• Execute the vision, program and plan for our Technology Partner GTM • Recruit appropriate Technology Partners, based on above and create a joint GTM plan and execute • Leverage appropriate Armis teams to assist in building integrations as needed • Ensure Appropriate partner contracts are executed are in place • Coordinate with Marketing to develop marketing plans for MDF and Events with Partners • Establish Executive Relationships with all Technology Partners and conduct introductions and regular meetings with Armis Executives • Drive execution of field engagement, including enablement and relationship building of both Armis and Partner sales, SE and Service teams • Serve as escalation point for any and all partner related issues

WHO WE ARE Supported by more than 5,000 employees in nearly 100 locations across the United States, we provide a full continuum of engineering and consulting services, including design, planning, architectural, environmental, construction and program management. Our clients include U.S. federal, state and municipal governments, foreign allied governments, and a wide range of commercial clients. Michael Baker is committed to delivering a standard of excellence that fosters a culture of innovation, collaboration and technological advancement to help solve our clients' complex challenges. CORPORATE/FUNCTIONAL PRACTICE Michael Baker International understands that people require choices in where they want to begin to build a sustainable future. For more than 80 years, Michael Baker International has maintained an entrepreneurial work environment that fosters great careers, which ultimately has brought great success to the organization. Michael Baker offers many opportunities to help you grow professionally to build your career. Whether it is in Finance, IT, Human Resources, Technology, Communications, Proposal Production, Legal or our National Practice and Market segments, take your next step with us and help make a difference in the lives of those you work with and those we serve. DESCRIPTION As a part of our National Market Leadership Team, the National Market Lead (NML) I – Navy will implement and manage our strategy for growth and success in the marketing and positioning of the company within the U.S. Navy and related clients. The successful candidate will report to the Navy Market’s National Market Lead and work closely with Integrated Design & Advisory business vertical leadership, Regional Directors and Office Executives as well as Practice Leads and staff across the country. Additionally, the NML I– Navy will work with and coordinate activities with our other Federal and DOD National Market leads to grow our overall Federal and Defense Market Programs. They will create and be responsible for the implementation of strategic business development plans to expand the firm’s services in support of the built environment. This will include identifying and aggressively pursuing and developing new market opportunities and expanding existing relationships within the market. In marketing and business development, the NML I – Navy role will in coordination with the Navy Market Leader drive relationship development with key NAVFAC organizations, national contractors and concessionaires, identify specific project opportunities and support proposal development. Post award, the position may be involved in contract/scope negotiations and work plan development. - Develop strategies to maximize Michael Baker’s portfolio growth with Navy and Marine Corps clients. - Recommend areas for talent growth in order to be prepared for future federal effort. Identify candidates for recruiting in collaboration with Integrated Design & Advisory vertical, and company offices. - Conduct market research to determine which NAVFAC organizations, programs and contracts are critical opportunities for Michael Baker. - Conduct research to determine which NAVFAC personnel are the key decision makers for the programs and contracts of interest and maintain an active relationship with those personnel with the intent to develop trusted advisor status. - Participate at the appropriate NAVFAC Echelon III and IV, regional or industry events (e.g. SAME, NAVFAC) to stay informed of program and funding developments. Maintain routine and positive communication with clients. - Help develop and manage Navy targets and goals. - Work with the federal and regional teams to identify future growth opportunities for Michael Baker. Once identified, work the federal and regional teams to develop a strategy for growing into that work. - Develop a Strategic Vision and strategy to successfully capture NAVFAC IDIQ and stand-alone contracts. Strategy will include developing the teaming arrangements with the most appropriate large and small business partners. - Work with Michael Baker Integrated Design & Advisory, regional and office leadership, and the proposal team, to identify capture managers, program managers and proposal managers. - Routinely assess our program strengths and opportunities for improvement and continuously monitor program risks and collaborate with Integrated Design & Advisory, regional and office leadership to mitigate them. - Create and maintain client account plans. - Ensure the capture team is developing a capture plan and conducting appropriate strategy and capture meetings for top tier clients. - Ensure existing contracts are actively mined to exhaust capacity and marketed across Echelon III and IV commands. - At the conclusion of the projects, ensure project and program managers are working collaboratively with their government counterparts to shape project evaluations (e.g. CPARS). - Support the entire federal team to ensure the team remains a high performing organization. - As necessary, support federal or enterprise initiatives such as fielding Client Relationship Management tools. PROFESSIONAL REQUIREMENTS - Bachelors Degree in Engineering or Architecture from an accredited program; advanced degrees preferred - 15-20 years of related experience; or equivalent combination of education and experience in marketing and business development with federal clients - Certification as a Professional Engineer (PE), Registered Architect (RA) or Project Management Professional (PMP) is desirable - Ability to access secure sites by being a U.S. Citizen - Possess DOD Secret Security clearance or have the ability to obtain one - Previous working relationships with the U.S. Navy and the Naval Facilities Engineering System Commands - Ability to work as a team member in cooperation within, and across technical disciplines - Possess a demonstrated record of servicing, maintaining, and expanding client relationships and achieving revenue - Experience with significant programs in Military Construction (MILCON), Sustainment, Restoration and Modernization, Base Operating Support, Environmental Compliance, National Environmental Policy Act and other environmental laws and regulations, Military Master Planning, Geospatial Information Technology, Cybersecurity, or related projects or programs - Experience with marketing professional services related to engineering, planning, design and construction - Possess excellent public speaking and written communication skills; strong interpersonal skills; and the ability to clearly and effectively present complex information to all levels of senior leadership, employees, management, clients and public officials - Knowledge of the budget process, contracting regulations, regulatory issues and key players within the U.S. Navy - Experience in formulating and implementing successful business capture plans for major sales prospects - Proficiency with Microsoft Office - Preferred location for this position is Continental United States. COMPENSATION The approximate compensation range for this position $174,491-$329,825 per year. This compensation range is a good faith estimate for the position at the time of posting. Actual compensation is dependent upon factors such as education, qualifications, experience, skillset, and physical work location. The role is eligible for performance bonus commensurate with performance and metrics established upon joining Michael Baker. BENEFITS We offer a comprehensive benefits package including: - Medical, dental, vision insurance - 401k Retirement Plan - Health Savings Account (HSA) - Flexible Spending Account (FSA) - Life, AD&D, short-term, and long-term disability - Professional and personal development - Generous paid time off - Commuter and wellness benefits Michael Baker International, a leading provider of engineering and consulting services, including design, planning, architectural, environmental, construction and program management, has been solving some of the world’s most complex infrastructure challenges for more than 85 years with a legacy of expertise, experience, innovation and integrity. Based in Pittsburgh and with over 100 offices nationwide, we partner with clients on everything from roads, bridges, tunnels, mass transit, and airports, to water treatment plants, arctic oil pipelines, environmental restoration and specialized overseas construction. We serve as a trusted adviser to the communities we serve, making them safer, more accessible, more sustainable and more prosperous. We provide visionary leadership in facilitating transformational change for our clients. Our work delivers differentiating innovations and dedicated experts who challenge the status quo and share a world of diverse experience and an impassioned entrepreneurial spirit. We deliver quality of life. We Make a Difference. Michael Baker International is proud to be an Equal Opportunity Employer. Michael Baker International provides equal employment opportunity for all persons, in all facets of employment. Michael Baker International maintains a drug-free workplace and performs pre-employment substance abuse testing and background checks. We encourage all qualified applicants to apply for any open position for which they feel they are qualified and all will receive consideration for employment without regard to race, color, religion, creed, age, gender, sexual orientation, gender identity, national origin, citizenship status, marital status, familial status, pregnancy or childbirth, genetic information, disability, protected veteran status, status with regard to public assistance, or membership or activity in a local human rights commission, or any other legally protected status. EEO is the Law. Applicants to and employees of Michael Baker International are protected under Federal law from discrimination. *It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. *There is no current application deadline. Michael Baker will continue to accept applications on an ongoing basis until the position is filled or no longer needed.

Role Description This position is posted by Jobgether on behalf of a partner company. We are currently looking for a Remote Field Account Manager. In this critical role, you will ensure revenue growth while safeguarding the existing revenue base through strategic solutions tailored to our clients. Your efforts will directly impact the delivery of innovative service solutions that aid businesses in navigating complex risk challenges. Collaboration with cross-functional teams will drive the success of our operations and optimize client satisfaction. Furthermore, you will have the opportunity to create and execute account plans that drive substantial revenue and enhance overall company performance. - Manage territory projections and develop sales activities to identify revenue opportunities. - Implement customer retention plans to secure current revenue streams. - Create and execute effective account/territory strategies focusing on new business growth. - Conduct gap analysis to uncover additional revenue opportunities within existing accounts. - Work collaboratively in a team environment to meet customer needs. Qualifications - 5+ years of proven sales experience, preferably in financial industries. - Bachelor's degree in Business or equivalent experience. - Excellent verbal and written communication skills. - Strong organizational and forecasting abilities. - Ability to work cohesively in a team environment. - Willingness to travel up to 20% if necessary. Benefits - Competitive salary with performance-based incentives. - Comprehensive benefits package tailored to your location. - Opportunities for professional development and growth. - Flexible work arrangements to support work-life balance. - Collaborative company culture that values inclusion and diversity.

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube. Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Enterprise Account Manager Summary: This remote position requires a motivated self-starter who will be responsible for all net new sales into Enterprise Accounts, $1 Billion and above as defined by Delinea based on annual revenue. Based in a specific geographic area, the candidate may be required to travel approximately 30-40% throughout the assigned territory to visit customers, attend trade shows or field events, and for internal meetings such as sales kick-offs or quarterly business reviews. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level. What You'll Do: - Create and personalize a territory plan for the assigned territory. - Prospect to and create contacts within Enterprise Accounts in a geographic region. - Proactively pursue existing leads who have expressed interest in our services. - Collaborate with and engage the right Delinea technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals. - Consistently meet/exceed sales targets. - Maintain an accurate forecast of sales pipeline. - Cultivate and manage relationships with Channel partners. - Leverage Delinea’s executives, and their networks, to gain access to prospective clients. - Never stop learning! Continue to hone your craft and build your expertise in Cybersecurity. What You'll Bring: - 5+ years as an Enterprise software sales executive selling to companies with revenues greater than $1 billion. - Bachelor’s degree from an accredited university preferred or equivalent work experience. - Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations. - Track record of success in identifying, cultivating and closing six figure+ transactions. - Ability to conduct both executive level presentations and high-level technical presentations. - Excellent written and oral presentation skills. Examples may be requested. - Examples of value proposition creation Bonus if you have: - An established book of business in territory - Experience selling cyber security solutions Why work at Delinea? - We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. - We invest in people who are smart, self-motivated, and collaborative. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.