• Develop Strategy and Partnership Approaches (50%) • Apply understanding of the educational landscape in your markets to develop and execute strategic plans in consultation with regional leadership and cross-divisional partners • Maintain account planning processes and conduct regular business reviews with assigned accounts • Identify market-specific opportunities and challenges and provide personalized, data-informed recommendations to sustain and grow partnerships • Analyze market trends and develop strategic recommendations aligned to international goals • Develop and manage a secure sales pipeline aligned to the needs of schools and school networks • Collaborate with international colleagues to support program growth, training, and implementation • Plan and deliver workshops and professional development for K–12 and higher education audiences • Manage External and Internal Relationships (30%) • Build and maintain strong relationships with decision-makers across organizations, universities, and ministries of education to support program adoption • Partner closely with colleagues across regions and SDP to share insights, coordinate strategy, and strengthen collective work • Provide coaching and support to junior staff, as appropriate , based on your portfolio • Execute Internal Processes & Manage Regional Projects (20%) • Use Salesforce CRM to manage accounts, monitor progress toward goals, and support proactive task and opportunity management • Lead or manage divisional or regional projects assigned by leadership

Title: Director, Project Development (NY) Location: New York (Remote) Department: Project Development Job Description: About the role: BlueWave has an immediate opening for a Director of Project Development based in New York, with the ability to travel throughout the state as needed. This role reports to the Vice President of Project Development and is responsible for leading the development of a portfolio of solar and energy storage projects from origination through construction readiness. This is an opportunity to join an established, high-performing team that has been leading the market in innovation and high-quality project execution for over a decade. The Director will play a critical role in advancing projects through the development lifecycle, driving project value, and ensuring projects are positioned for successful financing and construction. Success in this role requires strong written and verbal communication skills, a solid understanding of the renewable energy development process, attention to detail, creativity, and the ability to manage multiple complex projects simultaneously. What you'll do: - Lead development of a portfolio of solar and energy storage projects across the New York market from origination through construction readiness - Serve as the primary decision maker and project lead for assigned projects, advancing them through the development lifecycle - Drive project value creation while ensuring projects progress on schedule toward construction readiness - Oversee project budgets and development schedules to ensure efficient deployment of capital - Present project-level investment recommendations and budget requests to internal Investment Committee meetings - Represent BlueWave and project interests at local public hearings, community meetings, and regulatory proceedings - Monitor market, regulatory, and policy developments affecting the viability and competitiveness of BlueWave’s solar and storage pipeline in New York - Develop expertise in dual-use community solar project development, supporting BlueWave’s leadership in agrivoltaics and land stewardship - Support the evaluation and execution of project acquisition and/or sale opportunities - Lead post-Origination real estate negotiations with landowners and project stakeholders - Manage relationships with external consultants and technical partners to ensure timely, high-quality deliverables across development scopes - Utilize BlueWave’s project management, document control, and MIS tools to track and report on project progress - Collaborate cross-functionally with internal teams including Grid Integration, Legal, Engineering, Execution, and Policy & Government Affairs to advance project milestones - Represent BlueWave at regional industry association meetings and stakeholder forums - Supervise and mentor Analysts and/or Associates supporting development activities within your portfolio Qualifications: - Bachelor’s degree required (engineering, environmental studies, planning, real estate, or related field preferred); MBA or advanced degree a plus - 8-10+ years of experience in renewable energy project development, preferably within the New York market - Demonstrated understanding of the New York renewable energy development landscape, including permitting, policy, and market structures - Experience navigating local community dynamics, including working with municipalities, landowners, and project stakeholders - Experience negotiating real estate agreements for energy projects - Technical understanding of solar and/or energy storage project development - Familiarity with New York State regulatory frameworks, revenue mechanisms, and contract structures supporting solar and storage projects - Strong ability to clearly articulate project development plans and value propositions to internal investment decision makers - Excellent project management and organizational skills, with the ability to manage multiple complex projects simultaneously Compensation will be influenced by a wide array of factors including but not limited to internal pay equity, job-related knowledge, skills, education, certifications, and relevant experience as outlined in the job description above. Benefits: At BlueWave, we offer a comprehensive benefits package designed to support health, financial well-being, and work-life balance. Our benefits include subsidized medical coverage and 100% company-paid dental and vision, along with HSA, FSA, and Dependent Care FSA options. In addition, employees have access to voluntary benefits such as supplemental life, critical illness, and accident insurance, as well as 100% company-paid basic life/AD&D, short-term disability, and long-term disability coverage. We also offer cell phone reimbursement, an Employee Assistance Program (EAP), and a 401(k) plan with company match. Time-off benefits include unlimited PTO, 15 paid holidays, Summer Fridays, and dedicated volunteer days, supporting flexibility, rest, and time to give back.

NA Storage Public Sector Leader This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Who We Are: Hewlett Packard Enterprise is the global edge-to-cloud company advancing the way people live and work. We help companies connect, protect, analyze, and act on their data and applications wherever they live, from edge to cloud, so they can turn insights into outcomes at the speed required to thrive in today’s complex world. Our culture thrives on finding new and better ways to accelerate what’s next. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. If you are looking to stretch and grow your career our culture will embrace you. Open up opportunities with HPE. Job Description: HPE North America Storage is hiring for a Public Sector Leader to lead North American Federal team. As NA Storage Public Sector Leader, you will manage an experienced team of sales professionals with the mission of driving profitable growth across the following areas: defense, intelligence, national security, civilian, systems integrators, state, and local government and education. This team will drive profitable growth through consultative solution selling to our largest Federal accounts. This role is responsible to understand customer strategies, KPIs and desired business outcomes, to drive relevant workload and solution conversations. The role requires extensive time in Washington, DC so candidates from that area are preferred. This position requires US citizenship and the ability to gain security clearance. Primary Responsibilities: - Leadership & Team Development: Lead and manage a federal sales organization, inspiring high performance, coaching, and attracting top talent. Build and sustain a strong, motivated team while raising the bar on talent through clear strategy, goals, and mentorship. - Sales Execution: Drive growth strategies for federal sales, manage pipeline, and execute large, transformational pursuits with a focus on delivering results in complex, multi-year projects. - Customer Relationships: Foster and maintain strategic relationships with federal agencies, decision-makers, system integrators, and federal resellers. Act as a trusted advisor to align solutions with government missions and goals. - Strategic Planning: Develop and implement sales strategies that ensure optimal coverage across direct and partner sales channels. Navigate federal procurement processes to achieve revenue and margin objectives. - Solution Selling: Lead consultative, solution-driven sales efforts to address client business needs, create compelling business cases, and close high-value deals. - Market Expertise: Stay informed on federal trends, procurement regulations, and IT modernization initiatives to identify opportunities and guide strategic decision-making. Skills and Experience: - Leadership Excellence: Proven ability to inspire, motivate, and develop high-performing teams. Experience managing large, matrixed organizations and fostering followership. - Federal Sales Expertise: Deep knowledge of U.S. federal missions, goals, agency operations, and government procurement processes, including compliance and contracts. - Relationship Building: Established network with key federal decision-makers, system integrators, and resellers. Strong ability to build consultative, lasting relationships. - Complex Deal Execution: Demonstrated success leading large, multi-year transformational pursuits and securing consistent federal revenue growth. - Strategic Thinking: Ability to analyze market dynamics, develop counter-strategies, and influence internal and external stakeholders in a highly matrixed and political environment. - Resilience & Adaptability: Strong problem-solving skills, ability to navigate challenges in a complex regulatory environment, and maintain focus on long-term goals despite obstacles. Education and Experience Required: - University or Bachelor's degree, advanced university or Master's degree preferred. - 5+ years of federal sales and progressive management experience. - 10+ years of tech industry experience, preferably in storage or software sales. - Demonstrated results in growing a business or expanding a market. Additional Skills: Accountability, Accountability, Active Learning, Active Listening, Assertiveness, Bias, Building Rapport, Buyer Personas, Coaching, Complex Sales, Creativity, Critical Thinking, Cross-Functional Teamwork, Customer Experience Strategy, Customer Interactions, Design Thinking, Empathy, Financial Acumen, Follow-Through, Growth Mindset, Identifying Sales Opportunities, Industry Knowledge, Intellectual Curiosity (Inactive), Long Term Planning, Managing Ambiguity {+ 6 more} What We Can Offer You: Health & Wellbeing We strive to provide our team members and their loved ones with a comprehensive suite of benefits that supports their physical, financial and emotional wellbeing. Personal & Professional Development We also invest in your career because the better you are, the better we all are. We have specific programs catered to helping you reach any career goals you have — whether you want to become a knowledge expert in your field or apply your skills to another division. Unconditional Inclusion We are unconditionally inclusive in the way we work and celebrate individual uniqueness. We know varied backgrounds are valued and succeed here. We have the flexibility to manage our work and personal needs. We make bold moves, together, and are a force for good. Let's Stay Connected: Follow @HPECareers on Instagram to see the latest on people, culture and tech at HPE. #unitedstates #executive Job: SalesJob Level: Director "The expected salary/wage range for this position is provided below. Actual offer may vary from this range based upon geographic location, work experience, education/training, and/or skill level. – United States of America: Annual Salary USD 257,500 - 624,000 in Virginia This range reflects the minimum to maximum combined base and target-level sales compensation that would be paid if the hire performs at 100% of their sales plan. Of that on-target pay amount, the mix of base salary and target-level sales compensation is 60%/40%." Information about employee benefits offered in the US can be found at https://myhperewards.com/main/new-hire-enrollment.html HPE is an Equal Employment Opportunity/ Veterans/Disabled/LGBT employer. We do not discriminate on the basis of race, gender, or any other protected category, and all decisions we make are made on the basis of qualifications, merit, and business need. Our goal is to be one global team that is representative of our customers, in an inclusive environment where we can continue to innovate and grow together. Please click here: Equal Employment Opportunity. Hewlett Packard Enterprise is EEO Protected Veteran/ Individual with Disabilities. HPE will comply with all applicable laws related to employer use of arrest and conviction records, including laws requiring employers to consider for employment qualified applicants with criminal histories. No Fees Notice & Recruitment Fraud Disclaimer It has come to HPE’s attention that there has been an increase in recruitment fraud whereby scammer impersonate HPE or HPE-authorized recruiting agencies and offer fake employment opportunities to candidates. These scammers often seek to obtain personal information or money from candidates. Please note that Hewlett Packard Enterprise (HPE), its direct and indirect subsidiaries and affiliated companies, and its authorized recruitment agencies/vendors will never charge any candidate a registration fee, hiring fee, or any other fee in connection with its recruitment and hiring process. The credentials of any hiring agency that claims to be working with HPE for recruitment of talent should be verified by candidates and candidates shall be solely responsible to conduct such verification. Any candidate/individual who relies on the erroneous representations made by fraudulent employment agencies does so at their own risk, and HPE disclaims liability for any damages or claims that may result from any such communication.

RegScale is a continuous controls monitoring (CCM) platform purpose-built to deliver fast and efficient GRC outcomes. We help organizations break out of the slow and expensive realities that plague legacy GRC tools by bridging security, risk, and compliance through controls lifecycle management. By leveraging CCM, organizations experience massive process improvements like 200,000% faster ATO times, and 60% less audit prep. Automating the ATO process is one of the greatest cost savings opportunities and enabler of innovation within the US Government. Position: Do you have experience selling into federal agencies? Are you a high-activity seller who thrives on delivering value with disruptive tech solutions? If so, we have the position for you at an innovative startup that is transforming the compliance industry! As Federal Sales Director - Aerospace & Defense, you will be responsible for developing and executing our Federal GTM strategy, driving new customer acquisition, and expanding RegScale’s presence across Aerospace & Defense. This is a high-impact, strategic role requiring a mix of A&D sales expertise and hands-on execution. You will work closely with our executive leadership, product, marketing, and partner teams to ensure the Defense Industrial Base can accelerate compliance and security automation with RegScale’s cutting-edge CCM platform. This position requires U.S. Citizenship and is subject to a background check and unannounced drug testing requirements. The role is remote-first, but candidates must be located in the Washington, D.C. metro area, and will require travel to federal customer sites, RegScale offices, and industry events. We recognize that sales is critical to our company’s success and have created a generous compensation package, including a competitive OTE with significant stock options to recruit exceptional talent committed to customer success. If you're ready to help redefine compliance in the federal space, we want you on our team. Key Responsibilities: - Develop and execute the Federal Go-to-Market (GTM) strategy - Own and expand the Federal sales pipeline, identifying and securing new customers, contract vehicles, and long-term partnerships - Navigate Federal procurement processes, including FAR, DFARS, FedRAMP, ATO, and other regulatory frameworks. - Build and maintain executive-level relationships with key decision-makers, including CISOs, ISSOs, AOs, and procurement officials. - Work cross-functionally with marketing, product, and engineering teams to align product capabilities with Federal compliance requirements. - Establish and grow partnerships with systems integrators (SIs), resellers, and technology providers to expand RegScale’s reach in the Federal sector. - Represent RegScale at Federal industry events, conferences, and briefings to drive brand awareness and market positioning. - Continually evolve our scalable sales processes, including pipeline management, forecasting, and deal execution. Qualifications & Experience: - 8+ years of SaaS / Enterprise Software Sales experience, with at least 5+ years focused on selling into the DoW. - Proven track record of building and leading winning teams, capable of closing multi-million dollar Federal contracts and building and maintaining pipeline coverage requirements. - Deep knowledge of Federal procurement, budgeting cycles, and contract vehicles (GSA, SEWP, IDIQs, OTAs, etc.). - Existing network of Federal security and compliance contacts. - Strong understanding of FedRAMP, NIST, CMMC, ATO processes, and cybersecurity compliance frameworks. - Experience working with systems integrators, channel partners, and public sector resellers. - Ability to create and execute a Federal GTM strategy while rolling up your sleeves to drive pipeline and close deals. - Demonstrated success in a fast-growing SaaS startup environment is a plus. - Willingness to travel as needed for Federal customer engagements and industry events. - U.S. Citizenship required; ability to obtain or currently hold a security clearance is a plus.