i3 Verticals

• Assist verticals by identifying RFPs/RFIs using corporate tools (GovWin, GovSpend) • Coordinate with EVP, Sales Manager, Account Executive (AE), Finance, Development, and Legal to determine if opportunities are a strategic fit. • All RFPs/RFIs over $100K require a review meeting with Sales Manager, AE, Proposal Manager, EVP, Paul Christians, Lisa Coram, and Alysha Marx. • Once determined to move forward with RFP/RFI - Set up and manage tools (Teams, SharePoint, Salesforce, Loopio, Copilot, etc.) in alignment with the RFP Detailed Process to track and execute responses • Balance workload based on deadlines and priorities as directed by the Sales Manager and/or EVP • Proactively identify and manage risks (contractual, pricing, scope) and escalate as needed • Communicate regularly with Sales Managers and EVPs regarding due date changes, priorities, status, and strategy • Facilitate client communication following the rules set forth within the bid, such as submitting questions within the allotted timeframe. • Monitor and communicate any amendments, deadline changes, or requirement updates • Assign sections to SMEs and provide clear guidance on expectations • Coordinate with Legal, Finance, and Product teams to gather required inputs • Escalate delays or risks impacting deadlines to Lisa Coram and Alysha Marx • Develop, draft, and edit proposal content, including cover letters and response narratives • Tailor responses to align with client requirements, vertical strategy, and win themes (leveraging prior “won” proposals). • Participate in debriefings/lessons-learned sessions after delivery of a proposal to contribute ideas and recommendations towards proposal process improvements. • Maintain overall proposal quality by ensuring: • All questions are fully answered • Requirements are met • Submissions are accurate, consistent, and professional • Maintain, update, and leverage proposal content libraries and tools (Loopio, Salesforce, SharePoint, Copilot) • Set and manage follow-up reminders with AEs, Sales Managers, and EVPs after proposal submission • If approved or requested by the vertical EVP and/or CRO – submit and track the FOIA process on any submitted RFI/RFP’s

Business Development Representative Location: Nashville, TN 37215, USA Job Description: Job Category: Sales & Marketing Requisition Number: BUSIN002206 - Full-Time - Remote - Locations Showing 1 location Remote Nashville, TN 37215, USA Job Details Description JOB TITLE: Business Development Representative DEPARTMENT: Justice Tech REPORTS TO: Vice President of Sales JOB LOCATION: Remote (U.S. based) TRAVEL: up to 10% SUMMARY OF POSITION: Position is responsible for prospecting, qualifying and generating new sales leads to support the Account Executives to include identifying and developing new business prospects from multiple sources, including inbound marketing leads, prospect lists, social media, discovery and individual research. ESSENTIAL DUTIES & RESPONSIBILITIES: - Develop new business via the telephone and mass communication such as, email and social media. - Follow up on leads and conduct research to identify potential prospects. - Proactively research and identify new and existing addressable markets and present campaign ideas to Sales and Marketing leadership. - Build and cultivate prospect relationships by initiating communications and conducting follow-up communications in order to move opportunities through the sales funnel. - Work with the Marketing Manager to develop and grow the sales pipeline to consistently meet quarterly revenue goals. - Manage data for new and prospective clients in CRM, ensuring all communications are logged, information is accurate, and documents are included. - Prepare and analyze sales pipeline reports and dashboards. - Work on other Sales-related projects as requested. MINIMUM QUALIFICATIONS (EDUCATION AND EXPERIENCE): - High School Diploma or equivalent - Minimum of 2-5 years’ experience with sales of SaaS software. PREFERRED QUALIFICATIONS (EDUCATION AND EXPERIENCE): - Bachelor’s degree (B.A. or S.) from four-year College or University preferred Not currently recruiting from California, Colorado, Connecticut, Maryland, Nevada, New Jersey, Ohio, Rhode Island, Washington, or New York Qualifications Education Required High School or better. Experience Required 2-5 years’ experience with sales of SaaS software Equal Opportunity Employer This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights notice from the Department of Labor.

• Follow the organization’s technology architecture vision, strategy, and roadmap in alignment with business objectives • Serve as a technical contributor for one or more products • Communicate delivered solutions clearly and persuasively to audiences ranging from engineers to product owners • Deliver enterprise-scale software solutions that are secure, scalable, resilient, and cost-effective • Conduct technical reviews of existing systems, identifying optimization opportunities, technical debt, and modernization priorities • Troubleshoot and debug issues across full application stack, with guidance from senior team members • Stay informed about relevant technologies through independent research

• Generate new logo revenue using your Public Sector Industry experience • Develop and manage territory outlining strategy and resources • Develop highly respected relationships in client and partner • Act as trusted business advisor to guide clients • Interact with industry consultants to build relationships • Develop written proposals and articulate company value proposition • Effectively manage opportunities and sales activities in CRM system • Manage and leverage relationships with i3 sub-vertical leadership • Utilize i3 team members to achieve business • Meet and exceed monthly, quarterly and annual revenue targets • Coordinate resources and oversee work quality, training, instructing and scheduling work

• Building Relationships: Key Account Managers build and improve relationships with clients, key suppliers, and partners. • Client Engagement: The success of this role will be measured by improved engagement between i3V and the client through KPIs. • Client Satisfaction: They review company practices to ensure clients receive maximum satisfaction from their purchases. • Opportunity Identification: Key Account Managers identify potential opportunities and inform the sales team to follow up. • Product Education: Educating clients about the company’s products, services, and special offers is an essential part of their role. • Issue Resolution: They attend to client complaints and issues to facilitate prompt resolution of issues. • Improving Satisfaction: Conducting customer satisfaction surveys and other inquiries to create a baseline for recommending methods to enhance client satisfaction and engagement. • Collaboration: Working with internal departments to ensure the company meets clients’ expectations. • Salesforce.Com CRM System Usage: Active input of timely and accurate information into the Salesforce customer relationship management system.

• Perform comprehensive testing of new and existing products to ensure they meet user requirements and expectations. • Simulate various user scenarios and workflows to identify potential issues and ensure the product performs optimally in real-world conditions. • Conduct exploratory testing to uncover edge cases and unanticipated user behaviors. • Develop and document detailed test plans, cases, and SQL scripts based on product specifications, user stories, and acceptance criteria. • Execute manual and automated test cases, reporting defects and tracking their resolution. • Collaborate with product owners and developers (Scrum Team) to ensure test cases align with business goals and technical realities. • Participate in product reviews and provide insights into potential areas of improvement from a user perspective. • Continuously monitor and assess product quality throughout the development lifecycle. • Assist in the creation and refinement of product documentation, ensuring it accurately reflects the product’s functionality and user experience. • Work closely with product owners, developers, designers, and other stakeholders to understand product features and technical implementations. • Communicate test results and user feedback clearly and effectively to all scrum team members, facilitating swift issue resolution and product enhancements. • Gather and analyze feedback from users, beta testers, and internal stakeholders to identify common issues and areas for improvement. • Prepare detailed reports on product quality, testing activities, and defect status for review by the product team and senior management.

• Champion the organization’s technology architecture vision, strategy, and roadmap in alignment with business objectives • Serve as the technical lead for one or more products on architectural and development decisions • Establish architectural and development principles, patterns, and decision frameworks that guide your team • Communicate complex architecture and solutions clearly and persuasively to audiences ranging from engineers to product owners and business leaders • Design complex, enterprise-scale software solutions that are secure, scalable, resilient, and cost-effective • Build flexible integrations to facilitate data transformation across internal and external systems • Adopt and extend infrastructure-as-code from reference implementations • Lead proof-of-concept initiatives to demonstrate viability and provide implementation guidance • Conduct deep-dive technical reviews of existing systems, identifying optimization opportunities, technical debt, and modernization priorities • Participate in hands-on development, providing technical guidance and removing blockers as part of an engineering team • Drive initiatives that enhance software maturity, operational excellence, and engineering productivity • Identify opportunities for automation, standardization, and simplification that reduce complexity and increase velocity • Apply coding standards and techniques to build clean, efficient, maintainable, scalable software • Actively participate in code reviews and collaborate with team members to refine system designs and resolve issues • Manage execution of deliverables accurately through the software development life cycle, escalating issues or impediments as needed • Participate in working sessions to demonstrate incremental changes and evaluate readiness for delivery • Collaborate with Product Team by providing technical insight for refinement and planning • Consult with Quality Engineers in resolution of observations and defects • Build and maintain automated tests, including unit and integration tests, to ensure that written code performs as intended • Monitor and support software to meet service-level agreements (SLAs) • Stay informed about relevant technologies through independent research and share insight with the team

• Follow the organization’s technology architecture vision, strategy, and roadmap in alignment with business objectives. • Serve as a technical contributor for one or more products • Apply and enforce architectural and development principles, patterns, and decision frameworks as part of a team • Communicate complex architecture and solutions clearly and persuasively to audiences ranging from engineers to product owners and business leaders • Deliver complex, enterprise-scale software solutions that are secure, scalable, resilient, and cost-effective • Build flexible integrations to facilitate data transformation across internal and external systems • Adopt and extend infrastructure-as-code from reference implementations • Contribute to proof-of-concept initiatives to demonstrate viability and provide implementation guidance • Conduct deep-dive technical reviews of existing systems, identifying optimization opportunities, technical debt, and modernization priorities • Participate in hands-on development, providing technical guidance and removing blockers as part of an engineering team • Identify opportunities for automation, standardization, and simplification that reduce complexity and increase velocity • Apply coding standards and techniques to build clean, efficient, maintainable, scalable software • Actively participate in code reviews and collaborate with team members to refine system designs and resolve issues • Manage execution of deliverables accurately through the software development life cycle, escalating issues or impediments as needed • Participate in working sessions to demonstrate incremental changes and evaluate readiness for delivery • Collaborate with Product Team by providing technical insight for refinement and planning • Consult with Quality Engineers in resolution of observations and defects • Build and maintain automated tests, including unit and integration tests, to ensure that written code performs as intended • Monitor and support software to meet service-level agreements (SLAs) • Stay informed about relevant technologies through independent research and share insight with the team

• Lead and manage a team of product focused software engineering resources to deliver business impact. • Accountable for delivery of product for the assigned product portfolio. • Work with your team to design, develop, test, implement, and support technical solutions across a full stack of development tools and technologies. • Develop a service-oriented team that delivers exceptional business solutions that align with business application requirements in a collaborative manner. • Track key metrics to measure delivery performance and quality. • Frequently collaborate with Product Owners and Team Leads. • Effective decision making, problem solving, and strategic planning for product coding. • Provide leadership, coaching, and mentoring to direct reports to champion a culture of excellence and continuous learning (Winning Behaviors). • Provide technical information required in the preparation of annual budget figures for software development, including resources needed to ensure timely response to needs of business. • Able to anticipate future technology trends and business needs. • Continued education in emerging development trends and technologies. • Build positive relationships with teams and coworkers. • Prioritize team product tasks and epic assignments. • Excellent organization skills and proven ability to complete deliverables. • Ensure standard operating procedures and project guidelines are being met. • Apply corporate and industry security policies across the team.

• Reviews contracts for understanding and adherence to the scope of work • Consults with and partners with internal and external stakeholders to understand customer’s business processes • Confirms environmental requirements and access • Analyzes current state and future state to ensure features and functionality meets scoped requirements • Installs databases and software and configures the solution to meet the customer’s needs • Sets up and conducts solution demonstrations • Creates test cases and runs tests to find and correct errors, and validate the implementation meets specifications • Trains and/or assists with client/end-user training • Provides client support during testing, go-live, and post-go-live • Resolves issues/bugs • Migrates solution to production and performs post-production review • Reviews customer requests for enhancements and engages with the needed departments for scoping and contracting • Works with Support to transition customer solutions to the maintenance phase • Adheres to communication standards to ensure clients are informed of status, progress, and risks/issues • Facilitates internal and external meetings • Maintains positive relationships with both internal and external partners • Creates system or implementation process documentation for internal and external stakeholders