• Architect end-to-end VIP engagement models, defining the "Player Journey" • Design and configure proactive outreach campaigns within Helpshift • Develop frameworks for reporting on VIP program health • Act as Subject Matter Expert for all VIP service inquiries • Work with Operations teams to define the specific profile and training requirements for VIP Account Managers • Own the narrative for all VIP-related bids, articulating an approach to player psychology and retention.

• Evaluate and recommend end-user software and hardware; create and negotiate proposals for purchasing new or upgraded products • Establish and maintain the “Digital Workplace Roadmap” which includes processes and technologies which continuously enhance and modernize our end user experience • Deploy Enterprise solutions which drive collaboration between team members enabling them to work together easily and efficiently in a modern workplace • Work closely with Information Security to ensure endpoint security platforms are deployed, managed, and maintained properly • Assist in establishing and maintaining standards for endpoint software, hardware, and related peripherals as well as setting and maintaining the roadmaps • Provide training to the End User Technology team members around use and administration of relevant platforms and services • Validate new and existing IT services provided to customers are optimal and meet business needs • Collaborate with other IT team members and business members to plan, build, and operate technologies and systems • Ensure end user technology solutions are a best fit to First Quality and adhere to enterprise architecture and principles • Create and maintain current documentation associated with applications and systems managed by the team • Responsible for software licensing management and compliance • Provide Tier IV and escalation support to End User Technicians and engage with vendors and partners to resolve issues • Work closely with vendors for escalated issues and roadmap strategies for End User Hardware and Peripherals • Assist in project change management efforts • Active Directory (AD) administration to maintain user and machine accounts, access rights for users and groups, machines, and group policy updates to deliver end user capabilities • Utilize resources and tools to monitor and manage systems and services ensuring their overall health and availability • Responsible for maintaining up to date and secure desktop Operating System images for FQ

Overview We are seeking a dynamic, strategic, and results driven Business Development Manager to join our team. The ideal candidate will drive growth and expand market presence for bioanalytical solutions across academic institutions, government research labs, core facilities, non‑profit research centres, CROs and Pharma Discovery Labs. This role places strong emphasis on communicating the value of LC‑MS–based and flow cytometry bioanalytical endpoints to diverse scientific communities. You will collaborate closely with regional sales and marketing teams, develop targeted commercial plans for academic and research markets, and build trusted relationships with institutional stakeholders, PIs, core directors, and scientific staff. This is a remote position, with flexibility to work from any location in the US ( with preference to west coast US) Responsibilities Lead Generation & Market Expansion - Identify and pursue new business opportunities across academic departments, shared resource facilities, government labs, and pharma research organizations. - Generate and qualify leads through scientific networking, campus visits, conferences, workshops, and digital outreach. Sales Funnel Management - Develop and execute strategies to broaden adoption of bioanalytical technologies in research-intensive organisations. - Maintain an accurate sales pipeline and provide reliable forecasting for the target customer segment. Sales Support - Collaborate with regional sales and marketing teams to convert academic and research opportunities into orders. - Support the sales process through technical presentations, workflow discussions, demonstrations, and proposal/quote negotiation. Tactical Sales Planning - Develop and implement sales plans tailored to academic funding cycles, grant landscapes, and institutional priorities. - Set and monitor target performance to ensure goals aligned with the Annual Operating Plan (AOP) are achieved or exceeded. Sales Enablement - Deliver remote and in person‑ training for sales and marketing teams focused on academic bioanalytical workflows, research applications, and adoption drivers. - Provide tools, content, and positioning strategies designed specifically for academic and government research environments. Sales & Marketing Initiatives - Use virtual platforms, academic seminar programs, webinars, and outreach events to expand awareness and build the funnel in academic and pharmaceutical discovery markets - Create and execute promotional initiatives aligned with academic research trends and institutional needs. Customer Relationship Management - Build and maintain strong, long term‑ relationships with principal investigators, lab managers, core directors, and research administration. - Collect and communicate customer insights, research challenges, and success stories to guide commercial strategy. - Ensure exceptional customer service to support recurring business and long‑term partnerships. Sales Reporting & Analysis - Provide regular updates on performance, market dynamics, grant trends, and customer feedback to the Pharma Program Lead. - Use data-driven insights to adjust strategies and maximize success in the target customer segment. Technical Expertise - Maintain a strong working knowledge of quantitative and qualitative LC‑MS, flow cytometry, and complementary analytical technologies. - Communicate technical and workflow advantages effectively to scientific audiences with varying levels of expertise. Product Development Input - Capture feedback from researchers, core facility staff, and field sales teams to support ongoing refinement of bioanalytical solutions. Cross‑Functional Collaboration - Partner with sales, marketing, product management, and the broader Waters Analytical Science business segment to deliver cohesive, research-focused solutions to customers. Qualifications Education - Bachelor’s degree in a lifescience related‑ field. - An MBA or a Master’s/PhD in a scientific discipline is highly advantageous. Experience - Minimum 5 years of experience in sales or business development serving academic, government, or pharmaceutical scientific markets. - Demonstrated ability to assess research needs and translate them into effective commercial strategies. - Proficiency with Salesforce CRM and business analytics tools for managing pipelines, forecasting, and account planning, as well as Microsoft Office suite. Skills and Abilities Strategic Sales & Marketing - Ability to identify, target, and engage high value‑ research institutions and Pharmaceutical Discovery customers. - Skilled in developing marketing strategies tailored to academic research cycles and organizational structures. Networking & Relationship Management - Proven ability to build long-term relationships across universities, core facilities, research institutes, and Pharmaceutical Discovery labs. - Excellent interpersonal communication skills that enable connection with researchers, Lab Directors and internal teams. Analytical & Negotiation Skills - Strong analytical mindset to interpret scientific trends, grant funding patterns, and organisational priorities. - Effective negotiation skills for instrument sales, multi-group purchases, and service or workflow agreements. Communication & Presentation - Excellent written and verbal communication skills; able to clearly present complex scientific solutions. - Creative self-starter who can design and execute impactful customer engagement programs. - Ability to motivate and influence cross-functional teams. Technical Expertise - Deep understanding of liquid chromatography, mass spectrometry, and flow cytometry as applied to academic, Pharmaceutical Discovery and translational research. - Ability to communicate research applications, workflow integration, and value propositions to diverse scientific audiences. Travel Requirement - Willingness to travel up to 50% for campus visits, seminars, conferences, customer meetings, and team activities. Reporting Line - Reports directly to the Pharma lead within the LCMS Business Segment in the Analytical Sciences Division Company Description Waters Corporation (NYSE:WAT) is a global leader in life sciences and diagnostics, dedicated to accelerating the benefits of pioneering science through analytical technologies, informatics, and service. With a focus on regulated, high-volume testing environments, our innovative portfolio harnesses deep scientific expertise across chemistry, physics, and biology. We collaborate with customers around the world to advance the release of effective, high-quality medicines, ensure the safety of food and water, and drive better patient outcomes by detecting diseases earlier, managing routine infections, and combating antibiotic resistance. Through a shared culture of relentless innovation, our passionate team of ~16,000 colleagues turn scientific challenges into breakthroughs that improve lives worldwide. Diversity and inclusion are fundamental to our core values at Waters Corporation. It benefits our employees, our products, our customers and our community. Waters complies with all applicable federal, state, and local laws. Qualified applicants are considered without regard to sex, race, color, ancestry, national origin, citizenship status, religion, age, marital status (including civil unions), military service, veteran status, pregnancy (including childbirth and related medical conditions), genetic information, sexual orientation, gender identity, legally recognized disability, domestic violence victim status, or any other characteristic protected by law. Waters is proud to be an equal opportunity workplace and is an affirmative action employer. All hiring decisions are based solely on qualifications, merit, and business needs at the time. Key Words Business Development Academic Research Pharma Discovery LC‑MS Mass Spectrometry Bioanalytical Flow Cytometry Core Facility Scientific Sales Drug Discovery

Location- Remote-United Kingdom About RapidFort RapidFort is the leader in end-to-end software supply chain security. Our platform helps organizations automatically identify, prioritize, and remediate vulnerabilities in containerized applications—without code changes or pipeline disruption. From curated near-zero-CVE container images to runtime Kubernetes protection, we enable teams to ship secure software faster. Backed by $42M in Series A funding and trusted by 100+ customers across defense, federal, and enterprise sectors, we’re defining the new standard for software attack surface management (SASM). We were recognized in the 2025 Gartner® Cool Vendors™ in Container Management report. Position Overview; RapidFort is looking for a technical Solutions Engineer to accelerate our growth in the US Enterprise segments. You'll serve as the technical bridge between our platform capabilities and customer needs, helping organizations understand how RapidFort's Software Supply Chain Security platform can eliminate vulnerabilities and reduce their attack surface without code changes. This is a hands-on, customer-facing role combining deep expertise in cloud-native security, containers, and compliance with consultative sales skills. You will work closely with security leaders, platform engineers, and regulated organizations supporting Department of Defense (DoD), federal agencies, financial services, and healthcare environments. Your Impact Technical Discovery & Solution Design - Partner with Account Executives to uncover security pain points, compliance requirements, and infrastructure challenges facing prospective customers - Design and present customized demonstrations showing how RapidFort's platform addresses vulnerability remediation, attack surface reduction, and compliance acceleration Product Expertise & Customer Education - Deliver compelling technical presentations on RapidFort's DevTime Protection Tools, Near-Zero CVE Images, and RunTime Protection capabilities - Guide security teams and DevOps engineers through hands-on proof-of-concept evaluations in their environments - Articulate the technical and business value of achieving 95% CVE remediation and 90% attack surface reduction Sales Methodology & Deal Progression - Apply proven sales frameworks including MEDDPICC to qualify opportunities, identify key stakeholders, and advance complex technical sales cycles - Establish credibility with technical decision-makers, security architects, and engineering leaders through deep product knowledge and industry expertise Security & Compliance Consulting - Advise prospects on container security best practices, vulnerability management strategies, and compliance frameworks (FedRAMP, CMMC, SOC 2, STIG/CIS) - Position RapidFort as the solution for organizations seeking to accelerate compliance readiness while reducing development costs Market Intelligence - Stay current on competitive positioning in the Software Supply Chain Security space - Provide product feedback based on customer conversations to help shape RapidFort's roadmap What You Bring Technical Foundation - 7+ years in a Solutions Engineering, Sales Engineering, or Pre-Sales role supporting technical sales to startup and mid-market customers Strong hands-on experience with containerization technologies (Kubernetes, Docker), including, but not limited to: - Can describe a multi-stage build and when they are appropriate - Understands best practices when building container images - Working knowledge of major cloud platforms (AWS, Azure, Google Cloud) and their security consideration - Understanding of container security challenges, vulnerability scanning, and software bill of materials (SBOM) concept Sales Acumen - Demonstrated success using structured sales methodologies (MEDDPICC, Command of the Message, or similar frameworks - Track record of supporting complex sales cycles involving multiple technical and business stakeholder - Ability to translate technical capabilities into business outcomes and RO Communication & Collaboration - Exceptional presentation skills with the ability to adjust technical depth based on your audience - Experience facilitating productive technical discussions with security teams, platform engineers, and C-level executive - Strong written communication for creating proposals, follow-up documentation, and technical content Adaptabilit - Comfort operating in a fast-paced startup environment where priorities shift and you'll wear multiple hat - Self-motivated with the ability to manage your own pipeline and deliver results with minimal supervision - Genuine curiosity and commitment to continuous learning in the evolving security landscape Location Requirement United Kingdom