• Identify revenue expansion opportunities using AI agents, directly contributing to plan upgrades and customer retention. • Define and evolve the commercial approach of AI agents by structuring prompts, conversational flows and negotiation strategies aligned with the Sales Playbook. • Monitor and optimize the AI-driven deal funnel, focusing on continuous improvement of conversion, efficiency and the customer experience.

VP of SAP Alliance Avantra is seeking a senior, outcome-oriented VP of SAP Alliance to own, scale, and monetize our global relationship with SAP. This role is responsible for executive alignment within SAP, defining Avantra’s SAP partner strategy, and operationalizing co-sell motions that materially influence pipeline and revenue at global scale. This is a build and scale role. The VP of SAP Alliance will establish Avantra as a strategic, trusted SAP partner, activate SAP field engagement, and create repeatable SAP-influenced revenue motions across regions. The role is not a traditional quota-carrying sales position but carries clear, measurable revenue influence expectations. The role reports to executive leadership and works cross-functionally with Sales, Marketing, Product, Customer Success, and Partner teams. Roles and responsbilities: SAP Executive & Field Alignment - Establish and maintain executive-level relationships within SAP globally and regionally. - Secure SAP sponsorship for Avantra across priority regions, solution areas, and GTM motions. - Build trusted relationships with SAP field leadership, solution specialists, and partner teams. SAP Partner Strategy & Positioning - Define Avantra’s SAP partner positioning, narrative, and value proposition. - Own Avantra’s SAP alliance strategy, including focus areas, target segments, and solution alignment. - Ensure Avantra’s messaging aligns to SAP priorities, initiatives, and sales motions. Co-Sell & Revenue Influence - Activate and scale SAP co-sell motions with SAP field teams. - Enable SAP-influenced pipeline creation, tracking, and reporting. - Partner with Sales leadership to integrate SAP motions into account planning and deal execution. - Drive consistent partner-sourced and partner-influenced pipeline and revenue. GTM & Operational Execution - Build repeatable SAP GTM motions that scale globally. - Operationalize SAP-influenced pipeline tracking, forecasting, and reporting. - Partner with Marketing to execute joint campaigns, events, and demand programs with SAP. - Lead SAP partner QBRs and executive reviews, tracking performance against defined KPIs. Internal Enablement & Scale - Evangelize SAP strategy and value proposition internally across Sales, Marketing, and Customer Success. - Ensure SAP onboarding, enablement, and certifications are executed effectively. - Build the foundation for future alliance team growth as the SAP motion scales. Success Metrics - SAP executive sponsorship established and sustained. - SAP co-sell motion live and active across priority regions within 6 months. - SAP-influenced pipeline growth and conversion to closed ARR. - Field engagement metrics including joint account activity and co-sell participation. - Predictable, repeatable SAP-driven revenue influence at global scale. Qualifications - 10+ years operating within the SAP ecosystem (SAP, ISV, GSI, or SAP-focused MSP). - Proven experience launching, scaling, and monetizing SAP partnerships. - Strong executive presence with the credibility to secure senior SAP engagement quickly. - Deep understanding of SAP field structure, partner models, and co-sell motions. - Demonstrated success driving SAP-influenced pipeline and revenue. - Strategic thinker with the ability to execute and operationalize at scale. - Excellent communication, alignment, and stakeholder management skills. About Avantra Avantra is a high growth tech company with 25 years of Swiss precision engineering coupled with the energy of a start-up. Our product is the leading AIOps platform for SAP operations, enabling customers to achieve hyperautomation success. Our customers are large multinational enterprises and household names, including national and global managed service providers. We have teams based across Switzerland, Germany, UK, US and Eastern Europe. Our culture is something we are incredibly proud of and strive to protect. We live our values of Be Caring, Embrace Challenge and Stay Curious every day through company mindfulness sessions, wellbeing days and retaining a family feel. If this sounds like a good fit for you, why not say hello? Location We would like this person to be based in the US to build out our NA alliances. This is a remote role with regular travel for SAP engagements, partner events, internal planning, and team offsites. Benefits This exciting role offers the opportunity to be involved in a high growth software company and will present significant opportunities for personal growth: - Competitive Salary - Competitive holiday & benefits package - Remote working - Learning & development programme - Working from home support - Opportunities for team meet-ups - Opportunity to build and own one of Avantra’s most critical growth motions

Chiesi USA Based in Parma, Italy, Chiesi is an international research-focused biopharmaceutical group with 90 years’ experience, operating in 31 countries. More than 8,000 employees across the group are united by a singular purpose: promoting a healthier world for our people, patients, and the planet. This is what drives us as we research, develop, and market innovative drugs across our main therapeutic areas. Discover more here. At Chiesi we are thinking generations ahead, driving sustainable innovation with purpose. This fosters a culture of reliability, transparency, and ethical behaviour at every level. As a Benefit Corporation and a certified B Corp, we have embedded sustainability in our bylaws and continuously measure our impact. Diversity, inclusion, and equal opportunity are at the heart of who we are. We believe our differences make us stronger. We are a vibrant ecosystem of passionate, talented individuals united by strong values, each bringing unique perspectives that help us to continuously challenge the status quo for the better. Who we are looking for Position Overview The Specialty Sales Representative is responsible for driving the adoption and sales of Chiesi’s asthma portfolio by executing brand strategy within an assigned territory. This role establishes trusted, compliant relationships with healthcare professionals and delivers strong commercial performance aligned with company goals. This role exists across three career levels: - Specialty Sales Representative - Senior Specialty Sales Representative - Executive Specialty Sales Representative Level placement is determined by experience, demonstrated competencies, market expertise, and scope of influence as outlined in the descriptions below. Core Responsibilities Sales Execution - Achieve territory sales goals through disciplined call planning, segmentation, and targeting. - Deliver clear, compliant product messaging aligned with brand strategy. - Build strong relationships with pulmonologists, allergists, and key primary care stakeholders. - Leverage data and market insights to adjust territory strategies and improve performance. - Maintain a strong scientific understanding of the disease state and treatment landscape. - Translate customer needs into meaningful engagement strategies. Customer Engagement - Position Chiesi as a trusted partner focused on patient outcomes. - Engage customers with professionalism, integrity, and clinical credibility. - Collaborate with cross-functional partners, including Medical and Market Access. - Maintain compliant interactions aligned with regulatory standards. Operational Excellence & Compliance - Maintain full compliance with company policies, promotional regulations, and expense guidelines. - Accurately document activities, insights, and forecasts. - Demonstrate accountability, resilience, and ethical business practices. - Support regional initiatives, pilots, and product launches. Minimum Qualifications - Bachelor’s degree required. - Strong communication, influence, and relationship-building skills. - Understanding of regulatory requirements for pharmaceutical promotion. - Ability to analyze data and identify business opportunities. - High integrity and attention to detail. Focus, Experience, and Qualifications by Level Specialty Sales Representative - Focus: Territory execution and foundational commercial skills. - Executes territory plan aligned with brand strategy. - Builds and grows relationships with target healthcare providers. - Demonstrates foundational disease-state knowledge. - Learns and applies compliant selling techniques. - Develops business acumen through coaching and field experience. - Experience and Qualifications - 0–5 years pharmaceutical or specialty sales experience. - Respiratory or specialty experience preferred. - Demonstrated coachability and growth mindset. Senior Specialty Sales Representative - Focus: Strategic territory ownership and peer leadership. - Consistently delivers strong commercial performance. - Develops more sophisticated territory strategies based on insights and analytics. - Tailors engagement strategies for complex healthcare systems and advanced customers. - Demonstrates deeper scientific and clinical discussions with stakeholders. - Provides informal peer coaching and shares best practices across team. - Supports product launches and regional initiatives. - Experience and Qualifications - 6–12 years pharmaceutical sales experience, ideally respiratory. - Proven history of achieving or exceeding sales goals. - Strong influence skills and business acumen. Executive Specialty Sales Representative - Focus: Advanced expertise, long-term account strategy, and enterprise-level customer engagement. - Serves as advanced subject-matter expert in asthma disease state and competitive landscape. - Leads long-term account planning with complex customer systems. - Conducts advanced clinical discussions based on patient pathways and evidence. - Recognized internally and externally for expertise and credibility. - Mentors junior representatives and models high standards of execution. - Translates market trends and customer insights into strategic feedback for leadership. - Operates independently in complex and highly competitive environments. - Experience and Qualifications - 13+ years pharmaceutical sales experience. - Significant respiratory and asthma market expertise. - Demonstrated history of sustained performance and long-term customer relationships. - Advanced clinical and business acumen. Work Environment - This position reports to the Regional Sales Director. - This position is field-based and may require up to 40% travel (customer visits, company meetings, conferences). #LI-Remote Compensation The annual base pay for this position ranges from $130,000 to $190,000. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If hired, the employee will be in an “at-will position” and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors. What we offer No matter where your path starts at Chiesi, it leads to inspiring possibilities. Your future is our focus, and we are committed to nurturing your development in our dynamic, friendly environment with access to resources and training every step of the way. We provide top-class benefits, including comprehensive healthcare programs, work-life balance initiatives, and robust relocation support. Our salary package is competitive, comprising a basic salary, performance bonuses, and benefits benchmarked against the external market. Additionally, we offer flexible working arrangements, remote work options, and tax assistance services for foreign colleagues, all designed to help you thrive. Chiesi USA is an equal opportunity employer committed to hiring a diverse work force at all levels of our business. All qualified applicants receive consideration for employment without regard to race, national origin, age, sex, religion, disability, marital status, veteran status, or any other basis protected by local, state or federal law. This policy applies with regard to all aspects of one’s employment, including hiring, transfer, promotion, compensation, eligibility for benefits and termination. -

Territory Manager, MEP - Atlanta, GA Come build your career. It takes great people to achieve greatness. People with a sense of purpose and integrity. People with a relentless pursuit of excellence. People who care about making things better For Those Who Make The World™. Sound like you? Join our top-notch team of approximately 48,000 diverse and high-performing professionals globally who are making their mark on some of the world’s most beloved brands, including DEWALT®, BLACK+DECKER®, CRAFTSMAN®, STANLEY®, CUB CADET®, and HUSTLER®. The Job: As a Territory Manager, MEP (Mechanical, Electrical, Plumbing) you will be part of the US Commercial Field Sales team working as a remote/field worker. You will manage a territory of various mechanical, electrical, and plumbing (MEP) accounts or a combination of these accounts. You will be responsible for managing your accounts and managing your daily activities including in-person account visits. In this role, you will be responsible for analyzing metrics in SalesForce, Power BI, and ShowPad to strategically map out your routing schedule. You will need to establish strong relationships with the Key Decision Makers in your territory (top accounts, RMM, RVP) and our MEP NAMs. While in the field, you’ll focus on driving top-line sales through strategic initiative planning and sell-in opportunities with Key Decision Makers, End User Engagement both selling and lead generation, managing accountability with the key performance indicators and goals to ensure servicing standards and leveraging territory relationships. You will also get to: - Management of assigned business in our Mechanical, Electrical and Plumbing, (MEP) groups. - Execute strategic plans by effectively utilizing Go-to-Market strategy, product service, marketing programs, and targeted funds. - Regularly call on all Key Customers in assigned area with daily travel requirements to distributors, customers, events, etc. - Achieve sales targets for Power Tools, Hand Tools, Accessories, and Support Key Regional Chains. - Establish key relationships with Internal Teams, Distribution, and key end users. - Leveraging field resources, conducting distributor and end user product training, outside sales “work-withs” and identify end user conversions. - Gain knowledge on channel-specific pricing structures and programming. - Communicate opportunities, issues, trends to management and marketing. - Effectively manage T&E and MAP Budget, field schedule. - Ensuring proper and effective use of SalesForce.com to document work plans, visit logs, and customer master data accuracy. - Understanding and Knowledge of Power BI and MS Suite The Person: You love to learn and grow and be acknowledged for your valuable contributions. You’re not intimidated by innovation. Wouldn’t it be great if you could do your job and do a world of good? In fact, you embrace it. You also have: - Bachelor’s degree required (Business Management or Engineering preferred); Master’s degree preferred. Relevant construction field or client job site experience could substitute for higher education. - Minimum 3 years of sales experience in Product, Commercial, Industrial, or similar background - Ability to analyze PowerBI and SalesForce data to develop strategic growth plans and improve financial performance. - Willingness to frequently travel up to 50% Local travel; 30% Overnight travel - Maintain valid driver’s license and pass all drug and criminal background checks - Capable of handling, training on, and demonstrating our products, including the ability to lift up to 50lbs. Some additional physical labor will be required and being on your feet for several hours a day. . The Details: You’ll receive a competitive salary and a great benefits plan, including: · Medical, dental, life, vision, disability, 401(k), Employee Stock Purchase Plan, paid time off, and tuition reimbursement in addition to programs & benefits in support of your well-being. · Discounts on Stanley Black & Decker tools and other partner programs. And More: We want our company to be a place you’ll want to be – and stay. Being part of our team means you’ll get to: · Grow: Be part of our global company with 20+ brands to grow and develop your skills along multiple career paths. · Learn: Have access to a wealth of learning resources, including our digital learning portal. · Belong: Experience an awesome place to work, where we have mutual respect and a great appreciation for a wide range of perspectives and experiences. · Give Back: Help us continue to make positive changes locally and globally through volunteerism, giving back, and sustainable business practices. What’s more, you’ll get that pride that comes from empowering makers, doers, protectors, and everyday heroes all over the world. We’re more than the #1 tools company. More than a driving force in outdoor power equipment. More than a global leader in industrial. We’re visionaries and innovators. As successful as we’ve been in the past, we have so much further to go. That’s where you come in. Join us! #LI-ZN #LI-Remote All qualified applicants to Stanley Black & Decker are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran’s status or any other protected characteristic. We Don’t Just Build The World, We Build Innovative Technology Too. Joining the Stanley Black & Decker team means working in an innovative, tech-driven and highly collaborative team environment supported by over 58,000 professionals in 60 countries across the globe. Here, you’ll get the unique chance to impact some of the world’s most iconic brands including STANLEY TOOLS, DEWALT, CRAFTSMAN, MAC TOOLS and Black + Decker. Your ideas and solutions have the potential to reach millions of customers as we work together to write the next chapter in our history. Come build with us and take your career to new heights. Who We Are We’re the World’s largest tool company. We’re industry visionaries. We’re solving problems and advancing the manufacturing trade through innovative technology and our Industry 4.0 Initiative. We are committed to ensuring our state-of-the-art “smart factory” products and services provide greater quality to our customers & greater environmental and social value to our planet. We are unique in that we have a rich and storied history dating back to 1843, but that hasn't stopped us from evolving into a vibrant, diverse, global growth company. Benefits & Perks You’ll get a competitive salary and a comprehensive benefits plan that includes medical, dental, life, vision, wellness program, disability, retirement benefits, Employee Stock Purchase Plan, Paid Time Off, including paid vacation, holidays & personal days, and tuition reimbursement. And, of course, discounts on Stanley Black & Decker tools and products and well as discount programs for many other vendors and partners. What You’ll Also Get Career Opportunity: Career paths aren’t linear here. Being part of our global company with 60+ brands gives you the chance to grow and develop your skills along multiple career paths. Learning & Development: Our lifelong learning philosophy means you’ll have access to a wealth of state-of-the-art learning resources, including our Lean Academy and online university (where you can get certificates and specializations from renowned colleges and universities). Diverse & Inclusive Culture: We pride ourselves on being an awesome place to work. We respect and embrace differences because that’s how the best work gets done. You’ll find we like to have fun here, too. Purpose-Driven Company: You’ll help us continue to make positive changes in the local communities where we work and live as well as in the broader world through volunteerism, giving back and sustainable business practices. EEO Statement: All qualified applicants to Stanley Black & Decker are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, veteran’s status or any other protected characteristic. If you require reasonable accommodation to complete an application or access our website, please contact us at (860) 827-3923 or at accommodations@sbdinc.com. Due to volume, we cannot respond to unrelated inquiries about the status of a completed application or resetting an account password. Know Your Rights: Workplace discrimination is illegal (eeoc.gov)