Role Description This role is for one of the Weekday's clients. - Government Business Development: - Lead business development and sales efforts targeting Government and PSU accounts. - Discover and cultivate opportunities within Central Government, State Government, Defense, Railways, Smart City initiatives, and related sectors. - Relationship Management: - Establish and nurture strong connections with key decision-makers, System Integrators, consultants, and OEM partners. - Create strategic account plans and implement market penetration strategies. - Sales Lifecycle Management: - Oversee the entire sales lifecycle including lead generation, proposal preparation, tender participation, negotiation, and deal closure. - Collaborate with technical, presales, and delivery teams to design solutions and prepare bid submissions. - Tender & Procurement Management: - Monitor government tenders through GeM, CPPP, and other procurement platforms. - Ensure adherence to government procurement guidelines and tender specifications. - Revenue & Reporting: - Meet quarterly and annual revenue goals. - Follow up promptly on customer collections and payments. - Maintain precise sales forecasting and generate regular reports. Qualifications - 5 to 10 years of experience in Government or PSU Sales. - In-depth knowledge of Government procurement procedures and tendering processes. - Proven experience collaborating with System Integrators, OEMs, and Channel Partners. - Familiarity with IT Infrastructure, Cybersecurity, Networking, Surveillance, Data Center, or Managed Services solutions is preferred. - Excellent communication, presentation, and negotiation abilities. - Capability to work independently while managing multiple accounts. - Existing relationships within Government departments and PSUs will be advantageous. Requirements - Must-have skills: - Business development in Government public sector. - Good-to-have skills: - Tender Management. - OEM Channel Partners.

• Under general direction, the Business Development Manager works on assignments of large scope and complexity. • Responsible for supporting a functional area to pursue strategic revenue opportunities by developing new products or services, entering into new markets, and forming new business partnerships. • Participates in selling Motion's value proposition and works closely with clients through the sales cycle. • Operates with independence, communicates with clients and third parties to gather information and lead presentations. • Conducts research and analysis to evaluate and identify marketing and business expansion opportunities. • May lead a small group of staff involving training and technical review of their work. • Manages an existing client base to support organic growth and prospecting for new relationships. • Supports strategic planning initiatives and resolves customer service or vendor problems.

• Identify and understand target customers and decision-makers, tailoring your approach based on the sales landscape and industry-specific use cases • Drive pipeline growth through high-volume outreach, including cold calling, personalized emails, industry events and LinkedIn • Engage prospects, uncover their pain points, and qualify inbound and outbound leads, in collaboration with Account Executives to maximize pipeline success • Clearly articulate the value of NavVis’ industry-leading geospatial and reality capture solutions, using technically grounded, value-driven communication to address each prospect’s specific needs • Work closely with Marketing to leverage your industry insights to refine messaging and targeting • Maintain accurate records in our CRM system, ensuring data integrity and effective pipeline management

Role Description Orca is looking for a highly motivated and experienced Sales / Business Development Representative to be part of a winning team that is focused on proactively securing new business to achieve and exceed our ambitious growth targets. As an SDR, your impact will be: - Consistently achieve qualified opportunity quotas. - Interact with prospects through direct phone calls, emails, and social media. - Market-mapping and organization-mapping to identify potential new clients. - Qualify inbound leads as sales opportunities. - Develop templates for direct outreach and content marketing approaches. - Develop and build close long-term relationships with prospects and customers until they convert to qualified opportunities. - Stay informed about new products, services, and other general information of interest to customers through successful completion of training and self-study. - Engage with established new business prospects for the Sales team within the Global mid/large/enterprise markets. - Work in close collaboration with the Sales team to generate new opportunities. Qualifications - 2+ years’ experience as a Sales Development Representative or similar role from a B2B software/SaaS company. - Hands-on experience with multiple sales techniques (including cold calls and cold reach-out). - Track record in achieving sales quotas. - Good understanding of sales performance metrics. - Excellent written and verbal communication skills in English. - Ability to perform well in a dynamic, rapidly changing environment. - Proven ability to work cross-functionally within a team-oriented environment. - Dynamic, high-energy, written, and interpersonal communication skills. - Ability to work in a vibrant sales team environment as a team player. - Experience within the Maritime sector – Advantage. - Experience with Machine Learning, Deep Learning, or AI products - Advantage. Benefits - We are a global team of 150 professionals driven by a shared mission to lead the transition to autonomous shipping. - We combine cutting-edge technology with a human-centric approach to redefine the maritime industry. - We believe in innovation & data-driven intelligence, global impact & reliability, customer centricity & agility, and global collaboration. - Orca AI is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all.