THE ROLE: Our Global Channels & Alliances team is looking for a Channel Sales Manager to nurture, develop and drive the Go-to-Market Strategy with our LARs (Large Area Resellers) like CDW, SHI, Connection, Insight, World Wide Technologies, and Zones as well as our Elite Regional Resellers & System Integrators in the North America region, collaborating to design and implement enablement plans, revenue and pipeline targets and industry focus. This role will report into the Sr Director of Channel. This person will work with cross-functional teams including sales, partner marketing and partner enablement to build and drive deep engagement with a set of partners. This person must have strong communication, negotiation and influencing skills, confidence in relationship building across functions and at all levels. TASKS AND RESPONSIBILITIES: • Possesses the ability to assess how a partner behaves and understanding of what is meaningful to them.• Drives Sales strategy with partner, including Co-Sell and Partner-Led sales motions. • Ensures Partner is successful in delivering/implementing IGEL Products and Solutions and Services • Builds a Business Plan with the partner around revenue, enablement, industry focus, joint solutions, and customer success. • Focuses on building a funnel, pipeline and forecasting the business. • Builds and manages the enablement plan for partner resources to be skilled and competent in selling and delivering IGEL’s products and solutions. • Develops a strong cadence and governance framework with partner to execute the plan. EXPERIENCE AND QUALIFICATIONS: • Bachelor’s degree. Advanced degrees a plus.• 10 + Years’ experience in Partner Business Development and Enablement working with Resellers and System Integrators. • Prefer individuals experienced in enterprise sales, SaaS solutions. • Empathy for the partner and cross functional stakeholders to drive alignment between the two. WE OFFER: - Health, dental, vision, and prescription benefits (employee premiums covered by IGEL) - 11 company-paid holidays per year - 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service) - Sick time of 10 days per year, with rollover of unused days - 401(k) plan with 100% company match - Paid maternity and paternity leave - Monthly home office allowance - Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals - Employee Assistance Program (EAP) and Financial Wellness tool - Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage - Wellbeing apps, including Rightway, Headspace and Wellhub - Training and development opportunities to advance your career - President’s Club for the highest performing salespeople and overachievers - An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere - A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you! IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws. Additional information: Please click here to access the information according to art. 13 data protection regulation (DSGVO) for applicants

SUMMARY The Edlong Business Development Manager (Southwest) is a sales professional with two main functions: 1) Business Growth and 2) Business Maintenance; ensuring that with the combination of the two functions, delivers the annual sales committed budget for the territory under his/her responsibility, and the expected profitability and growth, according to the Strategic Plan. In the BDM role you will be responsible for driving sales growth and profit by developing and maintaining strong relationships with key clients in the food and beverage industry. You will leverage your extensive industry knowledge and consultative selling skills to identify client needs and provide tailored flavor solutions and build a culture of “customer obsessed” in the organization. Your role will involve strategic planning, market analysis, and collaboration with cross-functional teams to ensure customer satisfaction and achieve sales targets. As Edlong’s BDM-Southwest, reporting directly to the VP US-Canada Business, you will be responsible for procuring, developing, and nurturing business relationships with existing and new customers to position Edlong as a vital resource for finding dairy and dairy-type flavor solutions. Working collaboratively across Edlong’s departments (i.e., Finance, Operations, Logistics, R&D, etc.), the BDM will also be responsible for developing and executing a business plan that meets or exceeds growth objectives and outpaces industry growth. The ideal candidate must be adaptable, have experience in time and territory management, and demonstrate a strong knowledge of sales processes relating to customers and prospects within a selling environment and be able to navigate our customer organization at multiple levels and across multiple functions. Education, Requirements, Certifications - Bachelor’s degree in business, marketing, or a related field, an MBA degree is an advantage. - 5-7+ years of experience in B2B sales, preferably in the food and beverage industry. - Strong understanding of flavor products and market dynamics. Prior experience with flavor sales highly desired. - Excellent communication, negotiation, and presentation skills. - Proven track record of achieving sales targets and driving business growth. - Ability to work independently and as part of a team. - Fluency and basic comprehension in multiple languages is a plus. Knowledge, Skills, and Abilities To perform the job successfully, an individual must be able to perform each essential responsibility satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform essential responsibilities. LANGUAGE SKILLS Ability to: - Fluency and basic comprehension in multiple languages is a plus. - Actively listen to customer needs and respond with appropriate product proposals to meet demands. - Deliver impactful presentations in person and via video-conference to customers, clients, or other employees - Comply with procedures in completing written documentation and compile data into reports and summaries from sales or calls. MATHEMATICAL SKILLS Ability to: - Perform, compute mathematical operations with a calculator, and apply concepts such as fractions, percentages, ratios, and proportions to practical situations. - Perform, compute mathematical operations, and apply concepts such as money, weight, volume, and distance to create and interpret graphs. - Calculate profit margins and prepare annual budgets. - Understand the impact of currency. REASONING ABILITY Ability to: - Work independently to define problems, collect data, establish facts, and draw valid conclusions. - Develop positive customer relationships and respond to inquiries or complaints from customers in a proactive manner. - Interpret an extensive variety of technical instruction in mathematical or diagram form, deal with several abstract and concrete variables. - Handle confidential information in a professional manner. COMPUTER SKILLS Working knowledge of: - Microsoft Office (i.e., Excel, Word, PowerPoint, Teams, SharePoint, and Outlook).  - Corporate productivity and online meeting/web presentation tools.  - CRM tools and internal business software (i.e., Salesforce, ZoomInfo, and LinkedIn Sales Navigator).  PHYSICAL DEMANDS While performing the duties of this job: - The employee is regularly required to stand, walk and sit. - The employee is regularly required to operate a keyboard, calculator and telephone. - The employee is regularly required to lift and/or move up to 10 pounds of product or samples. - The employee will occasionally be required to assist in the assembly and taking down of display booths and equipment. WORK ENVIRONMENT - The work location for this position is within a home office setting and on occasion, from the offices in Elk Grove Village. - This position frequently requires up to 50% travel within sales territories both by air and automobile. - Typical workday attendance will require standard business hours with few unscheduled absences. - This position will also occasionally be involved with working at trade shows and other commercial meetings. The responsibilities described above are intended as a guideline for a particular position with Edlong. Edlong, in its discretion, may assign any employee new or substituted responsibilities as it sees fit without providing prior notice to any employee. ESSENTIAL RESPONSIBILITIES - Develop and execute strategic sales plans to achieve revenue, profit and growth targets. - Build and maintain long-term relationships with key clients and stakeholders at multiple levels. - Conduct market research to identify new business opportunities and trends. - Provide consultative sales support to clients, understanding their needs and offering customized flavor solutions and promote a culture of “customer obsessed” internally. - Collaborate with R&D, Product Development, Marketing, Customer Service, Pricing, Logistics, Regulatory and Operations teams to ensure alignment with client requirements. - Prepare and deliver compelling sales presentations and proposals. - Monitor and report on sales performance, market conditions, and competitor activities to contribute to Edlong’s long-term success, using dashboards and analyzing key metrics (i.e., pipeline progression, win rates, product launch KPIs, and new business developments, etc.) - Generate interest in Edlong’s capabilities by providing best in class support and service while leveraging the company’s expertise. - Develop a strong pipeline of opportunities in salesforce.com or CRM system in key categories (i.e., prospecting, technical events, and international trade shows) and deliver the target win rate. - Translate customer requirements to Edlong’s marketing, applications, and technical team to best deliver solutions and exceed customer expectations. - Expand utilization of Edlong flavors across multiple applications and product categories by developing and nurturing enterprising business with both existing and new customers. - Maintain and organize file documentation related to assigned work to ensure easy access for self- and team. - Develop account plans and drive the execution of them for the top customers, and deliver the sales metrics. SUPERVISORY RESPONSIBILITIES - This position has no supervisory responsibilities. ADDITIONAL RESPONSIBILITIES - Contribute to team efforts, collaboration, and results by following Edlong’s guidelines, supporting departmental objectives, and aligning with the Corporate Mission, Vision, and Strategic goals. - Understand all major business processes within Edlong and work with all levels of the organization. - Maintain and enhance professional and technical knowledge base of Edlong personnel by sponsoring or attending educational workshops, reviewing professional publications, and establishing personal networks to stay up to date on current trends. - Engage in and contribute to Edlong’s marketing campaigns, as requested (LinkedIn, webinars, blog posts, etc.) and execute other duties, as assigned. Salary Expectations: $125,000 to $150,000 plus generous sales commission bonus plan. We provide a comprehensive insurance package, including: - Health, dental, vision, life and company-paid global travel medical insurance - Generous PTO, with addition time to give back and celebrate your birthday - 401(k) matching and profit-sharing - Paid parental leave and time to celebrate the arrival of grandbabies - 529 college savings match - Annual performance-based bonus program - Tuition reimbursement - Matching charitable donations OUR FORMULA - We are fully committed to growth - We take ownership. You are here because you are needed. What you do matters to customers, colleagues and the company. Do your job to the utmost of your ability and realize your impact. Be your best self. Owners’ vs operators, lead by example, dedicated to Edlong, be accountable, calm, strong work ethic. We earn our keep. - We are all in this together - You do not work alone. Understand how you are connected to customers and colleagues. Quickly and freely offer and accept support. At the end of the day, we will rise or fall together. Relationship building, effective listener, warmth, comfort, loving care, likes customers (internal and external), thrives in team environment, not about ego, I got you, highly collaborative, share it all - good, bad and ugly, dependable, loyal, communicates honestly and with respect. - We look for a better way - You can improve anything in your pursuit to create value for our customers and company. Look for waste and ways to do things faster, simpler and better. We act proactively and with a sense of urgency when a better way is found. Organizers, thoughtful, teachers-learners, holistic business mind, can do, is there anything I can do, don't wait to be asked, get it done, closers, steps up, will be done before you need it, problem solvers, hard but smart workers, act with a sense of urgency, always curious. - We enjoy victory and grow from defeat - Freely share the joy of success. When things go wrong, reflect, learn and grow from the experience. Apply the valuable lesson to future opportunities. Never stop learning. Passionate, optimistic outlook, winning, be passionate, driven. We are resilient.

Position: VP Business Development (Silicon Valley) Location: Silicon Valley THE ROLE: A strategic, entrepreneurial leader responsible for expanding IGEL’s global technology ecosystem—with a strong focus on security partnerships and operational technology (OT) software manufacturers. This role builds and scales high-impact alliances with leading software, hardware, and security innovators to deepen enterprise value and accelerate growth. Success in this role requires a forward-thinking, entrepreneurial mindset, exceptional partnership skills, and the ability to influence outcomes across complex organizations. The ideal candidate thrives at defining new opportunities, negotiating strategic agreements, and driving measurable value for IGEL, partners, and customers. TASKS AND RESPONSABILITIES: - Lead IGEL’s strategic alliance strategy across major alliances, including Microsoft, Zscaler, CrowdStrike, Omnissa, AWS, HP, Lenovo, Palo Alto Networks, and additional key security ecosystem partners. - Drive ecosystem expansion with security technology partners—including endpoint protection, secure workspace, identity, and zero-trust platforms—and with OT-focused software vendors supporting industrial, manufacturing, and critical-infrastructure environments. - Identify, evaluate, negotiate, and manage high-value partnerships aligned to IGEL’s enterprise, security, and OT market strategy. - Build joint GTM programs, pipeline initiatives, and roadmap commitments across key alliances. - Scale and strengthen the IGEL Ready Program: onboard partners, manage memberships, run QBRs, and drive monthly pipeline activity across security, ISV, OT, and hardware categories. - Partner with Product, Marketing, Engineering, Sales, and Legal to execute partnership plans and deliver measurable outcomes. - Represent IGEL at industry events, security forums, and OT-focused conferences while modeling servant leadership, integrity, and accountability. EXPERIENCE AND QUALIFICATIONS: - Proven track record negotiating and executing strategic partnerships with major technology, security, and OT software companies. - Strong strategic thinking, business judgment, and analytical capability. - Exceptional communication, executive presence, and relationship-building ability. - High initiative and adaptability in a fast-moving, innovative environment. - Passion for solving big challenges and collaborating with diverse teams. - Travel: 1–2 weeks/month in the U.S.; quarterly in Europe. - Support onboarding and enablement of new IGEL personnel. WE OFFER: - Health, dental, vision, and prescription benefits (employee premiums covered by IGEL) - 11 company-paid holidays per year - 18-22 days of PTO per year (18 days in year 1, 20 days starting in year 2 and 22 days after 5 years of service) - Sick time of 10 days per year, with rollover of unused days up to maximum limit - 401(k) plan with 100% company match - Paid maternity and paternity leave - Monthly home office allowance - Remote working opportunities and flexible working times, so you can combine your demanding work with your personal goals - Employee Assistance Program (EAP) and Financial Wellness tool - Company-paid life insurance policy, long-term disability (LTD), and short-term disability (STD) coverage - Wellbeing apps, including Rightway, Headspace and Wellhub - Training and development opportunities to advance your career - President’s Club for the highest performing salespeople and overachievers - An amazing culture powered by a workplace run on trust, empowerment, and feedback with a positive, inspiring working atmosphere - A highly motivated team that is already looking forward to your support in developing strategies and achieving common goals, together with you! IGEL is an equal opportunity employer and makes employment decisions on the basis of merit. We want the best available person in every job. Our policy prohibits unlawful discrimination based on color, creed, sex, religion, marital status, age, national origin or ancestry, physical or mental disability, medical condition, sexual orientation, or any other consideration made unlawful by federal, state or local laws. Additional information Please click here to access the information according to art. 13 data protection regulation (DSGVO) for applicants

ABOUT GROUP-IB: Founded in 2003 and headquartered in Singapore, Group-IB is a leading creator of cybersecurity technologies to investigate, prevent, and fight digital crime. Group-IB takes a unique approach to combating cybercrime and fraud as a cyber enabled fraud prevention partner. We have capabilities to monitor the adversary at every step of the fraud kill chain and combine that with an investigative DNA. to defend businesses, and citizens, and support law enforcement operations. Group-IB has boots on the ground cyber fraud fusion research capabilities through our Digital Crime Resistance Centers (DCRCs) located in Chile (Americas), Europe, Middle East and APAC regions with local researchers uncovering the latest threats in cyber enabled fraud to strengthen its products and contribution to global cybercrime prevention. Each of us can help make the digital world a safer place. Join us! ABOUT THE ROLE: Group-IB is looking for a financial services sales expert. One that knows Fraud Fight Club, MRC, FS-ISAC and especially the contacts that frequent these industry events. You have the contacts necessary to bring a group of these people together through your partners, or directly, to introduce them to an end-to-end cyber enabled fraud prevention capability. If phishing, account credential compromise, account takeover, social engineering, or Authorized Push Payment fraud are threats your customers have always wanted to solve and this is language you understand, we want to speak with you. As a Business Development Director at Group-IB, you will be will be responsible for driving revenue growth and expanding the company’s presence across the U.S. market, with a strong focus on the financial services sector. You will be generating high-value business opportunities, build trusted relationships with key stakeholders, and promote our advanced cyber enabled fraud prevention solutions. This role is ideal for a motivated, self-starting sales professional who brings a book of contacts looking to solve the above problems, but have yet to find that unique capability that does it end-to-end. YOUR MISSION: - Lead and drive business growth across the United States by acquiring new customers and expanding relationships within existing strategic accounts in the financial services sector. - Develop new business opportunities from the ground up (“greenfield” development), identifying untapped markets, accounts, and revenue streams. - Build and manage relationships with senior decision-makers across the financial services sector and leverage relationships in ISAC, or local communities where your contacts hangout to discuss problems.. - Drive partnership development by identifying, onboarding, and growing strategic alliances with resellers, system integrators, and technology partners across the U.S. - Develop and strengthen a partner ecosystem to support market penetration, solution delivery, and long-term revenue growth. - Proactively generate leads through targeted outbound efforts, partner collaboration, industry events, and strategic networking within priority verticals. - Collaborate closely with internal sales, marketing, and partner teams to align go-to-market strategies and ensure effective qualification and follow-up of opportunities. - Maintain accurate pipeline management, forecasting, and CRM reporting in line with regional and corporate revenue targets. - Position Group-IB as a trusted cyber enabled fraud prevention partner in the U.S. market by delivering consultative, value-driven engagements aligned with local regulatory, compliance, and threat landscape requirements. WHAT SUCCESS LOOKS LIKE: - 8–15 years of professional experience with a strong track record in business development and enterprise sales within the financial services sector (banking, fintech, payments, or insurance preferred). - Proven experience establishing or expanding a U.S. market presence for a new vendor, product line, or region. - Demonstrated success in partnership development, including building and managing strategic alliances that drive measurable revenue growth. - Experience selling high-value, consultative solutions, preferably in cybersecurity, SaaS, or enterprise technology environments. - Strong background in developing and managing partner ecosystems, including resellers, system integrators, and technology alliance partners. - Proven ability to build business independently, including developing greenfield territories, opening new accounts, and creating opportunities from the ground up. OUR WORK ENVIRONMENT & CULTURE: At Group-IB, we believe that employee happiness is fundamental to success. We foster a supportive, inclusive, and dynamic workplace where every team member is empowered to grow. Whether you’re aiming to deepen your expertise, step into leadership, explore new departments, or take your career abroad, we provide diverse opportunities for professional development. Our team is made up of specialists from around the world who bring deep international expertise and thrive on solving complex challenges. You’ll be working with cutting-edge technologies recognized globally by Gartner, IDC, and Forrester, and contributing to projects that span across 60 countries alongside 450+ partners and 500+ clients. We take pride in our multicultural, values-driven culture—where mutual respect, collaboration, and shared goals unite us across borders. And with Group-IB’s continued global growth and financial stability, your career trajectory here can accelerate faster than in most traditional environments. WHAT DO WE OFFER: - Flexible Work Schedule - We don’t believe in fixed hours—what matters is impact, not time spent. You have the freedom to design your own workday in a way that drives results and balance. - Comprehensive Health Coverage - Your well-being comes first. We offer health insurance to support you when it matters most. - Certifications & Continuous Learning - Our team holds over 1,000 globally recognized certifications, including CEH, CISSP, OSCP, and more. Through our incentive program, we cover the cost of professional development—because your growth fuels our innovation. - Meaningful Challenges & Growth Paths - From soft skills development to advanced technical training, a wide range of internal programs help you expand your skill set—and earn recognition and rewards along the way. - Entrepreneurial spirit is encouraged - We value initiative. Whether it’s launching a tech blog, organizing events, building communities, or starting a sports team—Group-IB is a place where bold ideas are supported and celebrated.