Role Description NOC (Network Operation Center) is the central command and control center for ‘Transportation Execution’ across the Amazon Supply Chain network supporting multiple geographies like NA, India, and EU. It ensures hassle-free, timely pick-up and delivery of freight from vendors to Amazon fulfillment centers (FC) and from Amazon FCs to carrier hubs. In case of any exceptions, NOC steps in to resolve the issue and keeps all the stakeholders informed on the proceedings. Along with this tactical problem solving, NOC is also charged with understanding trends in network exceptions and then automating processes or proposing process changes to streamline operations. This second aspect involves network monitoring and significant analysis of network data. Overall, NOC plays a critical role in ensuring the smooth functioning of Amazon transportation and thereby has a direct impact on Amazon’s ability to serve its customers on time. A Trans Ops Representative at NOC facilitates flow of information between different stakeholders (Trans Carriers/Hubs/Warehouses) and resolves any potential issues that impact customer experience and business continuity. Trans Ops Specialist at NOC works across two verticals – Inbound and Outbound operations. - Inbound Operations: Deals with Vendor/Carrier/FC relationship, ensuring that the freight is picked-up on time and is delivered at FC as per the given appointment. Trans Ops Specialist on Inbound addresses any potential issues occurring during the lifecycle of pick-up to delivery. - Outbound Operations: Deals with FC/Carrier/Carrier Hub relationship, ensuring that the truck leaves the FC in order to deliver customer orders as per promise. Trans Ops Specialist on Outbound addresses any potential issues occurring during the lifecycle of freight leaving the FC and reaching customer premises. A Trans Ops Representative provides timely resolution to the issue in hand by researching and querying internal tools and by taking real-time decisions. An ideal candidate should be able to understand the requirements, analyze data, notice trends, and drive Customer Experience without compromising on time. The candidate should have a basic understanding of Logistics and should be able to communicate clearly in written and oral form. Qualifications - Bachelor’s degree - 12-24 months of work experience - Good communication skills - Proficiency in Excel (pivot tables, vlookups) - Demonstrated ability to work in a team in a very dynamic environment Requirements - Ability to ideate process improvements and drive them to conclusion - Communication with external customers (Carriers, Vendors/Suppliers) and internal customers (Retail, Finance, Software Support, Fulfillment Centers) - Systematically escalate problems or variance in the information and data to the relevant owners and teams - Follow through on resolutions to ensure they are delivered - Excellent communication, both verbal and written - Providing real-time customer experience by working in a 24*7 operating environment Benefits - Our inclusive culture empowers Amazonians to deliver the best results for our customers. - If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit this link for more information.

Role Description This role has been designated as ‘Remote/Teleworker’, which means you will primarily work from home. Manages several larger US Navy/Marine Corps accounts. Understands the customer’s IT and business objectives, priorities, requirements and challenges, and adds value by implementing HPE’s strategy. Drives business performance for all HPE BUs and manages the portfolio mix to optimize profitability of the accounts. Accountable for pipeline building; accountable for and supportive in deal closing and orchestrating the deal team. Builds and develops relevant customer relationship networks with key influencers and decision makers in IT and business. Develops and engages with the extended partner ecosystem to maximize HPE’s presence in the accounts. Constantly develops information technology industry knowledge to position HPE’s portfolio in the accounts. Orchestrates, engages, guides and provides feedback to the extended account team members. Acts as customer’s advocate inside HPE. Plans for accounts to deliver results through the financial year and beyond. Qualifications - 6+ years account management experience. - 5+ Years of military experience with the US Navy/Marine Corps or selling to the US Navy/Marine Corps. - Experience in IT industry preferred. - 5+ years of experience dealing with Federal funding and contracting processes. - University or Bachelor’s Degree preferred, or equivalent experience. Engineering or technology education, advanced degree or MBA desired. Requirements - Active Government Security clearance preferred, must be eligible for Security Clearance. Benefits - Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial and emotional wellbeing. - Personal & Professional Development: Programs catered to helping you reach career goals. - Unconditional Inclusion: Celebrates individual uniqueness and values varied backgrounds. Impact/Scope - Typically manages 1 to many accounts representing moderate revenue for HPE. - May manage a portion of a large Top Account, usually within an assigned geography. - Typically qualifies and closes large deals of moderate to high complexity and cross-BU scope. - Works with all levels of decision-makers in the customer organization. Complexity - Leads complex sales engagements, project management and coordination to meet deadlines. - Typically oversees engagements with cross-BU portfolio solutions. Additional Skills - Accountability - Active Learning - Active Listening - Assertiveness - Building Rapport - Coaching - Complex Sales - Creativity - Critical Thinking - Customer Experience Strategy - Empathy - Financial Acumen - Growth Mindset - Industry Knowledge - Long Term Planning - Managing Ambiguity

• Identify and actively acquire new logos in the assigned territory • Run a sophisticated Value Selling Process from Prospecting to Closure • Collaborate with the team, including Sales Engineers (SEs), Marketing and Channel Partners to devise and execute account strategies and plans. • Maintain accurate and timely forecast and updates to management team. • Provide exceptional and high touch customer service, including escalation and coordination of support issues as needed. • Become an insider within the Cyber Security Industry and become an expert of CrowdStrike products and services • Stay well educated and informed as to the CrowdStrike competitive landscape

Role Description Elastic is searching for an Enterprise Account Executive to expand our Enterprise Pursuit customer accounts. Our Enterprise Account Executives are individual contributors, focused on building new business and growing the Elastic footprint and ensuring our customers are successfully leveraging Elastic cloud solutions across their organization. Are you ready to help users tackle their hardest problems through the power of search? If so, we’d love to hear from you! What You Will Be Doing - Breaking in, building relationships and awareness, to create the demand and new business revenue for Elastic solutions within new Enterprise accounts. - Uncovering new and diverse use cases for Search, Security, and Observability to solve key business initiatives in their organizations. - Working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions. - Building a robust pipeline and a long term business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts. - Delivering against monthly, quarterly annual revenue targets for New Business SaaS subscriptions and Professional Services contracts while maintaining the existing customer base. - Collaborating across Elastic business functions to ensure a seamless customer experience. Qualifications - A track-record of success hunting to sell SaaS subscriptions and professional services into net-new complex accounts, demonstrated by overachievement of quota and strong customer references. - A deep understanding and preferably experience selling into the ecosystem we live in, including Enterprise Search, Logging, Security, APM and Cloud. - The ability to build relationships and credibility with both IT and LOB executives. - Predictability and accurate forecasting capabilities using SFDC. - An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day. - Previous experience selling into the Enterprise accounts included in this territory. Bonus Points - Previous experience selling in an Open-Source model. Compensation - Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). - The typical starting OTE range for new hires in this role is: - $226,500 — $340,000 USD - An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. - Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with a minimum of 16 weeks of parental leave. Additional Information Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.