• Deliver High-Impact Product Demos – Lead engaging demos and technical presentations that clearly show how Azumuta solves real manufacturing challenges and delivers measurable value. • Understand Needs & Propose Solutions – Collaborate with prospects and the sales team to analyze operational workflows and craft tailored solutions that address customer pain points. • Secure the Technical Win – Work hand-in-hand with Account Executives and Account Managers to validate technical fit and ensure alignment with prospects’ requirements. • Build Strong Business Cases – Partner with customer champions to develop compelling business cases using MEDDIC, helping decision-makers understand ROI and long-term value. • Draft Tailored Proposals – Collaborate on customized quotations, proposals, and solution documents that support the sales process. • Empower Partners & Teams – Train channel and strategic partners on demos, positioning, and competitive insights to strengthen their sales capabilities. • Drive Sales Strategy – Work closely with the sales team to refine strategy, accelerate deal cycles, and help meet revenue targets. • Ensure Smooth Handoffs – Transition new customers seamlessly to post-sales implementation, ensuring clarity, alignment, and long-term success. • Respond to RFx – Prepare and deliver technical responses for RFIs, RFPs, RFQs, and security assessments with precision and clarity.

• Advise and coordinate with the Sales team on all technical pre-sales matters • Support account penetration strategies and pre-sales implementations • Design physical security solutions aligned with customer and regulatory requirements • Deliver technical presentations, demonstrations, and technical training • Ensure full compliance with SERA (Dubai) and AMCC (Abu Dhabi) regulations • Act as a technical reference for partners and customers • Drive business growth through multiple technical initiatives

• Act as the technical leader for field installation teams, ensuring smooth project execution and successful transition to deployment and closure phases. • Provide on-site and remote technical guidance during the installation, configuration, and testing of IoT and telematics solutions. • Collaborate closely with the Project and Field Operations teams to design, validate, and finalize technical solutions based on customer requirements. • Participate in project closure activities, ensuring all technical deliverables, documentation, and customer approvals are completed. • Support the preparation of project documentation, including technical architectures, installation guidelines, and test reports. • Assist the Presales team by providing technical insights during customer meetings, product demos, and solution presentations. • Ensure consistent communication and technical alignment throughout the project lifecycle. • Coordinate with internal teams (Product Management, R&D, Logistics, Customer Success) to gather and share technical data and ensure timely delivery of project components. • Maintain up-to-date records in CRM systems and contribute to the continuous improvement of presales-to-field handover processes.

Job title: Solutions Advisor (Servies Pre-Sales) Location: Virtual within the US Overview As a Services Advisor Pre-Sales within our CX Services Sales team, you will play a pivotal role in driving revenue growth by selling consulting, education and other strategic offerings to our clients. You will act as a trusted advisor to customers, understanding their business objectives and aligning them with our professional services offerings to maximize the value of our SaaS solutions. As a Services Advisor Pre-Sales you will be assigned Net New SaaS Attached opportunities as well as support Client Partner/Global Services Directions with SME for their sales cycles. You will partner with SaaS Sales building the plan to win and jointly go to market to win new business. What you'll do Sales and Business Development: - Collaborate with Client Executives and other sales team members to co-sell services alongside software sales. - Be a driving force in the SaaS sales cycle, becoming the prospects trusted advisor. - Be the expert in the vertical/solution you cover on the solutions and how we implement them effectively, building a deliver program specifically for the prospect. - Identify, qualify, and close opportunities for consulting, education, and other services related to our SaaS solutions. - Develop strategies to increase our win rate and make Blue Yonder Services the first choice. Client Engagement: - Build and maintain strong relationships with key stakeholders, including customer executives, project managers, and technical leads. - Present tailored service proposals, Statements of Work (SOWs), and pricing models aligned to client goals and budget. - Build collaborative relationships that increase the customer’s value of Blue Yonder Services and expand future business opportunities. - Collaborate with appropriate Blue Yonder teams on the client's behalf to deliver success and establish credibility. - Demonstrate deep industry knowledge and experience within the appropriate vertical/solution area, providing advice to customers regarding best practices. Collaboration and Internal Alignment: - Partner with delivery teams to ensure services are scoped accurately, setting the stage for successful project execution. - Provide feedback from customers to inform service offering development and enhancements. Leadership and Mentorship - Serve as a mentor to more junior Client Partners, sharing best practices and supporting their professional growth. - Lead by example, demonstrating a commitment to excellence, client satisfaction, and team collaboration. What we are looking for - Experience: 7+ years in professional services sales, consulting, or account management within a SaaS or technology company, with a proven track record of meeting or exceeding sales targets. - Domain Knowledge: Deep understanding of SaaS business models, enterprise software implementations, and the value of professional services in driving customer success. - Sales Expertise: Expertise in solution selling, contract negotiation, and building long-term client relationships. - Business Acumen: Ability to understand client business objectives, industry challenges, and translate them into impactful service solutions. - Collaboration: Strong ability to work cross-functionally with technical, product, and sales teams. - Communication: Exceptional verbal and written communication skills, with the ability to influence and present to senior executives. Preferred Qualifications - Blue Yonder Solution knowledge - Understanding of project delivery methodologies - Experience selling to enterprise-level customers - Proficiency with CRM tools (e.g., Salesforce) and sales enablement platforms Synonymous Business Title: Servcies Advisor Int *LI-AD1 #LI-remote ------------------------------------------- The annual salary for this position is $117,312.00 - $151,665.44 The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position. At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: - Comprehensive Medical, Dental and Vision - 401K with Matching - Flexible Time Off - Corporate Fitness Program - A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. Our Values If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.