• You will own the market definition, segmentation and prospecting plan for the focus segment. • You will be responsible for the identification of key opportunities related to GA products and stakeholder management within those target EPCs in the APAC region. • You will increase the pipeline and orders in the APAC Re-export segment, support value proposition meetings by localizing technical proposals and attending Front-End-Sales / regular Re-export Channel meetings. • You will lead or support (initiatives) under the guidance of Hitachi Energy – Grid Automation APAC and in line with its best practices, with a focus on identifying and tracking opportunities for GA products in projects of APAC’s EPCs, identify, interpret, and prioritize local regulatory standards and requirements. • You will coordinate the internal stakeholders in the region and the Global Product Group. • You will support and collaborate with the local Front-End-Sales team, while cross-collaborating with business units, global business developers and experts from the Global Product Group (GPG). • You will be responsible to ensure compliance with applicable external and internal regulations, procedures, and guidelines. • Living Hitachi Energy's core values of safety and integrity, which means taking responsibility for your own actions while caring for your colleagues and the business.

Role Description We are hiring for our Cloud Alliances Business Development Lead to coordinate our ‘go-to-market’ with tier 1 Cloud Partners. This role supports the interaction of Canonical’s sales, marketing, and alliances teams with counterparts at the cloud to jointly service customers and prospects. Responsibilities include: - Collaborating with product, engineering, alliance, and marketing teams at a cloud partner to align on open-source strategies. - Capturing partner requirements, evaluating gaps, and identifying Canonical opportunities. - Coordinating with marketing and product teams on messaging, content creation, and launch plans. - Creating partner- and customer-facing materials like reference architectures, joint blueprints, webinars, presentations, videos, and white papers. - Driving Ubuntu adoption within targeted alliance accounts, advocating its benefits to stakeholders. - Working with partners on enablement training for their development, delivery, support, and commercial teams. - Influencing Cloud customers to build with Canonical technology. - Up to 25% travel, including internationally, for internal conferences and to drive partnerships in person. Qualifications - Exceptional academic track record from both high school and university or a compelling narrative about your alternative chosen path. - Bachelor's degree in science, technology, and/or engineering. - Experience in software development and system architecture. - Customer-facing experience in software engineering, product management, business development, technology strategy, or similar functions. - Excellent communication skills across all levels of stakeholders - individual contributors to the C-suite. - Ability to grasp complex material and synthesize key points. - Ability to think and work at both strategic and tactical levels. - Disciplined and self-motivated for a remote-first workplace environment. Requirements - Experience with open source software and open source business models. - Team leadership, product management, or program management experience. - Understanding of marketing and go-to-market strategy. - Sector-specific experience in finance, telecommunications, automotive, or public sectors. - Working knowledge of independent hardware and software vendor go-to-market motions. - Post-graduate degree in science, technology, or engineering field. Benefits - Geographical location, experience, and performance considered in shaping compensation worldwide. - Performance-driven annual bonus or commission. - Personal learning and development budget of USD 2,000 per year. - Annual compensation review. - Recognition rewards. - Annual holiday leave. - Maternity and paternity leave. - Team Member Assistance Program & Wellness Platform. - Opportunity to travel to new locations to meet colleagues. - Priority Pass and travel upgrades for long-haul company events.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As part of a newly energized Business Development team, you will play a central role in shaping our growth trajectory across the aerospace market. This is a remote role with frequent travel to Axillon manufacturing sites and customer locations. What You’ll Own - The Commercial Director, Business Development is responsible for driving profitable revenue growth through disciplined campaign financial leadership, contract oversight, and compliance adherence. Campaign Finance Ownership - Own the financial architecture of major pursuits, including revenue modeling, margin analysis, cost assumptions, and risk assessments. - Develop business cases and return-on-investment analyses for new opportunities. - Partner with Finance to ensure pricing assumptions align with corporate margin and cash flow targets. - Monitor financial risk exposure across active pursuits. - Forecast revenue, bookings, and long-term growth projections for executive review. Pricing Strategy - Develop and approve pricing strategies that balance competitiveness with profitability. - Lead price-to-win analyses and competitive positioning assessments. - Ensure pricing structures reflect contractual risk allocation, cost recovery, and long-term margin sustainability. - Oversee pricing governance and approval processes. Contracts & Negotiations - Lead commercial negotiations for complex agreements. - Partner with Legal to structure terms and conditions that protect the company’s financial and operational interests. - Evaluate and mitigate contractual risks related to scope, indemnification, penalties, performance guarantees, and compliance obligations. - Ensure contractual commitments align with the operational capability and financial targets. Compliance & Governance - Ensure all pursuits and commercial agreements comply with applicable regulatory requirements, export controls, and internal governance policies. - Support adherence to ethics, trade compliance, and corporate approval frameworks. - Maintain documentation and audit readiness across commercial transactions. - Promote a culture of compliant, ethical business conduct. Leadership & Cross-Functional Influence - Provide vision, strategies, and tactics to the Business Development team. - Offer direction, coaching, and support to team members to ensure successful performance. - Collaborate with product line leaders and operations to ensure delivery capability aligns with market opportunities. Qualifications - A bold, decisive leader with 10+ years of experience in civil and DoD aerospace marketplace; aerospace composites or advanced materials preferred. - Bachelor’s degree in finance, engineering, business, or related field; advanced degree preferred. - Financially savvy with the ability to lead and communicate financial analysis of complex pursuits. - Comfortable working in a fast-paced, growth-oriented environment with minimal day-to-day oversight. - Knowledge of regulatory and compliance frameworks applicable to regulated industries. - Strong financial acumen, including pricing models, cost levers, margin analysis, and risk assessment. Requirements - Success Metrics: Pricing accuracy, cost optimization and margin realization. - Contract risk mitigation. - Compliance adherence. - Forecasting models, contract management, crisp leadership/board presentations. Benefits - Massive opportunity to elevate performance and accelerate growth. - High visibility with executive leadership and key customers. - Competitive pay, bonus, and full benefits package. - Frequent travel to Axillon locations, customers, and industry events (approximately 30%).

• Align with business, clinical, and technology stakeholders on analytics strategies and partner with strategic leaders to identify initiatives which can drive significant business value. • Assist the EM/AP to develop contracts, statement of work (SOW), targeted proposals, solutions to complex analytical problems, and detailed responses to RFPs (request for proposals). • Manage the intake of such initiatives & client requests and assist the EM/AP to develop proposals. • Provide information and data analytics for and report to the EM or research leader, following their directions for project tasks and goals. • Work with Senior Vice President (SVP), Business Development to assist with sales calls, reaching out to prospective clients, and preparing for BD outreach at medical and industry conferences.