Business Area: Sales Seniority Level: Mid-Senior level Job Description: At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises. Cloudera Sales empowers the world's largest enterprises across every industry to use data to solve some of the most complex challenges that impact businesses, communities and lives. We have a platform that delivers incredible Data and Analytics technology across On- Prem, Public Cloud, and in a Hybrid model. We’re at an exciting point in our transformation as we successfully execute on our strategy. The Cloudera Public Sector sales team is looking for a cleared Enterprise Account Executive for the 4th Estate and Department of Defense accounts. You'll join our relationship-driven team and take charge of developing detailed sales/marketing plans and maximizing sales opportunities to drive results and inspire productivity and teamwork. You will rely on your experience and good judgment to proactively build and exponentially grow accounts and drive year-over-year growth in line with the revenue goals. As a Senior Federal Account Executive you will: - Develop and execute a strategic and comprehensive business plan for your territory, including identifying core customers, mapping the benefits of Cloudera’s solutions to the business requirements. - Strive to understand the customer’s organizational structure and work to achieve alignment. - Accurate forecasting, pipeline creation, regular quarterly revenue delivery, and facilitation of sales enablement and regulate the implementation of agreed account and business plans. - Coach partners, accessing resources within Cloudera to support them on specific opportunities, with the goal of building sufficient capacity to meet customers’ demand for Cloudera-related services and skills. - Develop detailed sales/marketing plans and sales forecasts - Manage time and work flow and create effective call plans - Monitor competition and respond immediately and appropriately - Build an exhaustive network and generate prolific referrals We’re excited about you if you have: - Secret Clearance or the ability to secure a Secret or Top Secret (TS/SCI) Clearance is desired - 7-10 years of successful enterprise software sales - A proven track record of over-quota achievement - Ability to operate in an entrepreneurial environment - Sales Experience with Big Data, Open Source Applications, Enterprise Application Integration, Database and/or Business Intelligence software concepts and products preferred - BA/BS or equivalent educational background What you can expect from us: - Generous PTO Policy - Support work life balance with Unplugged Days - Flexible WFH Policy - Mental & Physical Wellness programs - Phone and Internet Reimbursement program - Access to Continued Career Development - Comprehensive Benefits and Competitive Packages - Paid Volunteer Time - Employee Resource Groups EEO/VEVRAA #LI-Hybrid #LI-KB1

• Proactively identify new business leads via client networking opportunities • Identify, prospect, and develop client decision makers and influencers within target market • Create and manage a strategic account and territory plan for your area of responsibility, outlining specific areas of focus, tasks and activities • Participate and execute on new business sales campaigns • Identify, negotiate and close cross selling opportunities with sales experts in other teams • Present a value based selling approach with Toppan Merrill clients and be able to offer solution advice based around multiple use cases • Conduct professional client presentations across multiple products and capabilities, specifically tailored to the audience • Actively participate in marketing event planning with a view to maximize opportunities within your specific territory, and defining which marketing support you need • Provide clear market feedback to the senior team at Toppan Merrill to ensure we remain in touch with market sentiment • Ensure all paperwork, contracts and reporting requirements are met whilst ensuring you maximize revenue opportunities

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description With 12,000 global employees across 5 continents, The Pharmaceutical Services Group (PSG) offers world-class expertise to help customers of all sizes get high-quality medicines to patients faster. We are an industry leader in drug development, clinical trial logistics and commercial manufacturing through our Patheon brand. With more than 65 locations globally, we provide our clients with integrated, end-to-end capabilities through all phases of development, including API, biologics, viral vector services, formulation, clinical trial solutions, logistics services and commercial manufacturing. The job: Sr. Account Executive - Biotech, Business Development – Clinical Trials Division – New England Location: New England Region US -Maine, New Hampshire, Vermont, Massachusetts, Rhode Island and Connecticut. As an Account Executive, Business Development – Clinical Trials Division, you will be passionate about supporting our customer’s aspirations to bring new treatments to fruition through our Clinical Supply chain. You will drive sales growth in our clinical trials division (CTD) through the development and implementation of strategies to generate sales from new and existing accounts in the assigned geography. You will build an internal network that enables client success. This includes collaborating with both subject-matter-experts within CTD, as well as site leadership and client services support at the site level. An emphasis should be placed on identifying new target clients and target molecules while following through on leads from a variety of sources (including, but not limited to, prospection, inside sales, business development associates and referrals). We anticipate that you will help expand our market share in territory for our services (clinical packaging, labels, distribution, storage, comparator sourcing and clinical demand planning). The successful candidate has the skills to establish relationships with Key Opinion Leaders, client interactions at the C-suite level, and, within our team be able to influence future strategic direction by developing strategic relationships with Biotech customers. Additionally, you will create connections with cross-divisional sales and business units within Thermo Fisher Scientific to ensure an aligned approach to customers. This is a field-based role with responsibility for accounts in the New England region of Biotech within the Clinical Trials Division. You will work from your home office. Regular domestic travel is required, up to 25% of the working time including overnight stays. Candidates can be based anywhere within territory, ideally close to an international airport. What will you do? - New Business Development including identifying new molecule opportunities with new or existing clients through understanding of the market, appointment based strategic selling, leveraging personal network, interaction with other Pharma Services Group (PSG), Clinical Research Group (CRG) and Thermo Fisher Scientific teams, and following up on leads. - Develop a detailed territory plan for your region to optimize performance of the territory - Creating and implementing sales programs for new prospective clients to increase awareness of our service offering and key differentiators from our competition. - Analyze and understand funding mechanisms and sources and flow of funding for the small emerging biotech element of the territory. - Attend tradeshows/ conferences/ seminars to increase awareness of our broader capabilities and as a source of lead generation. - Identify and communicate our value proposition, including opportunities for strategic bundling of our services. - Lead the ongoing relationship with existing clients. - Enable winning quotations and have a key role to play in the contract negotiation phase. - Handle, update, maintain and record all relevant activities in the Salesforce database, and share information and background on prospective clients within the territory to our partners. Who we are looking for: - Experience working within Clinical Supplies Industry is highly desired. - Good knowledge of the clinical drug development process is expected. - CDMO or CRO sales experience a nice to have to drive connections across the industry - Professional background in sales or business development within America’s - Professional presentation skills and ability to network within senior management ranks. - Familiarity working within a matrix environment, both with clients and internally. - Dynamic and highly self-motivated individual, with outstanding interpersonal skills. - Proficiency in SalesForce is preferred. - Ability to establish a functional, home office environment. - Proficient in Microsoft Office products such as Word, Excel, PowerPoint and Outlook. - Willing and able to travel up to 25% of working time within territory, including regular overnight stays. - Valid driver’s license / REAL ID. What’s in it for you: - Excellent career opportunity with a large and growing global employer. - Competitive salary, plus sales bonus and car/car allowance. - Full benefits package (specifics depend on country of hire). Compensation and Benefits The salary range estimated for this position based in Massachusetts is $118,800.00–$178,000.00. This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount For more information on our benefits, please visit: https://jobs.thermofisher.com/global/en/total-rewards

Strength in Trust OneTrust’s mission is to enable innovation through the responsible use of data and AI. We believe that ensuring data is trusted shouldn’t slow teams down—it should accelerate what’s possible. This led us to develop the first technology platform for responsible data use in 2016. Today, with AI representing the latest and most impactful expansion of data yet, OneTrust is once again redefining what responsible innovation looks like. OneTrust, the AI‑Ready Governance Platform™, unifies regulatory intelligence, automation, and connected governance workflows so businesses can continue to move at the speed of AI while ensuring good governance to prevent data misuse at scale. Trusted by thousands of organizations worldwide, OneTrust is shaping the future where trusted data becomes a transformative force for business and society. This role is 100% remote, however candidates must be based in California due to the assigned territory and patch of accounts in the region. The Challenge We are looking for an Account Executive, Strategic. Account Executives have a critical role and responsibility to deliver new client acquisition in zero-base accounts, while also ensuring successful relationships and revenue growth with existing customers. OneTrust is a fast-growing SaaS enterprise platform with a strong growth trajectory. We invest heavily in our Sales Team through demand generation, methodology-driven sales philosophy, weekly sales trainings, customer-driven roadmaps, and a readily-available executive team to help close deals. Your Mission The Account Executive (AE) is responsible for consistently generating, qualifying, and executing opportunities that support our customers in the pursuit of becoming more trusted organizations and drive revenue for OneTrust. AEs are expected to use their thorough knowledge of the industry and excellent value-based sales skills to create the best solutions and solve complex customer problems. AEs must bring useful insights and best practices to customers and prospects. As a Strategic Account Executive, you will: - Meet or exceed quota - Conduct outreach to generate pipeline consistently even when engaged in closing activities - Demonstrate resourcefulness to identify & leverage stakeholders, leaders, and champions to drive execution of the sales strategy appropriately - Work effectively in a cross-functional manner with Business Development, Partner Channel, and Solutions Engineering to successfully land and expand key accounts - Utilize two-sided discovery & impeccable communication to understand the customers’ needs and articulate valuable solutions - Understand key competitors and their strategies to clearly differentiate OneTrust’s solutions in the marketplace - Establish customer relationships that enable OneTrust to be viewed as a trusted advisor - Manage and optimize a targeted geographic territory You Are You are someone with a hunting mentality and consultative approach. You bring curiosity, innovation, authenticity, leadership, and integrity to your work. You have experience communicating with C-Level Executives effectively, and you are confident in your communication skills. You approach new prospecting activities and deal-advancing activities with the utmost balance, and you are well-disciplined in sales processes and CRM hygiene. Your experience includes: - Strong experience selling B2B Enterprise-level software or related technologies, ideally 12+ years, but exceptions may be made for the right candidate - Previous experience in Value Selling - Strong track record of performance with landing net new logos while growing and supporting existing key accounts - Previous experience running sales presentation/demos - Familiarity with Salesforce: The Customer Company or similar CRM solution Extra Awesome - Experience in Privacy, Security, Third-Party Risk management, Compliance - Experience directly selling into the Information Security department - CIPP/E or CIPM certified - Trained in Command of Message For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits. Salary Range $148,950—$172,500 USD Where we Work We are embracing an office-first culture, encouraging three days a week in office for most roles, with meaningful opportunities to collaborate and celebrate in person. Each role may have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this with your recruiter during your first interview. Benefits As an employee at OneTrust, you will be part of the OneTeam. That means you’ll receive support physically, mentally, and emotionally so that you can do your best work both in and out of the office. This includes comprehensive healthcare coverage, flexible PTO, equity RSUs, annual performance bonus opportunities, retirement account support, 14+ weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country. For more information, talk to your recruiter or visit onetrust.com/careers. Resources Check out the following to learn more about OneTrust and its people: - OneTrust Careers on YouTube - @LifeatOneTrust on Instagram Your Data You have the right to have your personal data updated or removed. You also have the right to have a copy of the information OneTrust holds about you. Further details about these rights are available on the website in our Privacy Overview. You can change your mind at any time and have your personal data removed from our database. In order to do this you must contact us and let us know you wish to be removed. The request should be made on the Data Subject Request Form. Recruitment fraud warning: OneTrust is aware of scams involving false offers of employment with our company. The fraudulent jobs, interviews and job offers use fake websites, email addresses, group chat and text messages. Be aware that we never ask candidates for personal information, IDs or bank information during the interview process. We do not interview prospective candidates via instant message or group chat, and do not require candidates to purchase products or services, or process payments on our behalf as a condition of any employment offer. Please note that any legitimate interview availability requests will come directly from a OneTrust recruiter with an "@onetrust.com" email address. You may also receive legitimate emails from "@us.greenhouse-mail.io". Recruiters will only reach out to candidates who have applied for a role through our ATS (Greenhouse) or prospects via LinkedIn InMail. Job offers will come from a recruiter and may have a "@docusign.net" email address. For more information or if you have been targeted please reach out to askrecruiting@onetrust.com. Our Commitment to You When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new category. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career. OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.