• Develop capture plans for the capture of retrofit and new avionics positions on air mobility aircraft for the U.S. DoD and international MoD agencies and U.S. and international OEM's with a heavy emphasis on airlift/air refueling platforms. • This includes capture strategies, gate reviews, win strategies, competitive intelligence, price to win, negotiation strategy, customer relationship management, and proposal development. • Serve as the primary face to the customer who establishes and maintains customer business relationships in domestic or international markets. • Maintain personal contact and interface with key customers in such a manner as to influence future requirements, and/or operational capabilities, thus enabling Collins to provide a solution to meet the customer's needs while improving Collins’ probability to win. • Develop and lead decision Gate Reviews for new or expanded business areas identified from the above activities in accordance with the Collins RLPM process. • Create and manage the contact plan for primary customers. • Develop win strategies, themes, and discriminators for the Collins team. • Conduct price to win models and competitive assessments. • Manage customer lifecycle management tool (Salesforce) by providing regular and relevant updates. • Travel up to 30% may be required (both domestic and international).

• Own the federal go-to-market strategy across CMS, VA, HHS, and adjacent agencies, in coordination with retained federal government affairs firm. • Identify and pursue net-new federal contract opportunities through proactive outreach, RFI/RFP responses, and strategic positioning with program offices and contracting officers. • Lead end-to-end federal sales cycles including opportunity shaping, early-stage influence, RFP strategy, response leadership, and contract negotiations. • Maintain awareness of federal procurement vehicles (GSA Schedule, GWACs, BPAs, CMS-specific vehicles such as SPARC) and position Machinify to compete on the right vehicles at the right time. • Monitor federal legislative, regulatory, and policy developments affecting payment integrity and program integrity and translate intelligence into actionable GTM strategy. • Own the state and local go-to-market strategy across Medicaid RAC programs, state program integrity offices, and SLED procurement environments, in coordination with our retained state government affairs firm. • Build and manage a state-level pipeline targeting both greenfield Medicaid RAC opportunities (states with no existing RAC program) and competitive displacement opportunities (states heading toward RFP where incumbent contractors are vulnerable). • Build senior relationships with State Medicaid Directors, Program Integrity leadership, and state procurement, legal, and budget stakeholders. • Track state RFP calendars, incumbent contract expiration dates, and legislative developments affecting state Medicaid program integrity. • Identify, cultivate, and manage relationships with federal prime contractors and systems integrators to pursue joint opportunities and teaming arrangements. • Negotiate teaming agreements, subcontracting arrangements, and partnership terms that position Machinify competitively on large procurements. • Maintain awareness of prime contractor capture activities and position Machinify as a preferred subcontractor or partner. • Represent Machinify in partner ecosystems, contractor forums, and industry associations. • Build and manage a robust government pipeline across federal and state markets with accurate, stage-gated forecasting. • Work in close coordination with the finance to develop contract-level revenue models, pipeline-to-revenue conversion tracking, and quarterly planning inputs. • Coordinate proposal and capture efforts with the Capture Manager and Proposals function, ensuring RFP responses are competitive, compliant, and on time. • Provide regular pipeline and market intelligence updates to General Counsel and executive leadership. • Represent Machinify at government-focused conferences, trade shows, and industry associations (HFPP, NAMPI, NAMD, and others). • Participate in the development of a cross-sector network group bringing together government agencies and commercial payers to advance payment integrity best practices. • Support design and execution of convenings including roundtables, working groups, and industry summits. • Leverage network activities to strengthen relationships, generate leads, and reinforce Machinify's position as a thought leader in government payment integrity.

Role Description Zur Verstärkung unseres Vertriebsteams suchen wir zum nächstmöglichen Zeitpunkt eine Verlagsrepräsentant/in (w/m/d) für Köln und/oder Bonn. - Abschlusssichere Teilnehmerbetreuung von Partnern im hochwertigen Einzelhandel- und Dienstleistungssegment - Akquirierung neuer Kunden - Verkauf von Print-, Online- und Live-Paketen - Vermittlung kreativer, inhaltlicher und werblicher Konzepte Qualifications - Du bist ein Vertriebstalent mit repräsentativem Auftreten - Du verfügst über eine selbstständige und flexible Arbeitsweise - Du denkst marktorientiert und hast Freude am „Netzwerken“ mit hochkarätigen Einzelhändlern, Dienstleistern und Marken - Idealerweise hast du Erfahrung im Verlags- oder Agenturgeschäft und wohnst in der Region Köln/Bonn Benefits - Eine verantwortungsvolle Aufgabe mit großem Entwicklungspotenzial für unternehmerisch denkende Persönlichkeiten - Sympathische Kolleginnen und Kollegen mit großem Teamgeist - Attraktive, leistungsorientierte Konditionen - Selbstständige Tätigkeit Company Description Die Lebensart Medien GmbH ist ein regional agierendes erfolgreiches Kölner Medienunternehmen und Verlagshaus. - Wir publizieren das Lifestyle-Magazin Lebensart, das Nr. 1 Stadtmagazin zum Einkaufen und Genießen in Köln/Bonn. - Lebensart ist weit mehr als „nur Print“: Mit den korrespondierenden Geschäftsfeldern Lebensart Online und Live bieten wir kreative Formate im Online- und Eventbereich.

**Position:** Business Development Representative - Sales Pipeline Growth **Type:** Full-Time Remote | Working Hours: U.S. Business Hours **Location:** Pakistan **About This Opportunity:** Join a growing B2B company as their Business Development Representative and own the complete lead qualification and pipeline generation process. Drive measurable growth by converting prospects into qualified sales opportunities while building meaningful relationships that fuel business success. **What You'll Do:** • Engage inbound leads from marketing campaigns, website forms, and events with rapid response times • Conduct discovery calls to assess prospect needs, budget, decision-making process, and timeline • Execute targeted outbound prospecting campaigns using LinkedIn Sales Navigator, Apollo, and ZoomInfo • Create personalized outreach sequences combining email, phone calls, and LinkedIn messaging • Qualify leads using proven sales frameworks and document findings thoroughly in CRM systems • Schedule meetings and demos for Account Executives with properly briefed prospects • Manage early-stage leads through nurturing campaigns until they're ready for sales engagement • Maintain accurate pipeline records in Salesforce, HubSpot, or Zoho with complete opportunity documentation • Collaborate with sales teams during weekly pipeline reviews and strategy sessions • Track and report on activity metrics, conversion rates, and pipeline sourcing performance **What You Bring:** • 2+ years experience in BDR, SDR, or inside sales roles with proven quota attainment • Proficiency with CRM platforms (Salesforce, HubSpot, Zoho) and sales engagement tools • Strong track record qualifying leads through structured discovery calls and consultative selling • Experience with outbound prospecting tools and multi-channel outreach campaigns • Excellent verbal and written English communication skills with active listening abilities • Organized and metrics-driven approach with strong follow-through and persistence • Experience in B2B SaaS, professional services, or technology sales environments (preferred) • Familiarity with sales methodologies like SPIN, MEDDIC, or Challenger (preferred) • Comfortable with high-volume outreach while maintaining quality and personalization • Resilient mindset with ability to handle rejection and maintain consistent performance **Key Success Metrics:** • Discovery calls completed (10-15 per week target) • Qualified opportunities passed to Account Executives (8-12 per month) • Lead-to-opportunity conversion rates and pipeline sourcing goals • Daily and weekly activity levels (calls, emails, LinkedIn outreach) • CRM data accuracy and complete opportunity documentation **Why You'll Love This Role:** • Own the complete lead qualification function with direct impact on company growth • Work with cutting-edge sales tools and prospecting technologies • Clear performance metrics and advancement opportunities within growing sales organization • Remote flexibility with U.S. business hour collaboration and established sales processes • Opportunity to build relationships with prospects and contribute to long-term business success **Ready to drive pipeline growth?** Apply now with your BDR performance examples. #BusinessDevelopment #SalesGrowth #B2BSales #RemoteWork #Pakistan