• Work with leadership to understand the organization’s PMO strengths and value proposition to develop strategies that result in sustainable and profitable growth • Identify, develop, and secure new PMO business opportunities, leading business development initiatives end-to-end • Drive the marketing of a complex PMO capabilities portfolio, acting as the primary client interface • Create business cases on market options and opportunities while leading the proposal efforts including cost estimation, competition and ranking the most profitable initiatives to grow future revenue • Analyze market trends and industry developments to find new opportunities and maintain a competitive edge with emerging opportunities in the High-Tech, Infrastructure, and Utility sectors • Maintain strong client relationships with key clients and business partners • Attend networking activities and conferences to research and connect with prospective clients • Work closely with the PMO leadership team to ensure understanding of client needs and service delivery models • Participate in client debriefings and distribute lessons learned to improve performance • Foster and work to maintain an entrepreneurial growth culture throughout the business unit and across the organization • Build repeatable strategies to scale development efforts over time • Performs other responsibilities associated with this position as may be appropriate.

• Develop and implement a strategic business development plan to sell Ajax’s newly launched EN54 line for commercial fire applications in North/ West/ South India. • Identify, evaluate, and onboard new Fire Installers across the region, ensuring coverage in key markets and verticals. • Align with Consultants, Architects, Design companies in specifying ajax’s products. • Develop and maintain relationships with key clients, partners, and stakeholders. • Analyze market data to develop and execute effective sales strategies. • Prepare and deliver presentations to potential clients and partners. • Negotiate contracts and agreements with clients and partners. • Manage and prioritize multiple projects and initiatives simultaneously. • Achievement of Sales Targets: Consistently meet or exceed assigned sales targets and key performance indicators (KPIs) on a quarterly and annual basis.

• Manage key accounts for proactive engagement and retention • Deepen relationships with Sponsors • Keep sponsors updated on program benefits and timelines • Work to resolve challenges impacting success • Coordinate remediation of risks • Manage the status of each sponsor

The Account Development Representative (ADR) is a hybrid role responsible for driving revenue growth by skillfully managing and qualifying both inbound leads and executing strategic outbound prospecting. This role is the essential bridge between Marketing and Sales, ensuring a robust pipeline of high-quality opportunities for the Account Executive team, focused on companies utilizing vehicles and heavy equipment.  Roles and Responsibilities  I. Strategic Outbound Pipeline Generation (Core Focus)  - Targeted Account Ownership: Own and execute outbound prospecting strategy within a set of high-value, complex, or MMBII or ENT-level accounts, collaborating closely with assigned Account Executives.  - Deep Research & Personalization: Conduct in-depth research on target accounts, including company financial health, competitive landscape, specific fleet challenges, and organizational structure, to craft highly personalized and compelling messaging.  - Multi-Channel Strategy: Develop and execute sophisticated multi-touch, multi-channel (phone, email, social) outreach sequences to engage C-level and VP-level personas (e.g., VP of Operations, Chief Safety Officer) in the fleet and field operations space.  - Opportunity Creation: Consistently meet and exceed monthly quotas for Sales Qualified Opportunities (SQOs) and overall pipeline generated, focusing on high-quality, high-value deals that accelerate time-to-close.  - Market Intelligence: Gather and synthesize market feedback from outbound efforts to inform and refine the company's Ideal Customer Profile (ICP) and go-to-market strategy.  - Strategic Inbound Management & Conversion (High-Value Focus)  - High-Value Lead Prioritization: Act as the primary point of contact for high-value inbound "hand-raisers," including demo requests, paid lead, and tradeshow inquiries, ensuring "speed-to-lead" is a top priority.   - Inbound-to-S2 Conversion: Conduct deep-dive qualification calls with inbound prospects to assess fit, identify pain points, and build initial value, with the primary goal of converting leads into S2 (Discovery) meetings for Account Executives.  - Lead Nurturing: Manage a pipeline of high-potential inbound leads that are not yet "sales-ready," utilizing personalized follow-up and content delivery to move them toward an S2 stage.  - Quality Control: Ensure that only leads meeting strict Ideal Customer Profile (ICP) and qualification criteria are passed to the sales team, maintaining a high S2-to-S3 conversion rate.  III. Collaboration & Continuous Improvement  - Sales & Marketing Alignment: Provide crucial feedback to the Marketing team on the quality of inbound leads and the effectiveness of messaging in outbound campaigns.  - Product Expertise: Become a subject matter expert on the IntelliShift platform, including GPS Fleet Tracking, AI Dash Cams, Digital Inspections, and Maintenance solutions , and stay current on fleet industry trends and competitor offerings.  - Training & Development: Participate in ongoing sales, product, and industry training to continuously improve selling techniques and product knowledge.