Role Description LRS is seeking a Partner Development Manager to play a critical role in supporting, enabling, and growing strategic partner relationships that drive sales of our Enterprise Output Management (EOM) software solutions. This position may be based in any LRS office or be fully remote. - Serve as a primary liaison between LRS and assigned partners, collaborating closely with partner leadership and sales teams to promote LRS strategy, products, and business objectives. - Support partner sales engagements by assisting with customer discussions, answering technical and business questions, coordinating demonstrations, and engaging appropriate LRS resources to remove sales obstacles. - Conduct account reviews with partner sales teams where LRS direct account managers are not involved, identifying opportunities for expansion and growth. - Develop strong subject-matter expertise in partner vertical markets and understand how LRS solutions align to those use cases. - Maintain continuous awareness of LRS’s positioning within each partner’s portfolio or ecosystem to maximize visibility, differentiation, and opportunity. - Identify opportunities to expand LRS software adoption across additional segments, geographies, or routes to market within partner go-to-market strategies. - Proactively identify, assess, and recruit new technology and software partners that can drive incremental software revenue beyond existing partner relationships. - Evaluate potential new partners based on strategic alignment, market opportunity, technical fit, and revenue potential, and support onboarding and enablement as relationships are launched. - Collaborate cross-functionally with sales, product, marketing, and leadership teams to ensure partner strategies are aligned and executable. Qualifications - Minimum of 10 years of experience working with global printer vendors at a regional or worldwide level. - Minimum of 5 years of experience in the Enterprise Output Management (EOM) market. - Strong written and verbal communication skills, with the ability to engage effectively at both technical and executive levels. - Permanent authorization to work in the United States is required. No visa sponsorship is available. Preferred Qualifications - Experience with the LRS product suite. - Experience with print security requirements and solutions. - Demonstrated success developing and growing strategic partner relationships in complex enterprise environments. - Experience identifying and launching new partnerships that contribute to incremental revenue growth. Additional Information - The compensation range is $150k - $170k in the first year. This income range represents base salary and commission earnings. - LRS is an equal opportunity employer. Applicants will receive consideration without unlawful discrimination based on race, color, religion, creed, national origin, sex, age, disability, marital status, gender identity, domestic partner status, sexual orientation, genetic information, citizenship status, or protected veteran status.

Role Description 9th Way Insignia is seeking an entry-level Business Development Analyst to support federal business development, capture preparation, and proposal activities. The Business Development Analyst will work closely with senior leadership, program teams, and marketing staff to help identify opportunities, maintain business development infrastructure, and assist with capture and proposal activities. Responsibilities: - Opportunity Identification and Pipeline Management: - Monitor federal business intelligence platforms including SAM.gov, GovWin, OrangeSlices, G2X, and GSA eBuy. - Track and maintain opportunity pipeline data in Salesforce, as assigned. - Track incumbent contract holders and identify potential re-compete opportunities. - Conduct preliminary research on agencies, programs, and procurement trends. - Capture and Proposal Support: - Assist with early-stage capture activities including opportunity qualification and bid/no-bid analysis. - Support preparation of Sources Sought responses, RFIs, capability briefings, and past performance summaries. - Assist with development of win themes, competitive analysis, teaming strategy inputs, and solution documentation. - Provide support to proposal development efforts as needed. - Business Development Infrastructure: - Maintain the organization and currency of business development content within SharePoint. - Maintain and update the company’s past performance library through regular coordination with program teams and operations staff. - Assist in maintaining marketing and capability materials including capability statements, white papers, and website content tailored to federal audiences. - Customer and Industry Engagement: - Support scheduling of internal and external meetings with government stakeholders and industry partners. - Capture meeting notes and update engagement records within Salesforce. - Participate in business development meetings and strategy discussions. - Support participation in government and industry conferences, both virtual and in person. - Marketing and Brand Support: - Assist in identifying and preparing nominations for external industry awards that enhance company visibility. - Help ensure alignment between business development strategy and marketing initiatives. - Professional Expectations: - Work effectively in a highly collaborative environment requiring timely acknowledgement and response to communications through email, Microsoft Teams, and other collaboration platforms. - Maintain strong attention to detail in documentation, record keeping, and opportunity tracking. - Demonstrate professionalism and reliability in meeting deadlines and commitments. - Adhere to company policies related to ethical conduct, truth in charging, and accurate time reporting. - Maintain transparency when using productivity tools or AI-assisted technologies in support of work activities. - AI tools such as ChatGPT, Anthropic Claude, et al may only be used with prior permission, and only in AI environment where input is not stored in master corpus (core language model). - Tools and Technologies: - Salesforce (pipeline management) - Microsoft Office / Microsoft 365 - SharePoint - Federal procurement platforms (SAM.gov, GovWin, OrangeSlices, G2X, GSA eBuy) - Internal collaboration tools (Microsoft Teams) Qualifications - Bachelor’s degree or equivalent experience in business, public policy, communications, or a related field. - Strong written communication skills. - Interest in federal contracting, government procurement, or defense/civilian agency markets. - Strong organizational and analytical skills. - Ability to manage multiple tasks and maintain detailed records. - Strong organizational discipline, responsiveness and attention to detail. Requirements - Familiarity with federal contracting tools. Benefits - Eligible employees will have access to our comprehensive benefits package which includes: - Medical - Dental - Vision - Voluntary Life Insurance - 401(k) - Basic Life A&D - STD - LTD - PTO - Telehealth - Paid holidays - FSA - HSA - Additional resources include our Employee Assistance Program (EAP) and Traveling Assistance.

• Identify and prioritize ICP-aligned accounts (IT Distributors, MSPs, and Telcos). • Conduct structured research to map buying committees and key decision-makers. • Initiate engagement using a disciplined, multi-channel outbound strategy (email, phone, LinkedIn, and modern prospecting platforms). • Secure qualified discovery meetings that align with defined SQL criteria. • Partner closely with assigned Account Executives to define account strategies. • Contribute intelligence on account dynamics and stakeholder engagement. • Maintain structured follow-up cadences to maximize account penetration. • Leverage CRM (HubSpot), LinkedIn Sales Navigator, and modern sales engagement platforms to execute and optimize outreach. • Utilize AI-based prospecting, research, and personalization tools to increase response and conversion rates. • Continuously test, analyze, and refine outreach strategies using performance data. • Maintain accurate and complete CRM records to support forecasting and pipeline transparency. • Align daily activities with Sales team and company OKRs. • Track and report on KPIs such as meetings booked, SQLs created, and conversion rates. • Participate in structured weekly check-ins and performance reviews. • Contribute to continuous improvement initiatives within the Sales function. • Maintain up-to-date knowledge of Infiterra’s platform capabilities and value propositions. • Understand subscription commerce business models and industry dynamics. • Participate in formal enablement programs and ongoing sales training.

• Identify, qualify, and drive cross-sell and upsell opportunities within the existing customer base • Work closely with Account Executives and Customer Success to plan and execute smart expansion strategies • Understand customer needs and challenges to create value through AI agents, features, or modules • Clearly and persuasively explain new features, modules, and use cases with a focus on customer outcomes and measurable business impact • Build and manage your own expansion pipeline end-to-end • Proactively relay insights from customer conversations to the Product and GTM teams and help shape future features.