• Own the full Oracle practice sales motion: new logo hunting, existing account expansion, and managing relationships across Oracle’s direct sales teams, Oracle Consulting Services, and GSI channel partners. • Build and maintain a high-quality pipeline through targeted outreach, Oracle ecosystem relationships, and engagement at Oracle events and within partner networks. • Serve as Definian’s visible presence in the Oracle ecosystem, establishing credibility with Oracle account teams, OCS, and key SIs so that Definian is in the considered set for any Oracle-adjacent data engagement. • Develop and execute business development strategies that exceed revenue targets across migration, modernization, analytics, governance, and AI offerings within Oracle-focused accounts. • Manage the full sales cycle with discipline (from initial discovery through proposal, negotiation, and close) using a structured, process-oriented approach that creates forecast predictability. • Collaborate with delivery leaders to shape compelling, contract-winning proposals for enterprise clients, bringing the right technical and solution credibility into each opportunity. • Maintain accurate pipeline and account data in Salesforce, ensuring visibility and accountability across the revenue team. • Deliver accurate monthly and quarterly forecasts that reflect stage-disciplined pipeline, not optimism. • Position Definian as a long-term data transformation partner, not just a migration vendor, helping clients see the full data value chain beyond their immediate Oracle initiative. • Monitor the Oracle competitive landscape and keep leadership informed of partner dynamics, competitive positioning, and emerging opportunities.

SMS is looking for a Business Development Manager, Underground to drive growth in our underground hard rock business across Canada. This role is focused on expanding market opportunities for equipment, conversions, and drill head sales, while supporting the successful introduction of new products. Working closely with underground leadership and technical teams, the role builds strong relationships with mining customers, engineering firms, and OEM partners to strengthen SMS and Komatsu’s market presence and long-term success. Work Location: Remote, Canada Salary: $125,000 and $135,000, with participation in a short-term incentive program Work Arrangement: Remote role with regular travel to customer and SMS branch locations Schedule: Monday – Friday What You’ll Do Sales Strategy & Business Development - Lead and execute sales strategies for underground equipment, conversion kits, and rebuilds. - Evaluate market opportunities, expand into new territories, and own the underground sales pipeline. - Develop customer-focused sales presentations and content to support effective engagement. RFP Leadership - Serve as the primary lead for underground equipment RFPs. - Ensure SMS participation in regional mine RFP processes. - Coordinate with mining, branch, and corporate teams to deliver professional, compliant proposals. Marketing – Business Lead - Co-lead the underground marketing strategy and budget with the GM, Underground Hard Rock. - Develop a 3–5 year marketing roadmap aligned with product launches and enhancements. - Identify and leverage key marketing channels within the underground mining industry. Product Support - Lead product support resources for the underground hard rock business line. - Establish KPIs, monitor revenue performance, and report to key stakeholders. - Support inventory planning through regular audits and forecasting activities. Technical Sales Support - Partner with technical teams to support underground branch operations. - Ensure OEM technical documentation is current, accessible, and well communicated. - Support the development of business development capabilities in targeted growth regions. OEM Relationships - Develop and maintain strong relationships with OEM partners. - Establish KPIs to support delivery, reliability, competitiveness, and service performance. - Ensure effective processes for pricing, ordering, warranty, and inventory management. Launch Strategy & New Product Introduction - Support underground business and product launch strategies alongside senior leadership. - Act as a key liaison between OEMs and corporate, regional, and branch teams. - Develop and execute short-term product roadmaps and implementation plans. What You Bring The successful candidate will bring a strong combination of strategic, commercial, and operational experience within the underground or heavy equipment environment. Other requirements include: - Post-secondary education with 8–10 years of related experience; an equivalent combination of education and experience will be considered. - Formal education and/or extensive experience in the heavy equipment industry is required. - Ability to work independently with minimal direct supervision. - Proven experience building and maintaining relationships with key influencers and decision-makers within the mining industry. - Strong understanding of customer challenges and the ability to develop effective, value-driven solutions. - Experience in contract negotiation, lifecycle costing, and after-sales support. - Solid knowledge of parts and labour supply, distribution, and branch operations, including organizational structure. - Demonstrated capability in technical issue resolution, personnel training, and operational development. - Working knowledge of finance as it relates to operations, including budgeting and performance tracking. - Proficiency in Microsoft Excel and Word. This position is classified as a Frontline Leader role in SMS Equipment’s competency framework, requiring demonstration of core competencies (customer focus, collaboration, and technical/functional expertise) and leadership competencies (people leadership, managing through change and uncertainty, and influence). At SMS Equipment, safety is one of our core values and we care for each other, without exception. Our successful candidate is intrinsically motivated and committed to making safe choices when completing all tasks. Pre-Employment Candidates may be required to complete: - Pre-employment medical questionnaire - Drug and alcohol test - 5-year commercial driver’s abstract - Credit check - Criminal record check This posting is for an existing vacancy within SMS Equipment. Applications will be accepted until a suitable candidate is hired. We thank all applicants for their interest. Only those selected to proceed to the next stage of the recruitment process will be contacted. At SMS Equipment, the right partnership makes everything possible. We’re committed to building a diverse and inclusive team and encourage applications from all qualified individuals. Join us and bring your expertise to an organization that values safety, authenticity, innovation, performance, and respect. SMS Equipment offers rewarding careers in the heavy equipment industry across Canada. As the largest Komatsu dealer in North America, SMS Equipment gives you the opportunity to represent world-class quality in our product offerings and customer service. A few of the many benefits of working with SMS Equipment include competitive wages, comprehensive group benefits plan, and RRSP matching.

Role Description The Business Development Representative will be responsible for identifying and developing new business opportunities within their defined North American territory. - Drive Growth Through Strategic Sales - Execute targeted outbound prospecting campaigns via phone, email, and LinkedIn to build and maintain a robust 3–4X sales pipeline. - Convert inbound leads through consultative discovery and value-based selling. - Deliver engaging product demonstrations and present tailored solutions that address client needs. - Manage the complete sales cycle—from prospecting and discovery through contract negotiation and close. - Collaborate closely with sales engineering, product management, and implementation teams to ensure client success. - Build Lasting Relationships - Engage with key stakeholders across hotels and restaurants to understand their strategic objectives. - Provide competitive intelligence and actionable customer feedback to influence product development. - Represent Agilysys at industry trade shows, events, and conferences. - Partner with marketing to refine messaging, improve campaigns, and generate qualified opportunities. Qualifications - 3+ years of software technology sales (SaaS) experience with a proven track record of exceeding quotas. - Strong background in outbound prospecting and closing net new business. - Experience with consultative, value-based selling approaches. - Technical proficiency for product demonstrations. - Excellent organizational and time management skills. Requirements - Experience in the restaurant or hotel/resort industry (bonus qualification). - Direct experience selling POS or PMS SaaS products (bonus qualification). - Familiarity with Salesforce CRM (bonus qualification). Benefits - Compensation within the pay range listed below will be decided based on factors including, but not limited to, skills, prior relevant experience and internal alignment. - Base salary is localized according to employee work location. - Pay Range: $60,000 - $75,000 USD. - OTE: $120,000 - $150,000. - Uncapped Commission Structure. - Commission Accelerators.

• Identify and pursue new business opportunities that align with the company's growth strategy. • Develop and maintain relationships with key clients, partners, and stakeholders. • Conduct market research to identify new trends, opportunities, and potential risks. • Analyse market data to develop and execute effective sales strategies. • Collaborate with cross-functional teams to ensure the successful delivery of products and services. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritise multiple projects and initiatives simultaneously.