate records of sales activities, customer interactions, and market trends. Prepare and submit regular reports to management.</li></ul> Compliance:&nbsp; <ul><li>Ensure adherence to regulatory requirements and company policies during all interactions and promotional activities</li></ul> Requirements: <ul><li>Bachelor’s degree in Life Sciences, Pharmacy, Medicine, Nursing, or a related field.</li><li>Minimum 1 year proven experience as a Sales Representative or in a similar role within the pharmaceutical and/or diagnostic industry.</li><li>Strong understanding of pharmaceutical and/or diagnostic products, industry regulations, and healthcare practices.</li><li>Excellent communication, presentation, and negotiation skills.</li><li>Ability to build and maintain professional relationships with healthcare professionals.</li><li>Proficiency in using CRM software and MS Office Suite.</li><li>Valid driver’s license and willingness to travel within the assigned territory</li></ul>

Responsibilities: <ul><li>Manage Payroll teams to ensure effective and efficient operations within the defined processes.</li><li>Support the development and execution of Global Business Services (GBS) policies for Payroll.</li><li>Work closely with Global Payroll Lead</li><li>Track and measure performance against key performance indicators (KPIs) and service level agreements (SLAs).</li><li>Assist with people management activities within the payroll team.</li><li>Drive continuous improvement in Payroll business process performance.</li><li>Serve as a point of escalation or backup for Payroll team members.</li><li>Ensure compliance with federal, state, and local payroll laws and regulations, staying updated on legislative changes.</li><li>Manage and maintain the payroll system, including selecting and implementing new software or upgrades.</li><li>Act as the primary contact for resolving complex payroll issues and inquiries from employees, management, and external agencies.</li><li>Assist in budget preparation and monitor payroll-related expenses.</li><li>Maintain strict confidentiality regarding payroll and employee information.</li><li>Collaborate with HR, finance, and other departments to ensure accurate payroll-related data.</li><li>Provide support during internal and external audits by supplying necessary payroll records and documentation.</li><li>Continuously review and enhance payroll processes to improve efficiency, reduce errors, and elevate service quality.</li></ul> Requirements: <ul><li>A bachelors degree in accounting, finance, business administration, or a related field is often required (MBA preferred)</li><li>6+ years or relevant experience in payroll, time &amp; attendance and vendor management and 2+ years in a people manager role</li><li>Experienced in payroll processing and administration, with a demonstrated track record of increasing responsibility</li><li>Experience with Workday and ServiceNow platforms and services</li><li>Thorough understanding of federal, state, and local payroll regulations, tax laws, and compliance requirements</li><li>Ability to analyze information, prepare reports, and make recommendations based on payroll data</li><li>Ability to handle sensitive and confidential information with discretion and integrity</li></ul>

Responsibilities: <ul><li>Create a supplier sourcing strategy, under strong consideration of customer needs, that defines strategic suppliers into grow, fix and exit suppliers and maintains product footprint, incl. “make or buy”-analysis.&nbsp;</li><li>Develop suppliers per business requirement with cross functions&nbsp;</li><li>Drive the attainment and improvement of relevant procurement KPI’s, incl. Material Productivity (CMP), Lead time performance, delivery (STR/STC), and Quality (DLPM).</li><li>Responsible for improving material productivity by maintaining 125% material pipeline, CMP, TEBIT and WAV analysis</li><li>Drive cost reduction opportunity with engineering team, lead VA/VE projects</li><li>Responsible for contracting of supplier commercial agreements, incl. bailment, inventory management and supply agreements.&nbsp;</li><li>Responsible for preparing RFQ’s, utilizing E-Tools, awarding new business and negotiation all raw materials, components, and tooling</li><li>Lead the optimization of the Supplier Footprint, incl. setup of new suppliers, reducing number of supplier and resourcing activities</li><li>Collect and maintain capabilities and capacities of suppliers to avoid constraints</li><li>Accountable for info record and PO accuracy and communicate relevant data to tactical buyer, incl. lead time, price and MOQ</li><li>Responsible for conducting QBR’s with strategic suppliers and the drive of respective corrective actions</li><li>Ensure and Drive MOQ optimization for material/components (incl. finished goods) used by the&nbsp;</li><li>plant for production and establish supplier agreements, e. g. VMI, EDI, consignment, Scheduling Agreements frame order review, blanket PO)</li><li>Responsible for calculating impact and getting the PIA approved</li><li>Ensure data on OV tools is captured and delivered to finance.</li><li>Conduct risk assessments for new suppliers and legacy suppliers not done yet.</li><li>Ensure that all suppliers meet requirements for compliance (RoHs, Reach, conflict minerals, supplier portal usage)&nbsp;</li><li>Drive the usage of the of the Supplier Portal by utilization of tactical buyer department</li><li>Work with team on ISO Related documents, process and compliance check on regular frequency</li><li>Support the tactical buyer in the following tasks: inventory management components, manage outside product, and block invoices</li></ul> Requirements: <ul><li>Bachelor’s Degree Bachelor or above, Engineering background - Mechanical Engineering preferred</li><li>5+ years’ years’ experience in sourcing area&nbsp;</li><li>Experience in mechanical, Stamping, Machining, especially for plastic part</li><li>Excellent problem-solving skills, analytical skills, and communication skills&nbsp;</li><li>Ability to demonstrate strong customer focus and continues improvement attitude</li><li>Strong project management skills and ability to multi-task&nbsp;</li><li>Ability to work in a matrix environment with multi-cultural teams</li><li>Ability to create competitive strategies and plans, broad knowledge of strategies and tactics of the marketplace, knows trends&nbsp;</li><li>Knowledge of regional and global supplier base for relevant commodities</li><li>Advanced knowledge in the use of SAP and Microsoft Office, i.e. Excel, Outlook, Word, PowerPoint</li><li>Fluent English at negotiation level,&nbsp;</li><li>Integrity, Accountability, Teamwork, Innovation</li><li>Proactive, detailed-oriented</li></ul>

Responsibilities: Technical Expertise: <ul><li>Demonstrate a deep understanding of cybersecurity principles, industry trends, and best practices.</li><li>Use your knowledge to clearly convey the value and capabilities of our cybersecurity solutions to potential customers. </li><li>It should be wide-ranging across technology stacks including networking, cloud, and application infrastructures as well as having a good understanding of the cybersecurity vendor landscape.</li></ul> Solution Presentations: <ul><li>Collaborating with the sales team to deliver compelling presentations and demonstrations of our cybersecurity offerings.</li><li>Tailor your presentations to address the specific needs and challenges faced by our diverse customers, ensuring that our solutions align with their requirements.</li></ul> Relationship Building: <ul><li>Establishing deep relationships with prospective customers, including key partners and decision-makers.</li><li>Actively listen to their concerns, understand their goals, and provide personalised solutions that promote diversity and inclusivity within their cybersecurity strategies.</li></ul> Requirements Gathering: <ul><li>Conducting detailed assessments of customer needs, challenges, and existing cybersecurity frameworks.</li><li>Work closely with customers to identify areas for improvement, highlight potential risks, and propose tailored solutions that address their specific requirements.</li></ul> Teamwork <ul><li>Collaborating with cross-functional teams, including product management, engineering, and marketing, to provide input on product development, market trends, and customer feedback.</li><li>Contribute to a culture of diversity and inclusion within our organization, promoting equal opportunities for all.</li></ul> Requirements: <ul><li>Excellent understanding of cybersecurity concepts (ex. NG Firewall, NG IPS, ZeroTrust, etc.), technologies, and best practice</li><li>Consistent track record in a pre-sales or technical sales role within the cybersecurity industry</li><li>Bachelor’s degree or equivalent experience in Cybersecurity, Computer Science, or a related field is highly preferred</li></ul>

Role Description: <ul><li>Join our dynamic Channel Sales team, where we develop and manage strategic partnerships with leading industrial automation companies.</li><li>Our mission is to drive IT infrastructure sales through collaboration and innovation.</li></ul> Responsibilities: <ul><li>As a Channel Sales Manager, you will play a crucial role in expanding our market reach by building relationships and negotiating agreements with key Industrial partners.</li><li>Your efforts will directly contribute to our growth in the manufacturing and automation sectors.</li><li>Develop and execute channel sales strategies to maximize revenue.</li><li>Act as the primary liaison between our company and strategic partners.</li><li>Drive sales of IT infrastructure solutions through channel partners.</li><li>Collaborate with internal teams to develop joint go-to-market strategies.</li><li>Track partner sales performance and regularly report on KPIs.</li></ul> Requirements: <ul><li>10+ years of experience in channel sales, partner sales, or business development.</li><li>Proven track record in selling IT infrastructure solutions.</li><li>Industry knowledge of industrial automation and manufacturing.</li><li>Strong negotiation and relationship-building skills.</li><li>Willingness to travel as needed.</li><li>Existing relationships with Industrial Automation companies</li><li>Understanding of Industry 4.0 and industrial cybersecurity.</li><li>Experience with reseller, VAR, or OEM agreements.</li><li>Technical certifications in networking, cloud, or cybersecurity.</li><li>Strong communication and problem-solving skills.</li></ul>

Reponsibilities: Product Level Strategy <ul><li>Market data and internal financials</li><li>Strategy (gain share, hold share, rationalize volume, improve price, etc.)</li><li>Target share</li><li>Inventory targets based on market dynamics, product strategy, etc.</li><li>Provides input for Product Champions</li><li>Decision-making for Day-to-day Commercial Operations</li><li>Incorporate Product Strategies while leading/making the following decisions:</li><li>Order processing</li><li>ROFR responses</li><li>New business bids</li></ul> Rolling 12-month forecasts <ul><li>New Product Intel and Near-term Launch Evaluation &amp; Tracking</li><li>Maintain master database of future product pipeline information at the customer level.</li><li>Share with Portfolio as needed.</li><li>Assess the right frequency of pricing &amp; volume intel requirements</li><li>Interpret the accuracy of intel based on existing data points and those gathered via subscriber information (IQVIA, export data, etc.)</li><li>Rolling 12-month New Product Launch Prioritization and Planning</li></ul> Tracking results vs. business case on new launches <ul><li>Provide leadership for Product Management, Pricing/Contracts, Customer Service, Forecasting and Marketing</li><li>Identify/execute process improvements, including IT solutions</li><li>Manage all aspects of OTB strategies &amp; tactics (price, vol, production)</li><li>Improve UPS execution and shipping costs while analyzing other 3PLs</li></ul> Requirements: Qualifications Education &amp; Experience <ul><li>Minimal acceptable level of education, work experience and certifications required for the job</li><li>Bachelor’s or master’s degree preferred</li><li>10 plus years related work experience in the pharmaceutical industry, preferably generics</li><li>Excellent computer skills, including data collection experience</li></ul> Knowledge&nbsp; <ul><li>Proficiency in a body of information required for the job e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.</li><li>Industry/Customer recognition</li><li>Financial acumen</li></ul> Skills &amp; Abilities <ul><li>Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific (e.g. coaching, negotiation, calibration, technical writing etc.)</li><li>Interpersonal Skills - Focuses on solving conflict; Maintains confidentiality; works well in a collaborative environment</li><li>Adapts to changes; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent changes or unexpected events. Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyones efforts to succeed.</li><li>Analytical - Synthesizes complex or diverse information; Collects and researches data; Uses intuition and experience to complement data; Designs workflows and procedures.</li><li>Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.</li><li>Oral Communication - Speaks clearly and persuasively in positive or negative situations; listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.</li><li>Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.</li></ul> Physical Requirements <ul><li>Physical &amp; mental requirements (e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.)</li><li>General Office environment</li><li>Occasional Travel</li></ul>

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60 vendor negotiation Jobs found

Cloud Engineer

Payroll Specialist - Specialized Service

Business Development Engineer & Solutions Architect

Public Sector Delivery Lead

Sales Representative

Payroll Supervisor

Strategic Sourcing Analyst

Solutions Engineer, Cybersecurity

Partner Account Manager

Head of Commercial Operations

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Skills

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60 vendor negotiation Jobs found

Cloud Engineer

Payroll Specialist - Specialized Service

Business Development Engineer & Solutions Architect

Public Sector Delivery Lead

Sales Representative

Payroll Supervisor

Strategic Sourcing Analyst

Solutions Engineer, Cybersecurity

Partner Account Manager

Head of Commercial Operations

WhiteCrow WhiteCrow is on a mission to connect companies with the best talent across the globe.

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WhiteCrow is on a mission to connect companies with the best talent across the globe.