Role Description As a Business Development Representative at Blumira, you will drive future growth by working with the marketing and sales team to build a pipeline. Our team is passionate about IT, cybersecurity, and speaking to people, and takes pride in being able to identify great new opportunities for Blumira in SMB IT. Blumira's BDRs enjoy being on the phone and aren’t afraid to make over 100+ outbound calls daily; they are focused, thoughtful, inquisitive, and confident. In this role, you will not only gain expertise and experience in prospecting and selling, but also mentorship and training. Our ideal candidate will have a highly entrepreneurial spirit with a data-driven mindset, and is motivated by achieving your and overall sales numbers. If you focus on quality and are a strong team player, willing to roll up your sleeves to help get work done, we encourage you to apply! Key Responsibilities - Actively make 300+ outbound touches per week, confidently ready to engage new customers - Align with the sales, revenue operations, and marketing teams for mutual success - Become a product expert of Blumira and seamlessly verbalize our value proposition - Develop and execute outbound strategies to set qualified meetings - Drive effective discovery conversations to understand users’ needs and goals to provide them the appropriate resources - Maintain accurate and up-to-date records in Hubspot - Nurture, develop and use a relational approach with prospects not ready to take the next step by executing long-term outreach campaigns - Prospect, qualify, and proactively engage new accounts, introducing them to Blumira - Support inbound leads and live chat activity as needed - Travel to and work industry trade shows and conferences - Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn Accountabilities - Daily and weekly activity metrics - Qualified sales opportunities resulting from personal outbound efforts - Quantity and quality of meetings scheduled Qualifications - 2+ years of cybersecurity sales experience; B2B sales is a plus - A competitive, passionate, and enthusiastic personality, with a powerful work ethic and a hunter mentality - Advanced understanding of cybersecurity concepts and the ability to understand/explain concepts and industry-related information in a clear, concise, and logical manner - Passion, energy, and proven success in high-volume, transactional outbound prospecting and generating new business - Previous work experience with HubSpot CRM is preferred; familiarity with Zoominfo, Outreach, LinkedIn Sales Navigator, and Orum is a plus - Self-motivated and comfortable working with a small sales team in a fast-paced startup environment - Strong communication and presentation skills with a consultative selling approach, with superior listening skills to understand the opportunity and the needs of prospects - The ability and desire to work in a challenging and competitive industry; our BDRs must be organized and efficient in developing sequences that maximize outreach efforts across all channels Bonus - Experience working for or selling to managed service providers (MSPs) Benefits - Competitive compensation and stock equity plan - Flexible PTO - A flexible work environment that supports working from home - Comprehensive benefits package that includes medical, dental, vision, and life insurance, as well as a company sponsored pre-tax retirement savings program On-Target Earnings (OTE) - $105,000 — $105,000 USD - Base Salary: $60,000 — $60,000 USD - Variable (commission): $45,000 — $45,000 USD

Accelerate your career. Join the organization that's driving the world's technology and shape the future. Ingram Micro is a leading technology company for the global information technology ecosystem. With the ability to reach nearly 90% of the global population, we play a vital role in the worldwide IT sales channel, bringing products and services from technology manufacturers and cloud providers to business-to-business technology experts. Our market reach, diverse solutions and services portfolio, and digital platform Ingram Micro Xvantage™ set us apart. Learn more at www.ingrammicro.com Come join our team where you’ll make technology happen in surprising ways. Let’s shape tomorrow - it’ll be a fun journey! Primary Focus: The Business Development Executive is focused on driving depth and breadth across a category solution and existing partner base utilizing data insights to identify growth opportunities to deliver on Ingram Micro's goals and outcomes across a category/vendor(s). Your focus will be on cultivating strong relationships with partners and vendors, identifying new business opportunities, and executing sales strategies to retain and expand market share. This role requires a deep understanding of the platform industry, exceptional negotiation skills, and the ability to collaborate effectively with cross-functional teams to achieve category objectives. The Business Development Executive II consistently overachieves role expectations by delivering results across competencies. Recognized subject matter expert with specialized knowledge in category development. Manages large projects or processes. Key Responsibilities • Category Strategy: Develop and execute a category strategy to drive growth and new business development within the category. Identify emerging trends, customer needs, and potential market opportunities to shape the category's success. • New Business Opportunities: Identify and pursue new business opportunities within existing partners, including strategic partnerships, alliances, and end-customer acquisition motions, to expand the category's offerings and market reach. • Vendor and Partner Relations: Cultivate and maintain strong relationships with key vendors and strategic partners. Negotiate and secure favorable terms and conditions to ensure mutual success and accelerate category growth. • Market Analysis: Conduct in-depth market research and analysis to stay ahead of market trends, competitor activities, and emerging opportunities. Utilize data-driven insights to make informed decisions and guide category acceleration efforts. • Cross-Functional Collaboration: Collaborate with various internal teams, including sales, marketing, product management, and operations, to align strategies and accelerate new business development. • Customer Engagement: Engage directly with key existing customers to understand their unique needs and challenges. Leverage Customer feedback to drive product improvements and deliver exceptional Customer experiences. • Product Portfolio Expansion: Work closely with the product management team to identify opportunities for product expansion or development to meet existing customer demands and capitalize on market trends. • Xvantage Expertise: Drive insights and actions for reseller partners and vendors. Identifies opportunities to increase usage of the Xvantage platform for both reseller partners and vendors. • Solution Selling: Focused on a category / portfolio of vendors to build a full solution (vs a specific vendor); Assigned to a vendor, group of vendors and/or accounts. KNOWLEDGE AND SKILLS: The Business Development Executive II has mastered professional discipline within own business unit and across the company. • Strong understanding of strategic selling principles, order management, project management, and operations. • Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition. • Proven success in growing and maintaining year-over-year sales results. • Skilled in negotiations, closing sales, coaching associates in high performance culture, and order management. • Effectively able to manage profit and loss concepts and forecasting. • Excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences. • Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage projects, manage detail, manage relationships and resources, and set realistic and achievable goals/objectives and timelines. • Ability to travel is required - conduct in person customer engagements on regular basis. • Advanced knowledge of Ingram Micro’s solutions, products, services, and value proposition. Strong understanding of order management, pipeline, and sales operations. • Skilled in: Customer Experience/Service, Solutions Oriented Mindset and excellent verbal and written communication skills, ability to present in both technical and non- technical terms to large and small audiences. • Ability to: demonstrate business and financial acumen, use influence effectively to drive ideas and initiatives with internal and external partners, multi-task, respond to rapid change, manage relationships and resources, and set realistic and achievable goals/objectives and timelines. Typically, the level of experience and education required to demonstrate these key elements of knowledge/skills/experiences are: REQUIREMENTS: • Four-year college degree (or additional relevant experience in a related field). Minimum 8 years functional experience including a minimum of 5 years position specific experience. *These timeframes may vary based on the candidate’s proven track record of successfully performing and demonstrating the level of knowledge/skills/experiences and delivering the results required of this role. The typical base pay range for this role across the U.S. is USD $83,400.00 - $141,800.00 per year. The ranges above reflect the potential annual base pay across the U.S. for all roles; the applicable base pay range will depend on the candidate’s primary work location, pay grade, and variable compensation plan. Individual base pay within each range depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time of hire. New hires starting base pay generally falls in the bottom half (between the minimum and midpoint) of a pay range. At Ingram Micro certain roles are eligible for additional rewards, including merit increases, annual bonus or sales incentives and long-term incentives. These awards are allocated based on position level and individual performance. U.S.-based employees have access to healthcare benefits, paid time off, parental leave, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others. This is not a complete listing of the job duties. It’s a representation of the things you will be doing, and you may not perform all these duties. Please be prepared to pass a drug test and successfully pass a pre-employment (post offer) background check. Ingram Micro Inc. is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected category under applicable law.

• Building and managing the M&A funnel • Conduct thorough market analysis and stay updated on industry trends • Partner with Business Unit Leadership to design investment theses • Advise the Business Unit general managers on inorganic opportunities • Engage and earn the trust of senior executives and peers

Overview This position is responsible for leading the business development activities within STA, WuXi’s CMC small molecule development and manufacturing division. The position works closely with STA’s other BD team members and senior management team in China to develop and execute the most effective strategy to increase small molecule drug product, API and intermediate sales in their area of geographic responsibility. This position manages sites for key accounts and is also responsible for business development for any new accounts. This position works proactively with other BU team members, such as other BD team members, Marketing, Project Management, Technical Groups and Operations to assure objectives and goals are achieved. This is a remote, work-from-home job. Responsibilities - Develop plans and programs for existing accounts in his/her geography to gain market share in existing businesses, cross sell process development and manufacturing services, and increase site penetration of all key accounts. - Develop strategies and tactics to gain new business. - Achieve PO targets for key accounts and new accounts. - Record progress of BD activities and provide regular updates to management. - Work closely with all WuXi business units, project management teams, and marketing to ensure coordination of efforts and ensure good communication with all parties. Help set up BU visits, attend trade shows and stay involved when customers visit China. - Collects and utilizes various data sources to provide competitive intelligence, tracking and analysis of the competitive landscape in assigned locations. Qualifications - Minimum of 8 years of relevant industry experience in chemical or pharmaceutical development and/or manufacturing. Experience in or managing CRO, CMO or CDMOs. - 5+ years of technical, sales, project management and/or business development experience. Must have a proven track record of success meeting or exceeding goals/targets. Experience successfully navigating large matrix organizations. Experience developing new accounts through various prospecting tactics. - Provide technical guidance and expertise in the area(s) of small molecule process development, pre-formulation developability assessment, formulation development and clinical supplies with a working knowledge of drug development from IND to NDA. - Experience selling products/services that typically require longer sales cycles (9 – 24 months). Strong knowledge of selling skills and selling strategies. Proven ability to meet or exceed company annual sales goals. - Must be a self-starter, self-motivated, highly flexible, with excellent communication skills (verbal, written, and presentation skills). Must be organized and detail-oriented. - Proven experience in creating successful business development plans and processes. Marketing experience preferred but not required. - Previous team leader or managerial position with direct reports a plus - Excellent communication skills both in verbal and in writing. Familiar with Salesforce and proficient with MS Office Products to include; Outlook, PowerPoint, Project and Excel are required. - BA/BS in Life Science (preferably in Chemistry-related field), Business, Marketing, or related Technical degree, or equivalent training and/or experience. - Master’s in Business Administration (MBA) or Masters (MS) in Life Sciences a plus, but not required. An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.