• Own and exceed a quarterly and annual ARR quota targeting enterprise accounts • Lead full-cycle enterprise sales: prospecting, discovery, solution design, stakeholder alignment, negotiation, and close • Build and manage a healthy pipeline (3x quota coverage) through outbound prospecting, inbound follow-up, and partner-sourced opportunities • Run disciplined, multi-threaded discovery to understand business pain, technical requirements, and executive priorities • Partner with Solutions Architects to deliver compelling technical demonstrations, POCs, and solution proposals • Navigate complex buying committees including C-suite, Operations, IT, and Finance stakeholders • Develop and execute account plans for named enterprise targets, including whitespace analysis and expansion strategy • Forecast opportunities and pipeline accurately in Salesforce on a weekly basis • Collaborate with Marketing and SDR teams to drive awareness and pipeline generation within target accounts • Represent Aurora at industry conferences, trade shows (e.g., RE+), and customer events • Share structured market and competitive feedback with Product, Marketing, and Leadership • Contribute to playbook development, onboarding materials, and peer enablement as a senior member of the team

Site Management Associate I (FSP - Sponsor dedicated) ICON plc is a world-leading healthcare intelligence and clinical research organization. We’re proud to foster an inclusive environment driving innovation and excellence, and we welcome you to join us on our mission to shape the future of clinical development We are currently seeking a Site Management Associate I to join our diverse and dynamic team. As a Site Management Associate I at ICON, you will play an important role in supporting the management of clinical trial sites by assisting with site monitoring activities, ensuring compliance with study protocols, and maintaining high standards of operational efficiency. You will contribute to the success of clinical research by providing essential administrative and logistical support to site management teams. What You Will Be Doing: - Assisting in the monitoring of clinical trial sites, ensuring adherence to study protocols, regulatory requirements, and Good Clinical Practice (GCP) guidelines. - Initiation of investigator site activities, including collection of site essential documents. - Communication directly with sites to enable start-up, as required and maintain an active collaboration with sites during maintenance and close out, such as essential documents collection per sponsor’s request. - eTMF filing of collected documents, audit preparation support - Request, creation and follow-up on site accounts - Contracts personalization/customization, following local alignment with sponsor team - Customization of informed consent documents - Supporting site management activities, including documentation preparation, data entry, and tracking site performance metrics. - Collaborating with cross-functional teams to facilitate communication and address site-related issues effectively. - Maintaining accurate records of site activities and contributing to the preparation of monitoring reports. - Participating in training and development initiatives to enhance knowledge and skills in clinical trial management. Your Profile: - Bachelor’s degree in a relevant field such as life sciences, healthcare administration, or clinical research. - At least Intermediate level of English - Proven working experience in clinical research in administrative support roles or site management roles. - Strong organizational skills and attention to detail, with the ability to manage multiple tasks effectively. - Basic knowledge of clinical trial processes and regulatory requirements. - Excellent communication and interpersonal skills, with the ability to work collaboratively within a team environment. #LI-ED1 #LI-Remote -- Important note: This is a Homebased role in Buenos Aires, Argentina only -- What ICON can offer you: Our success depends on the quality of our people. That’s why we’ve made it a priority to build a diverse culture that rewards high performance and nurtures talent. In addition to your competitive salary, ICON offers a range of additional benefits. Our benefits are designed to be competitive within each country and are focused on well-being and work life balance opportunities for you and your family. Our benefits examples include: - Various annual leave entitlements - A range of health insurance offerings to suit you and your family’s needs. - Competitive retirement planning offerings to maximize savings and plan with confidence for the years ahead. - Global Employee Assistance Programme, TELUS Health, offering 24-hour access to a global network of over 80,000 independent specialised professionals who are there to support you and your family’s well-being. - Life assurance - Flexible country-specific optional benefits, including childcare vouchers, bike purchase schemes, discounted gym memberships, subsidised travel passes, health assessments, among others. Visit our careers site to read more about the benefits ICON offers. At ICON, inclusion & belonging are fundamental to our culture and values. We’re dedicated to providing an inclusive and accessible environment for all candidates. ICON is committed to providing a workplace free of discrimination and harassment. All qualified applicants will receive equal consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or in order to perform the essential functions of a position, please let us know or submit a request here. Interested in the role, but unsure if you meet all of the requirements? We would encourage you to apply regardless – there’s every chance you’re exactly what we’re looking for here at ICON whether it is for this or other roles. Are you a current ICON Employee? Please click here to apply

• Utilizing a consultative sales approach, you will navigate multi-level decision-making environments, presenting tailored solutions that resonate with customer needs. • You'll be fully supported by a seasoned technical team and a portfolio of outcome-based solutions, ensuring you have the resources to create energy related projects that deliver tangible results. • Establish yourself as a trusted advisor to executive level decision makers regarding outcome-based facility solutions that drive success in addressing key needs to support their specific mission. • Secure introductory appointments with top decision makers to discuss business solutions, including the enhancement, repair and modernization of their facilities infrastructure. • Penetrate new market or accounts, identify, and develop relationships with the key decision makers, uncover new business opportunities, recommend differentiated solutions, negotiate, and win the business. Engage at multiple levels in target customer organizations. • Develop and demonstrate strong understanding of the customer’s business. Identify where Honeywell can add value through technology, solutions and resources. • Coordinate customer facing and internal efforts to produce winning value propositions and proposals that secure orders and achieve or exceed Target. • Leverage best in class sales methodology for maximizing sales potential. Follow the details of the Sales Operating System (SOS) with an emphasis on disciplined usage of our CRM, accurate weekly forecasting, monthly pipeline reviews and quarterly walk to plan. • Lead a cross-functional support team to develop comprehensive proposals that includes technical solutions, financial solutions, overall cost savings and green-house gas reductions. • Maintain a working knowledge of the emerging renewable energy market, off-grid generation/storage, LEED accreditation, and carbon monetization. • Management of disciplined sales process that delivers value to clients by relying heavily on financial drivers and agreed upon development milestones and requirements. • Utilize consultative selling techniques to identify customer challenges and needs with respect to financial, carbon reduction, resilience and technology goals. • Ability to travel as needed, up to 30%

• You will have responsibility for managing current clients and new business development/sales in the Direct and Indirect space across multiple all markets. • Your role will involve: prospecting, and developing relationships with new clients, offering recommendations through formal sales presentations and written proposals, and negotiating annual and individual pricing contracts and agreements. This is a remote position covering a territory within the United States. • You will report to a Sales Director within Specialized Partner Markets.