Business Development Executive - Cloud

Business Development Executive (Azure Cloud)

Business Development Executive (Denmark)

Senior Database Administrator (Oracle)

Business Development Executive - It Company

Business Development Manager/Director

AWS Team Lead

Senior Lead Engineer/Technical Specialist

Business Development Representative

Business Development Manager

Responsibilities:&nbsp; <ul><li>Develop a strategic approach to identifying new business opportunities.</li><li>Identify and acquire new customers and business opportunities.</li><li>Lead the practice and introduce the technical overview for a specific solution.</li><li>Prepare cost estimates for product licensing and sales, as well as professional services (deployment, migration, implementation, workshops, etc.)</li><li>Develop general solutions, including high-level design, statements of work, service design, and bills of materials.</li><li>Formulate and lead the pre-sales technical/functional support activity to potential customers, ensuring customer satisfaction.</li><li>Provide guidance and expertise in applying the technology/application to the customers business.</li><li>Develop long-lasting, high-quality business relationships with customers, instilling trust.</li><li>Evaluate and monitor projects.</li><li>Improve the organizations market positions and revenue growth by identifying and acquiring new customers and business opportunities.</li></ul>&nbsp;Requirements: <ul><li>3- 5 years of experience in the following areas:</li><li>IT sales experience in identifying new business opportunities</li><li>Design and implement solutions with Microsoft technology: .NET, Azure, AWS, micro services and/or containers.</li><li>Design of the technical strategy for selling modern applications.</li><li>Technical knowledge of cloud-oriented software solutions.</li><li>Communicate and negotiate with manufacturers (Microsoft and/or AWS).</li><li>Overcome or minimize barriers and meet the needs and preferences of key decision makers, using assertive tactics when appropriate.</li><li>Achieve an advantageous result for the client.</li><li>AWS and/or Azure certifications.</li><li>Pre-sales experience.</li></ul>&nbsp;

Responsibilities: <ul><li>The BDE has the ability to effectively manage full sales lifecycle (from lead qualification to creating the sales strategy, preparing offers and contract negotiations</li><li>Drives new business, sales activities at a customer level partnering with the field-based Account Manager (AM)</li><li>Working with the Account Managers to ensure the clients overall strategy and goals are being pursued and achieved</li><li>Building relationships with new and existing clients and securing new business in the assigned portfolio item</li><li>You control the entire sales cycle from the first customer approach to the conclusion of a contract for new customers. For existing customers, the sales cycle is initiated by the account manager.</li><li>Maintaining a very detailed level of knowledge of the assigned portfolio items in order to have meaningful and relevant conversations with clients and prospects</li><li>Prepares cost estimates, proposals &amp; appropriate contracts for Azure solutions &amp; services sales</li><li>Lead negotiations, coordinate complex decision-making processes and overcome objection</li><li>Performance and success measured by Services GP performance Works with technical delivery teams to contribute to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed Delivers customer presentations, workshops and is able to handle RFx and TCOs</li><li>Partner with stakeholders and drive solution marketing activities by preparing and delivering content and messaging.</li><li>Provide feedback to account management on ways to shorten the sales cycle, increase sales, and improve company brand and reputation</li><li>You communicate at eye level with the operational level up to the C-level</li><li>You write "CUSTOMER CENTRICITY" in big letters&nbsp;</li></ul>&nbsp;Requirements: <ul><li>Technical Presales profile with an affinity for driving sales and proven solution selling experience</li><li>Outgoing, confident and highly social</li><li>Ambitious, motivated and results oriented – evidence of consistently exceeding performance metrics</li><li>5+ years or equivalent experience selling products and services across Cloud Solutions (Azure, AWS, GCP etc) , with documented successful sales of enterprise-wide solutions &amp; services (FWP)</li><li>Ability to independently conduct meetings with engineering or management-level in regards to positioning complex solutions &amp; services</li><li>Deep consulting and problem solving skills to analyze and document customer business requirements and pain points</li><li>Able to learn quickly, and keep pace with rapid changes in the defined subject matter- including but not limited to the introduction and deployment of new methods &amp; technologies into Solutions &amp; Services Business</li><li>Essential: Azure Fundamentals. Desired: equivalent for AWS and GCP</li></ul>

Role Description: <ul><li>A BDE is an expert in solving customer problems/business needs. The BDE is responsible for accelerating time to value for our customers and supporting them in their cloud and digital transformation by aligning our solutions.</li><li>He has a good technical understanding and the ability to translate our customers challenges into commercial solutions.</li><li>The BDE identifies, develops and commercialises opportunities for defined portfolio elements in collaboration with account management.</li><li>The focus of the BDE is on new business with new and existing clients.</li><li>For existing clients, the sales cycle is initiated by Account Management.&nbsp;</li><li>New clients have to be acquired by the BDE, but BDEs always work in a team with the account manager.</li></ul> Responsibilities: <ul><li>Build relationships with new and existing clients and secure new business in assigned portfolio elements.</li><li>You will manage the entire sales cycle from initial client approach to contract closure for new clients. For existing clients, the sales cycle is initiated by the Account Manager.</li><li>Working with the Account Managers to ensure that the overall strategy and objectives of the client are followed and achieved.</li><li>Maintain a very detailed knowledge of current trends around AWS to have meaningful and relevant conversations with customers and prospects.</li><li>Working with Pre-Sales Consultant / Technical Architects / Practice Leaders to ensure we are building the right solutions for our clients</li><li>Responsible for the overall proposal and Statement of Work (SoW) and engage the Pre-Sales Consultant on more complex content related to the specific practice</li><li>Provide feedback to account management on ways to shorten the sales cycle, increase revenue and improve the companys brand and reputation</li><li>Managing sales team with the goal of generating deals (from lead qualification to sales strategy creation, proposal creation to contract negotiation)</li><li>You communicate at eye level with the operational level up to the C-level</li><li>You write "CUSTOMER CENTRICITY" in capital letters</li></ul>&nbsp;Requirements: <ul><li>You have several years of professional experience as a (technical) account manager or in sales of technical IT solutions.</li><li>You are very familiar with AWS services.</li><li>You understand the customers needs and speak at eye level with their operational units.</li><li>You are characterised by your excellent communication and presentation skills as well as a confident manner.</li><li>You have a very good customer, service and team orientation as well as strong implementation skills.</li><li>You are willing to travel.</li></ul>

Senior Database Administrator (Oracle)&nbsp;Location: Remote (Italy) Hours: 8 Hours per day.&nbsp;Salary: Competitive&nbsp;Due to expansion our client - a leader in professional information, software solutions, and services for the health, tax &amp; accounting, governance, risk &amp; compliance, and legal &amp; regulatory sectors are currently actively recruiting for a Senior Database Administrator to join a remote team based in Italy.&nbsp;&nbsp;As part of this role your responsibilities will include but limited to: <ul><li>Troubleshoot complex database issues in accurate and timely manner.</li><li>Maintain database disaster recovery procedures to ensure continuous availability and speedy recovery.</li><li>Ensure databases are deployed according to GBS standards and business requirements.</li><li>Identify and resolve database issues related to performance and capacity.</li></ul>&nbsp;To qualify for this role, you should have the following skills:<ul><li>Experienced Database professional with at least 5-8+ years of experience in Database Administration.</li><li>Experience with all aspects of setup, maintenance, troubleshooting, monitoring, and security.</li><li>Experience with Upgrade/Migration of database platforms of On-Prem to cloud solutions a plus.</li><li>Take ownership of and proactively seek to improve on existing systems.</li></ul>&nbsp;What the role can offer you:The ability to be part of a close-knit, international, supportive team, working in a fun environment, who are passionate about Technology and Innovation We are looking for committed, independent and solution-oriented applicants who want to join us in shaping our future.If you are ready to take that next step in your career and would like to have a discreet discussion about this role, please contact me directly at <a href="mailto:brian.greaves@whitecrowresearch.com" rel="noopener noreferrer" target="_blank">brian.greaves@whitecrowresearch.com</a> or via LinkedIn: <a href="https://www.linkedin.com/in/brian-greaves1987" rel="noopener noreferrer" target="_blank">linkedin.com/in/brian-greaves1987</a> or alternatively, apply now!&nbsp;

Job Title: Business Development Executive (IT Software Development)&#10;&#10;Job Purpose:&#10;&#10;The Business Development Executive will be responsible for driving the growth of the companys IT software development services. This role will require the individual to identify new business opportunities, develop and maintain relationships with clients, and exceed sales targets.&#10;&#10;Key Responsibilities:&#10;&#10;Identify potential clients and decision-makers in target organizations.&#10;&#10;Develop and maintain relationships with clients to ensure the companys continued success and growth.&#10;&#10;Create and deliver proposals, presentations, and other sales materials to prospective clients and stakeholders.&#10;&#10;Collaborate with cross-functional teams to develop innovative software solutions that meet customer needs and exceed their expectations.&#10;&#10;Stay up-to-date with industry trends and technologies in order to identify potential new business opportunities.&#10;&#10;Manage the sales process from initial contact to closing deals and ensure that sales targets are achieved.&#10;&#10;Monitor and report on sales performance, market trends, competitor activities, and customer satisfaction.&#10;&#10;Attend industry events, trade shows, and conferences to network and identify new business opportunities.&#10;&#10;Develop and implement marketing strategies to promote the companys IT software development services.&#10;&#10;Qualifications and Skills:&#10;&#10;Bachelors degree in business, marketing, or a related field.&#10;&#10;Proven experience in sales or marketing in the IT software development industry.&#10;&#10;Strong communication, negotiation, and interpersonal skills.&#10;&#10;Ability to work independently and as part of a team in a fast-paced environment.&#10;&#10;Strong analytical and problem-solving skills.&#10;&#10;Ability to manage multiple projects and priorities simultaneously.&#10;&#10;Knowledge of software development methodologies and technologies.&#10;&#10;Proficient in Microsoft Office, CRM software, and other sales tools.&#10;&#10;Experience in lead generation, cold calling, and client management.&#10;&#10;Ability to identify new business opportunities and develop sales strategies to acquire new clients.&#10;&#10;Experience in managing the sales cycle from proposal to closure.&#10;&#10;Good presentation and communication skills, ability to handle objections and negotiation with clients.&#10;&#10;Experience in preparing and presenting sales reports and conducting sales forecasting.&#10;&#10;Ability to work independently with minimal supervision.&#10;&#10;Good time management and organizational skills

Responsibilities:<div> </div><div><ul><li>Achieve and exceed revenue targets on a quarterly basis in a rapidly changing and highly competitive marketplace.</li><li>Focused on achievement of sales strategies and targets through targeting key clients in the Large Enterprise commercial sector, identifying key decision makers and leverage opportunities to promote and sell products and services.</li><li>Drive revenue generation and deliver significant value to clients through identifying opportunities within clients organizations, and gaining an in-depth understanding of client needs</li><li>Leads negotiations, coordinates complex decision-making process, and overcomes objections to capture new business opportunities</li><li>Effectively build and optimize long term, sustainable and profitable relationships with clients</li><li>Identify opportunities, present and sell products and services which are key for clients success</li><li>Keep abreast of competition, competitive issues and products</li><li>Provides training to customers and partners regarding software publisher contracts and optimal usage of agreements post-mortem. Facilitates all communications, order processing, and reporting of customer and partner transactions in territory</li><li>Evaluates software contract spend and utilization in a given organization.&#160; Must be able to optimize spending patterns, technology usage, and implementation strategies.&#160; High level of knowledge of internal organization workings, Information Technology trends.</li><li>Develops strong knowledge of leading industry trends such as electronic commerce, spend management, and technology initiatives by developing proactive professional relationships with software publisher representatives in assigned territory.</li><li>Be the field resource to customers and partners for leading industry volume license offerings from top publishers.</li><li>Submits accurate and timely forecasts that are aligned with assigned sales quotas.&#160; Forecast sales revenue on a monthly, quarterly and annual basis.</li><li>Provides leadership and licensing knowledge to customers, maintains appropriate presence in the software industry community.</li><li>Generates opportunities for meetings with key decision makers to drive sales process.</li></ul><div> </div></div><div>Requirements: </div><div> </div><div><ul type="disc"><li>Bachelor&#8217;s Degree from four year college or university preferred</li><li>Minimum 7 years professional sales experience in high-tech or service-related industry with preferred successful software sales / software licensing experience</li><li>Experience in Solution Selling with emphasis on strong account/territory management</li><li>Experienced selling into large enterprise customers </li><li>Demonstrated experience in selling enterprise software products/services/solutions is a strong advantage</li><li>Proven track record of consistently exceeding corporate objectives and quotas</li><li>Ability to build relationships and quickly develop trust with C-level executives</li><li>Highly motivated and results oriented</li><li>Strong presentation, communication, organization, multitasking, time management skills</li><li>Solid problem solving and consultative skills required</li><li>Ability to work in a fast-paced team sales environment with minimum supervision</li><li>Travel 60%</li><li>Proficient with Outlook, Word, Excel, and PowerPoint.</li></ul></div>

Responsibilities: <ul><li>&nbsp;Manage a team of Cloud Engineers; performance management, developing talent and knowledge;</li><li>Staff planning, workforce management, leading, motivating and coaching, shift schedules preparation;</li><li>Customer Relationship Management – lead regular customer calls and review tickets to ensure service quality is at an acceptable level and work is coordinated effectively;</li><li>Escalation Management – resolve technical as well as customer-initiated escalations. Drive post-mortem meetings and follow-up on the actions agreed;</li><li>Assist in technical decisions around incident and change management, continuous improvement, technological toolset in use;</li><li>Take part in pre-sales discussions to ensure prospects receive a clear picture of the Managed Services System and that the scope and requirements of each project are understood before it is signed;</li><li>Suggest improvements to the customer on-boarding process continuously together with Sales, Professional Services and Engagement Managers to ensure smooth, fast and effective transition of environments to Managed Services.</li></ul> Requirements: <ul><li>Good understanding of technical support in the areas of application, infrastructure, networks, or automation;</li><li>Excellent communication skills with demonstrated ability to find common ground with people of different age, gender, cultural background and on various organisational levels;</li><li>Understands the concept of Infrastructure as Code and has Cloud Practitioner level of AWS understanding as a minimum;</li><li>Excellent customer focus, with very good understanding of the business, successfully managing relationships with 3rd parties.</li><li>Excellent understanding of the ITIL framework and the DevOps methodology.</li></ul> &nbsp;Your language skill<ul><li>Very good level of English&nbsp;- can speak freely and communicate clearly with customers and partners, using the&nbsp;characteristic&nbsp;idioms and expressions of the English language.</li></ul>

Responsibilities: <ul><li>Perform architectural analysis and should know how to design enterprise-level systems.</li><li>Should know how to design and simulate tools for the perfect delivery of systems.</li><li>Should know how to design, develop, and maintain systems, processes, procedures to deliver a high-quality service design.</li><li>Must work with other members of a team and other departments to establish healthy communication and information flow.</li><li>Should know how to deliver a high-performing solution architecture that can support the development efforts of a business.&nbsp;</li><li>Plan, design, and configure the most typical business solutions as needed.</li><li>Prepare technical documents and other presentations for multiple solutions areas.</li><li>Ensure that the best practices for configuration management are carried out as it was needed.</li><li>Must work on customer specifications, analyze them, and conduct the best product recommendations associated with the platform.</li><li>Must initiate a healthy discussion with the client and update them from time to time on the progress of a project.</li><li>Must understand the Company needs and architecture so that he can define the system specifications accordingly.</li><li>Responsible for planning, designing, and developing the solution architecture.</li><li>Must communicate requirements of a system to the IT team.</li><li>Analyze and decide the best hardware and software products for integration.</li><li>Responsible for the assigned program and mentor the other members of a team and support when technical issues arise.</li><li>Ensure that infrastructure and architecture are well implemented.</li><li>Must address technical problems, ideas, and other major concerns from time to time.</li><li>Monitor systems routinely to ensure that all business goals are met as per the user requirements.</li></ul> Requirements: <ul><li>15+ years of overall experience Architecting, building, and maintaining cost-efficient, scalable cloud environments for the organization.</li><li>Minimum of 10 years hands on experience in designing, developing, and deploying complex distributed, serverless, IoT and micro services applications</li><li>Minimum of 5 years hands on experience in implementing distributed applications in a highly virtualized environment of AWS, Microsoft cloud using containerized technologies like Dockers and Kubernetes</li><li>Minimum of 3 years hands on experience in Architecting, designing, and developing serverless applications using pure serverless services and deploying to various environments</li><li>Project experience architecting, implementing, and optimizing core infrastructure, networking and cloud-based services for business teams or consumers</li><li>Understanding of the declarative capabilities of one or more cloud infrastructure providers (i.e. AWS, GCP, Azure) and the ability to build solutions based on these capabilities</li><li>Extensive project experience migrating from legacy systems and deploying complex cloud-based solutions</li><li>Experience of infrastructure components, virtualization technologies, middleware, and SOA</li><li>Be highly technical and analytical, possess significant experience of software development and/or infrastructure and networking implementation.</li><li>Have knowledge in architecting, deploying, troubleshooting, and the operation of highly scalable solutions. Previous experience working directly in customer implementations is highly desirable.</li><li>Have strong verbal and written communications skills in English, as well as the ability to work effectively across internal and external organizations and virtual teams.</li><li>Have executive speaking and presentation skills – including experience delivering formal presentations (to both large and small groups) and white-boarding sessions.</li></ul> Education: <ul><li>BTech degree in Computer Science or related discipline, MTech degree preferred</li></ul> Required Skills: <ul><li>Expertise in developing APIs and data driven applications</li><li>Coding experience in Typescript, Node JS,JS, Database basics, NoSql, GraphQL with AWS app sync, AWS amplify, Document DB, S3 , AWS CDK</li><li>Experience on various unit testing frameworks like Jest or Mocha</li><li>Experience configuring and tuning cloud hosted solutions and platforms</li><li>Experience reviewing and implementing DevOps and Agile standards and practices</li><li>Have a working knowledge of modern software practices and technologies such as agile methodologies and DevOps.</li><li>Experience with Microservices, Functions, Event-driven/reactive programming or other Cloud Native architectures</li><li>Ability to navigate complex organization policies, build trust and credibility with clients</li><li>Strong communication skills and ability to translate complex technical topics to senior stakeholders within the client</li></ul>

Responsibilities:<div> <div><ul><li>Ability to establish and expand relationships with each customer.</li><li>Grows and maintains existing customer and partner relationships through proactive activity.</li><li>Receives incoming calls and makes outbound calls to customers as needed.</li><li>Day-to-day customer and partner requests include licensing knowledge and proposal/quote creation, along with opportunity management.</li><li>Supports the sales effort and updates the database and communicates changes within the company.</li><li>Opportunity creation and management with aligned BDMs and set up customers in internal systems</li><li>Develops strong knowledge of leading industry trends through ongoing training with software publishers.</li><li>Works within agreed customer SLAs</li><li>Acts as a key resource for leading industry volume license offerings.</li><li>Demonstrates ability to close sales and overcome customer objections.</li><li>Works collaboratively with assigned Business Development Manager to develop an overall territory account plan which will maximize opportunities and generate sales activity with customers and partners</li></ul><div> </div></div><div>Requirements: </div><div>-</div><div><ul><li>Bachelor&#8217;s degree from a four-year college or university.</li><li>Professional sales experience preferred but not required.</li><li>Highly motivated and results-oriented; entrepreneurial spirit.</li><li>Detail-oriented with ability to break down projects into smaller tasks.</li><li>General understanding of technology solutions and the IT industry.</li></ul></div></div>

<p class="MsoNormal" style="background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Responsibilities<span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><o:p></o:p>

<ul type="disc">
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Meeting or exceeding each quarter's assigned bookings quotas <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Develop and maintain relationships in named accounts to find,
 build, manage and close sales opportunities on a consistent basis <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Accurately forecast sales by month and quarter and maintain a
 pipeline of opportunities that are sufficient to ensure success on an
 ongoing basis. <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Continually undertake activities that maximise the opportunity for
 all Client solutions in the named accounts <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Managing Client resources to insure internal and external
 customer satisfaction <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Maintaining familiarity with other Client products <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Documenting critical sales activities and conversations in a
 professional timely manner to customers and ensure update of Company's
 solution<o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Demonstrated track record closing complex solution sales</li></ul><div> </div><div>Requirements:</div><ul type="disc">
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">10 years' or relevant experience in a B2C Client sales role,
 consistently exceeding assigned quotas <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Highly disciplined approach to organizing one's activities and
 priorities. <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Fluent with and consistent practitioner of one of the major sales
 process methodologies. <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Naturally consultative in approach evidenced by exceptional ability
 at asking the right questions of the right person at the right time. <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Experienced at building return on investment cases with customers. <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Experience selling at a senior management level (VP/C-level) <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Ability to interact with Technical Buying influences during Product
 demonstrations and evaluations<o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Experience selling solutions comprising consulting, implementation
 and training services <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Excellent communication/presentation and interpersonal skills <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Fluent in verbal and written skills, with excellent phone presence
 and presentation skills <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Ability to work under pressure <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Ability to multi task ... work on multiple major sales
 opportunities simultaneously <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Ability to approach problems analytically and methodically <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Strong negotiation skills (practiced through the entire lifecycle
 of a sales opportunity / customer engagement.) <o:p></o:p></li>
 <li class="MsoNormal" style="color: black; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;"><span style="font-size: 10pt; font-family: &quot;Trebuchet MS&quot;, sans-serif; background-image: initial; background-position: initial; background-size: initial; background-repeat: initial; background-attachment: initial; background-origin: initial; background-clip: initial;">Ability to travel up to 50% of the time.<o:p></o:p></li>
</ul>

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