BlueCat

• Advise customers on infrastructure modernization • Lead consultative discovery sessions on cloud transformation, automation, and resiliency • Advise on modern DDI architectures across hybrid and multi-cloud environments • Help migrate legacy network services to API-driven, automated platforms • Guide operational best practices for DNS, DHCP, IPAM, security, and orchestration • Align technical recommendations to customer business priorities and outcomes • Deliver business value through technical engagements • Lead proof-of-value engagements around automation outcomes and infrastructure resiliency • Design integrated solutions leveraging BlueCat alongside cloud, security, and orchestration platforms • Support Infrastructure-as-Code strategies, automation frameworks, and API integrations • Deliver technical workshops, executive presentations, and architecture reviews • Partner with Customer Success and Professional Services through deployment and expansion • Drive collaboration and market influence • Collaborate with Product, Engineering, Marketing, and GTM to shape product direction • Provide feedback on automation capabilities, API usability, and cloud integrations • Contribute to enablement content, architecture guidance, and thought leadership • Participate in customer advisory engagements, webinars, and industry events • Identify expansion opportunities across the broader BlueCat platform portfolio • Manage engagements and opportunity updates in Salesforce and collaboration tools

• Collaborate across Sales, Product, Engineering, Customer Success, and Go-to-Market teams to shape customer strategy, influence product direction, and drive long-term customer value throughout the entire customer lifecycle — from evaluation and adoption through expansion and ongoing success. • Lead consultative discovery to uncover customer challenges, modernization priorities, and cloud transformation initiatives, then align BlueCat's capabilities to measurable operational and business outcomes through executive workshops and technical deep dives. • Drive proof-of-value engagements that demonstrate real outcomes — faster troubleshooting, reduced downtime, and automation gains — while guiding customers through evaluation, onboarding, adoption, and expansion. • Architect and position solutions spanning network observability, telemetry analytics, infrastructure automation, and API-driven workflows, tailored to each customer's hybrid or multi-cloud environment and strategic priorities. • Build trusted advisor relationships with technical teams, operations leaders, architects, and executive stakeholders, supporting both pre-sales cycles and long-term customer success outcomes. • Enable channel and strategic partners by strengthening their technical positioning and customer engagement capabilities, and support go-to-market initiatives including events, webinars, and industry conferences. • Influence product and market direction by contributing customer insights, competitive intelligence, and feature feedback to Product Management, Engineering, and GTM teams — including participation in beta programs and advisory engagements. • Operate effectively in a remote-first model maintaining accurate Salesforce engagement updates, collaborating across globally distributed teams, and leveraging modern virtual engagement tools while delivering strong executive presence.

• Lead services forecasting and capacity planning to align resource supply with customer demand • Drive resource utilization and margin optimization, identifying opportunities to improve efficiency and profitability • Own professional services process design and optimization, including standardization and continuous improvement of delivery workflows • Establish services pipeline visibility and backlog management, ensuring proactive planning and prioritization across teams • Develop and maintain services performance reporting, including dashboards and KPIs to support data-driven decision-making • Manage billing operations and escalations, ensuring timely, accurate invoicing and resolution of customer disputes • Identify and mitigate revenue leakage risks across the services lifecycle (from booking to billing) • Own and optimize PS systems and tools (e.g., PSA, reporting platforms), ensuring data accuracy and usability • Establish operational governance rhythms (e.g., forecast reviews, utilization tracking, business reviews) • Lead cross-functional alignment to close process gaps and drive durable solutions – not just recommendations • Drive change management and enablement for new processes, tools, and operational initiatives • Continuously improve customer and internal experience by reducing friction in services engagement and delivery

Title: Software QA Specialist Location: Belgrade Type: Full-Time Workplace: hybrid Category: Software Development Job Description: Have you heard of BlueCat? We’re one of those hidden gems that’s been disrupting the market as a key player in the rapidly growing space of Intelligent Network Operations. Organizations require a new model of network operations that links foundational core services with a deep, predictive understanding of network health and performance to improve change readiness. BlueCat’s Intelligent NetOps is a first-to-market combination of systems of understanding and change. BlueCat enables teams to enhance agility and mitigate risks from high rates of change with a unified management lifecycle, from provisioning to proactive troubleshooting and remediation. At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion. We are seeking a skilled Software QA Specialist with strong expertise in Python automation, performance / scalability testing and Kubernetes. In this role, you will design, implement, and manage end-to-end API integration tests in Python, to ensure our products meet the highest standards of quality and scalability. You will play a key role as a gatekeeper of product quality, enabling the delivery of robust, enterprise-grade networking software solutions. Responsibilities: • Develop and execute test strategies covering functional, regression, integration, performance, and scalability testing. • Design and automate API and system-level test cases using Python/Pytest, integrated into CI/CD pipelines. • Build and manage Kubernetes-based test environments to validate performance at scale. • Conduct and analyze performance/load testing using observability tools (e.g., Grafana). • Validate systems involving data platforms (e.g., data lakes, ClickHouse) ensuring data integrity, performance, and reliability. • Participate in testing of AI-driven systems, including agentic AI workflows, ensuring correctness, robustness, and scalability. • Track and manage test coverage, results, and defects in Jira. • Collaborate with engineering and product teams to ensure requirements are testable and products are release-ready. • Continuously research and recommend new testing tools, frameworks, and approaches. Qualifications: • Bachelor’s degree in Computer Science, Software Engineering, or related field (or equivalent practical experience). • Strong Python automation skills with Pytest, including API and backend testing. • Hands-on experience with Kubernetes in testing or production environments. • Proven experience with performance and scalability testing in distributed systems. • Familiarity with CI/CD workflows (e.g., GitLab). • Strong analytical, problem-solving, and communication skills. Nice-to-Have: • Experience with cloud platforms (AWS, Azure, GCP). • Hands-on with performance/load testing tools (Locust, JMeter, k6). • Experience with AI/ML system testing, including validation of agentic or autonomous workflows. • Experience with UI automation (Playwright, Selenium). • Familiarity with VMware or other virtualization technologies. • Experience testing data-intensive systems (e.g., data lakes, analytical databases like ClickHouse or similar). • Solid understanding of networking concepts/protocols. • Professional certifications (CCNA, ISTQB, etc.). What We’re Looking For: We’re looking for a person who can step up and take ownership of quality at scale, bringing strong expertise in Python automation, Kubernetes, distributed systems, and modern data platforms. Experience or genuine interest in AI system testing, including agentic AI workflows, is highly valued. You are detail-oriented, proactive, and collaborative, with the ability to drive quality initiatives and deliver results in complex, data-driven environments. If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application! Our comprehensive benefits encompass your health, financial well-being, and overall wellness, and we are committed to providing an exceptional work environment, enriching employee programs, and fostering a remarkable company culture. At our core, we champion values such as transparency, curiosity, respect, and above all, the pursuit of enjoyment. In addition, we offer a range of appealing perks, including: A Professional Development Budget Dedicated Wellness Days and Wellness Week A Lifestyle Spending Account An Employee Recognition Program Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team! BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

• Drive Partner Sourced New Logo (PSNL) sales through focused Partners (resellers, MSPs). • Work closely and support the BlueCat sales team who will lead the sales process for each opportunity by ensuring co-sell support by partners. • Drive and grow qualified Deal Registration by leveraging account mapping, enablement, and highly curated field marketing events with partners to deliver pipeline growth within your region • Build and implement strategic growth plans focused on Mid-Market and working with our National DMR Partners (CDW, SHI, Insight, Ahead) • Build and implement Strategic growth plans for our Enterprise focused Regional Partners • Develop strong selling relationships and be viewed as the “Trusted Advisor” with focused BlueCat Partners including forging strategic executive level relationships • Work cross functionally, across internal BlueCat teams to ensure Partner growth and overall success • Drive enablement for assigned partners around product (Sales and Technical), best practices, and marketing • Build and implement growth plans and QBRs for focused Partners • Provide insights to leadership into Partner Pipeline, Deal Registrations and open opportunities • Align and work closely with regional Sales leaders/teams and technical resources • Hit and surpass quarterly quotas and KPIs

• Lead, mentor and develop a high performing team of finance professionals (team of 5) • Own Actuals, Budget, and Forecast for all topline metrics (Revenue, Bookings, ARR, Billings, etc.) and support the Sales & Marketing organization. • Lead annual planning, monthly and quarterly forecasting, management reporting, and business analytics for areas of responsibility. • Oversee commission administration and forecasting, and partner with Revenue Operations on commission plan design and quota setting. • Leverage the FP&A software (Pigment), Salesforce, and NetSuite data to translate business performance into clear, actionable insights. Build and maintain monthly and quarterly financial reporting packages highlighting trends and performance across Sales & Marketing. • Deliver detailed variance analysis and commentary across key topline drivers, including bookings, churn, revenue, backlog, and ARR. • Prepare business cases to support new investments and/or strategic initiatives. • Act as a key advisor to Sales and Operations leaders on commercial terms and business decisions. • Design and implement scalable processes to improve efficiency, accuracy, and business outcomes. • Present financial results and plans to senior leadership and cross-functional stakeholders. • Drive continuous improvement to produce innovation in reporting, planning and analysis. • Additional ad hoc duties as required.

• Lead, mentor and develop a high performing team of finance professionals (team of 5) • Own Actuals, Budget, and Forecast for all topline metrics (Revenue, Bookings, ARR, Billings, etc.) and support the Sales & Marketing organization. • Lead annual planning, monthly and quarterly forecasting, management reporting, and business analytics for areas of responsibility. • Oversee commission administration and forecasting, and partner with Revenue Operations on commission plan design and quota setting. • Leverage the FP&A software (Pigment), Salesforce, and NetSuite data to translate business performance into clear, actionable insights. Build and maintain monthly and quarterly financial reporting packages highlighting trends and performance across Sales & Marketing. • Deliver detailed variance analysis and commentary across key topline drivers, including bookings, churn, revenue, backlog, and ARR. • Prepare business cases to support new investments and/or strategic initiatives. • Act as a key advisor to Sales and Operations leaders on commercial terms and business decisions. • Design and implement scalable processes to improve efficiency, accuracy, and business outcomes. • Present financial results and plans to senior leadership and cross-functional stakeholders. • Drive continuous improvement to produce innovation in reporting, planning and analysis. • Additional ad hoc duties as required.

• 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

• Create, manage, and execute a strategic territory coverage and sales plan that encourages multi-angle access into key accounts, with a focus on achieving revenue goals consistently on a quarterly and annual basis • Meet and exceed established monthly and quarterly revenue objectives • Plan and manage both account and deal strategy. Identify, qualify, orchestrate, and close new business within named existing accounts • Develop a detailed understanding of organizational structure, competitive landscape, and technology stack within entire account list • Implement an effective go-to-market strategy that includes evolving customer requirements, technology and channel partners, funding, marketing strategy, etc. • Prospect into targeted named accounts. Develop and execute field sales campaigns to create demand, work closely with Lead Generation and Sales Engineering resources to build and manage a robust pipeline of new business. • Manage multiple complex sales processes simultaneously • Articulate the BlueCat value proposition to senior IT leaders, effectively identify and quantify customer requirements, highlight ROI and business value through a consultative sales approach • Work within a team environment; manage internal and external resources to execute account and deal strategy and maximize sales efforts and success rate • Establish and maintain strong and referenceable relationships with the range of Enterprise program managers, contract officers, and senior executives in your assigned territory • Forecast accurately and maintain the system of record in Salesforce.com

• Manage and maintain high volumes of commission-related data inputs, including participant information, credit rules, SPIFFs, and manual exceptions, ensuring proper approvals are obtained when required. • Perform end-to-end review of commission processes, including commission calculations, customization, and system integrations. • Generate and distribute monthly commission statements to sales representatives using the commission management software. • Calculate and process commission payments in alignment with monthly payroll deadlines. • Collaborate closely with Revenue Operations, Sales Leadership, and Finance teams to ensure commission data accuracy and integrity. • Address and resolve commission-related inquiries and dispute tickets in a timely manner. • Provide training and ongoing support to sales team members regarding the commission program and related tools. • Conduct variance analysis to identify discrepancies and ensure commission accuracy. • Generate, validate, and post monthly commission accruals in NetSuite within established timelines. • Identify opportunities to streamline commission processes and recommend improvements to enhance efficiency and scalability.