• Market analysis • Analysis of applications in the healthcare sector (e.g., biopharma, laboratory vacuum systems, medical gases) and in plastics recycling to identify growth opportunities • Evaluation of industries for resilience, regulatory trends and relevance to sustainability • Monitoring competitors and product gaps to support sales and portfolio strategy • Designing market segmentation and value propositions • Supporting sales in managing key accounts through performance reviews and innovation planning • Providing insights into applications and markets to shape customer strategies • Leading the acquisition of new strategic customers and developing compelling business cases • Advising portfolio leaders on trends, applications and competitor positioning • Supporting new product development and the preparation of business cases • Aligning pricing and value strategies with sales and product teams • Delivering targeted training and technical support to improve sales effectiveness • Closing competency gaps through tools, coaching and tailored materials • Collaborating with marketing on messaging, campaigns and promotional materials • Promoting brand presence through trade shows, digital content and industry-specific initiatives • Creating and updating training materials on health and plastics recycling topics • Acting as a subject-matter and market expert for internal stakeholders, customers and external audiences (e.g., conference presentations, webinars and customer events)

Title: Business Development Representative (BDR), LATAM Spanish Speaking Location: Hybrid Job Description: About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: Austin TX Work Schedule: This is a hybrid position that requires working from our Austin office three days per week (Tuesday–Thursday) Language Requirement: Since this role involves working with LATAM markets, Fluent (Business Level) in Spanish is required. What you get from this role: In this role, you will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. You will do this through a maniacal focus on people, process, and tools. The Business Development organization is anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. With flawless execution, we believe the Business Development organization will be a competitive differentiator for Cloudflare. Day in the Life of Outbound Business Development Representative (BDR) at Cloudflare: In this role, your primary responsibility is driving business growth and expanding the customer base of Cloudflare by identifying and nurturing potential opportunities through proactive outreach and effective lead qualification. Your day-to-day responsibilities include: - Prospect and research potential leads or target accounts - Initiate outbound calls to introduce Cloudflare products/services - Qualify leads based on interest, budget, authority, and fit - Build relationships and rapport with potential customers - Develop in-depth knowledge of Cloudflare offerings - Manage and update CRM with accurate information - Collaborate with the sales team to hand off qualified opportunities - Meet or exceed set targets and KPIs - Stay updated on industry trends and market conditions - Provide regular reports and insights to managers and fellow team members Preferred qualifications and experience: - Minimum 6mos of professional working experience, coupled with an interest in transitioning to a role in outbound sales - Minimum 6 mos of proven experience in a sales or business development role, with a focus on outbound prospecting or lead generation - Ability to meet and exceed achievable targets - Foundational knowledge of computer networking and “how the internet works” - Motivation, drive and a self-starting attitude - Ability to collaborate effectively with cross-functional teams, such as sales and marketing - Experience with CRM systems like Salesforce.com, proficiency in LinkedIn Sales Navigator, and familiarity with tools like Outreach.io or Salesloft would be advantageous - Effective communicator with strong follow-up skills - Ability to multitask, prioritize, and manage time effectively in a fast-paced, dynamic environment - Adaptability, resilience, and the ability to handle rejection or objections in a positive manner - Resolute desire to move up in other sales functions at Cloudflare - Demonstrated ability to quickly grasp technical concepts and terminology - Ability to travel within and outside the United States and/or Canada as required Key metrics for success in this role include: - Making a minimum of 50 outbound calls per day - Sending a minimum of 30 targeted emails per day using Salesloft - Generating a minimum of 5+ qualified opportunities per week through calls, email and social outreach - Actively managing and progressing sales cadences (Salesloft) - Ensuring timely follow-up on all leads or inquiries within 24 hours - Meeting or exceeding assigned sales targets and KPIs - Keeping CRM data accurate and up-to-date at all times - Receiving positive feedback from team members or manager What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail or via mail at 101 Townsend St. San Francisco, CA 94107.

• Provide sales leadership in assigned geography through the formulation and execution of strategies that leverage local operational service solutions capabilities, ABB Rep Network customer access, and OEM / Distribution channels. • Maintain / Grow service volume at identified traditional ABB EL Services accounts and maintain accurate and up to date records of all opportunities and disposition opportunities as they evolve in ABB's CRM System (Salesforce.com) (SFDC accuracy is critical to role) • Establish strong relationships with ABB Reps; implement account planning and pacing processes to ensure Reps are focused on promoting and selling service solutions in the market • Collaborate with ABB’s C&I and OEM, and Utility sales team to leverage existing relationships with distributors, OEMs, and Utility customers to promote the ABB EL Services portfolio

• Understand and communicate to internal stakeholders Data Center general architecture & applications and correlate to ABB Low Voltage Drive Products. • Develop and prioritize major potential direct business development opportunity pipeline equal to or greater than $50M for the drives business unit at HVACR Key Accounts. • Understand industry dynamics, decision-making process and decision makers on product specification and buying decisions for motor and VFD “Approved Vendor List” definitions and inclusion. • Positioning ABB as preferred supplier for industry is the ultimate goal. • Collaborate with other ABB Divisions and the Industry Team to develop sales opportunities. • Establish strong working relationships across the player map to include C Suite with key customers as necessary.