BlueCat

• Drive the full enterprise sales cycle, including prospecting, qualification, solution development, negotiation, closing, and customer onboarding. • Build and maintain strong relationships with customers and executive stakeholders to drive long-term success. • Generate and close net-new business while expanding existing customer opportunities. • Partner with distributors and channel partners to accelerate pipeline generation and deal execution. • Collaborate with Channel Account Managers (CAMs) on joint selling initiatives to maximize regional growth. • Maintain accurate forecasts, pipeline, and opportunity management within Salesforce. • Partner closely with Sales Engineering to develop solutions that address complex customer challenges and demonstrate LiveAction's value. • Collaborate with Marketing to refine messaging and positioning based on customer insights and market feedback. • Represent LiveAction at industry conferences, customer events, and trade shows.

• Drive Territory Growth • Own a targeted set of Federal accounts and develop strategic territory plans focused on pipeline creation and revenue growth • Prospect, qualify, and close opportunities across both existing and net-new Federal accounts • Build multi-threaded relationships across technical, operational, procurement, and executive stakeholders • Create momentum within strategic agencies through disciplined account planning and consistent customer engagement • Lead Complex Sales Cycles • Manage sophisticated enterprise sales motions from discovery through close • Understand customer environments, modernization priorities, funding paths, procurement models, and competitive landscapes • Navigate Federal acquisition processes and partner-led procurement motions effectively • Build strong business cases aligned to mission outcomes, resiliency, cybersecurity, and operational efficiency • Position BlueCat’s Platform Value • Communicate BlueCat’s value across networking, cybersecurity, automation, cloud transformation, and network observability initiatives • Help customers understand how foundational network intelligence improves visibility, resiliency, security posture, and operational control • Partner closely with Sales Engineering to align technical solutions with agency priorities • Collaborate Across Teams • Work closely with Channel, Marketing, Customer Success, and Leadership teams to accelerate pipeline and drive successful outcomes • Build relationships with Federal integrators, resellers, and ecosystem partners • Maintain accurate forecasting, opportunity management, and territory visibility within Salesforce

• Build and Scale the Federal Business • Own and grow a strategic Federal territory with accountability for pipeline creation, revenue attainment, and long-term account expansion. • Help define and execute BlueCat’s Federal growth strategy across civilian, defense, and intelligence-related opportunities. • Identify whitespace opportunities, emerging initiatives, modernization programs, and mission-driven use cases where BlueCat can deliver measurable value. • Build repeatable sales motions, operational rigor, and territory discipline that can scale as the Federal business grows. • Personally drive strategic opportunities while mentoring and guiding other Federal sellers. • Help onboard, develop, and elevate future Federal Account Executives. • Share best practices around account strategy, pipeline development, Federal procurement navigation, and executive engagement. • Act as a culture leader who brings urgency, accountability, collaboration, and professionalism to the team. • Lead sophisticated, multi-threaded sales cycles from initial engagement through close. • Build relationships across CIO, CISO, networking, infrastructure, operations, and procurement organizations. • Navigate Federal acquisition paths including GWACs, BPA vehicles, GSA schedules, and partner-led procurement motions. • Develop strategic account plans that align technical outcomes with mission priorities. • Articulate BlueCat’s value across network modernization, Zero Trust, cybersecurity operations, cloud transformation, automation, and network observability. • Help customers understand how DNS intelligence, network telemetry, and foundational infrastructure visibility contribute to resiliency and operational awareness. • Work closely with Marketing, Channel, Alliances, Customer Success, Product, and Executive Leadership teams. • Build strong relationships with Federal systems integrators, strategic resellers, and ecosystem partners. • Deliver accurate forecasting, pipeline visibility, and territory planning through Salesforce.

• Generate sales opportunities with new customers via networking & relationship building as part of our overall coordinated sales strategy • Create sales strategies by gathering market information, analyzing opportunities and documenting sales methodology • Own and nurture sales processes. • Manage and overcome objections • Develop and execute on sales plan • Manage and grow customer relationships • Meet and exceed targeted sales quotas • Prepare reports as requested

• Own your territory like a founder • Build self-sourced pipeline through outbound prospecting across phone, email, LinkedIn, and partner introductions • Sell through the channel, not just alongside it • Run the full sales cycle • Build durable relationships • Engage executive and technical buyers • Win as a team • Keep a clean operating rhythm

• Own the end-to-end production workflow - intake, scripting, editing, publishing, and distribution - for product and corporate video content. • Produce product overviews, feature explainers, platform walkthroughs, customer education, launch, and technical storytelling videos that translate complex concepts into clear narratives for enterprise IT and security audiences. • Capture and edit product UI demonstrations and develop storyboards, scripts, motion graphics, visual callouts, and instructional flows, including transitions, diagrams, and overlays. • Ensure content aligns with BlueCat's brand and positioning, and support marketing and communications across campaigns, launches, webinars, social media, events, and executive communications. • Maintain and evolve video templates, standards, and asset libraries for scalability, and publish and optimize content across YouTube, web, social, and sales enablement channels. • Partner with product marketing, product management, communications, demand generation, and creative teams - and with technical SMEs - to identify priorities and understand workflows, use cases, and customer pain points. • Manage stakeholder feedback and revision cycles efficiently while maintaining quality and timelines, and coordinate external freelancers, voiceover talent, or vendors when needed. • Balance technical depth with accessibility for technical and executive audiences, applying instructional pacing and UX thinking so viewers quickly grasp product capabilities. • Create narratives that emphasize customer value, operational outcomes, and real-world use cases, and continuously evaluate emerging video, animation, and AI-assisted production tools to improve efficiency and quality.

Role Description BlueCat is seeking a Sr. Manager, Pricing & Product Line Analytics to lead pricing, packaging, and monetization strategy while owning product line performance and market insights across a hybrid portfolio of on-prem software, cloud-delivered SaaS, and appliance-based offerings. As customers shift toward cloud, automation, and consumption-based models in NetOps, this role will shape how BlueCat captures value, aligns pricing to customer outcomes, and informs product and portfolio investment decisions through data-driven insights. This is a highly cross-functional role partnering with Product Management, Sales, Finance, and Operations to connect market dynamics, product strategy, and financial performance into a cohesive monetization and growth strategy. Key Responsibilities - Define and evolve pricing and packaging strategy across enterprise infrastructure software, SaaS, and appliance-based solutions - Own product line performance analysis, including revenue, growth, margins, attach rates, and lifecycle trends - Conduct market, competitive, and segmentation analysis to inform pricing, positioning, and investment decisions - Translate market and customer insights into actionable recommendations for product strategy and monetization - Lead transitions from perpetual/license-based models to subscription and consumption-based pricing aligned to NetOps use cases - Establish pricing governance, discounting frameworks, and deal structures for enterprise customers and strategic accounts - Partner with Sales on complex enterprise deals, providing data-driven pricing guidance and value articulation - Drive pricing consistency and scalability across global sales channels, partners, and cloud marketplaces - Develop forecasting models and business cases to guide portfolio investment and prioritization - Deliver executive-level reporting that connects product performance, market trends, and pricing outcomes Qualifications - 8–12+ years of experience in pricing, product management, business analytics, finance, or strategy within enterprise technology companies - Direct experience in network infrastructure, security, or enterprise software markets - Experience pricing across on-prem software, SaaS/subscription, and/or appliance-based offerings - Strong analytical skills, including financial modeling, market analysis, and business performance tracking - Proven ability to influence cross-functional stakeholders, including Product, Sales, Finance, and executive leadership - Experience working in organizations undergoing cloud and SaaS transformation Preferred Qualifications - MBA or equivalent experience in strategy or corporate finance - Background in DDI, network observability, network security, or adjacent infrastructure markets - Experience with usage-based, consumption, or hybrid pricing models - Familiarity with enterprise sales motions, deal desk processes, and CPQ systems - Experience supporting public cloud marketplace pricing and packaging - Track record of simplifying and rationalizing complex legacy pricing models into a coherent strategy Benefits - Salary range of $135,000 - $160,000 CAD per year plus participation in a discretionary bonus plan - Comprehensive benefits encompassing health, financial well-being, and overall wellness - Professional Development Budget - Dedicated Wellness Days and Wellness Week - Lifestyle Spending Account - Employee Recognition Program

• Advise Customers on Infrastructure Modernization • Lead consultative technical discovery sessions focused on infrastructure modernization, cloud transformation, operational automation, and resiliency initiatives • Advise enterprise customers on modern DDI architectures spanning hybrid, multi-cloud, and distributed environments • Help customers modernize legacy network services into API-driven, automated infrastructure platforms • Guide customers on operational best practices for DNS, DHCP, IPAM, security integrations, automation, and orchestration • Align technical recommendations to customer business priorities, operational outcomes, and strategic initiatives • Lead proof-of-value engagements focused on automation outcomes, operational efficiency, risk reduction, and infrastructure resiliency • Design and position integrated solutions leveraging BlueCat technologies alongside cloud, security, orchestration, and integration platforms • Support customers with Infrastructure-as-Code strategies, automation frameworks, and API-driven integrations • Deliver technical workshops, executive presentations, and architecture reviews for both technical and business audiences • Partner with Customer Success and Professional Services teams to ensure successful transitions from evaluation through deployment, adoption, and expansion • Collaborate closely with Product Management, Engineering, Marketing, and GTM teams to influence product direction and customer engagement strategies • Provide customer feedback on automation capabilities, API usability, cloud integrations, orchestration workflows, and operational requirements • Contribute to technical enablement content, architecture guidance, field best practices, and thought leadership initiatives • Participate in customer advisory engagements, webinars, strategic events, and industry conferences • Help identify expansion opportunities and additional customer value across the broader BlueCat platform portfolio • Manage technical engagement activity and opportunity updates within Salesforce and collaboration platforms • Support customers through modern remote-first engagement models and be willing to travel when required while maintaining strong executive presence and customer relationships • Collaborate effectively across distributed global teams and partner ecosystems • Continuously expand expertise in automation, AI-assisted operations, cloud networking, infrastructure intelligence, and modern enterprise architectures

• Create engaging training videos using After Effects, Premiere Pro, Camtasia, Audition, and Adobe Creative Suite • Develop animations and motion graphics to simplify complex technical topics • Collaborate with Instructional Designers and SMEs to translate technical concepts into learning content • Edit and enhance training materials for clarity, consistency, and quality • Manage course production timelines and stakeholder expectations • Maintain templates, asset libraries, and e-learning style guides • Publish and manage content within the LMS • Perform quality assurance on all learning deliverables • Use AI tools to accelerate content creation, scripting, and editing workflows • Leverage AI for voice, video, and content enhancements • Identify opportunities to improve efficiency and reduce production cycles • Experiment with emerging tools to enhance learning experiences

• Strategize, execute, and optimize a data-driven demand generation new logo campaign strategy to achieve sales goals for our global mid-market segment • Develop and deploy integrated marketing campaigns, including crafting strategy, aligning internal team members, and keeping on-track with key deadlines • Plan and execute our new logo mid-market focused demand gen webinar program, including overall communications with speakers, technical setup, promotion strategy, and scheduling dry-runs and live hosting • Strategize and execute email nurtures to progress mid-market top-funnel leads to MQL for handoff to SDRs • Develop and manage marketing strategy with consideration for multiple sales channels (i.e. direct sales, channel partners, and strategic partners) • Assist with tracking and execution of conferences and field events, and promotion to drive meetings and engagement at the event • Apply an experimentation mindset to marketing campaigns to drive, test, learn, and optimize • Work with marketers across our team and in our company to ensure proper messaging, timing, and execution of multi-channel campaigns • Develop regional approach to demand generation plans, aligned to regional marketing-sourced pipeline goals for Mid-Market • Align with SDRs on results of marketing campaigns and activities, gain anecdotal feedback, and generate ideas for campaign optimizations • Provide ongoing reporting, campaign insights and pacing toward goal to stakeholders • Document processes in Powerpoint, Sharepoint, and Confluence for transparency, document project management in Monday.com