• Develop, drive, and continuously improve a targeted channel strategy across national and regional partners • Create, execute, and track business plans with measurable goals, ROI-driven marketing initiatives, and scorecard reporting for reselling partners and MSPs • Expand partner reach, increase brand awareness, and deepen penetration in key accounts. • Ensure alignment between corporate objectives and partner execution, including clear metrics and KPI tracking • Recruit, onboard, and optimize strategic MSP/MSSP partners to support recurring revenue growth and differentiated managed security service offerings • Manage large renewal and recurring revenue baselines • Build and maintain executive-level relationships to influence long-term partner investment and prioritization • Serve as a trusted advisor on Thales cybersecurity solutions • Maintain working knowledge of relevant platforms (e.g., PAX-8, Crossbeam) • Collaborate with internal product, engineering, and security teams for effective market positioning and compliance alignment • Drive partner-sourced pipeline and revenue growth across priority verticals • Provide regular reporting to senior leadership on pipeline health, forecasting, and partner performance • Represent Thales at industry events, partner forums, and executive briefings • Work closely with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives • Build, implement, and execute training, enablement, and support plans in line with channel requirements and goals • Communicate Thales Channel Programs and Promotions effectively • Foster networking and relationship building within the distribution and MSP community at all levels

Role Description The SBA Business Development Associate works directly with assigned Business Loan Specialists (BLSs) to facilitate credit applications and closings. Activities include: - Providing maximum administrative support to assigned BLSs. - Speaking directly with borrowers and/or referral sources to collect needed documents and information. - Data entry into Spark and other systems. - Coordinating with Credit and Closing Partners to facilitate timely approvals and closings. - Developing processes and systems with assigned BLSs to enable increased applications and closings. Qualifications - Bachelor’s degree in business, finance, or equivalent experience. - A minimum of 3+ years’ banking experience or equivalent. - Deep knowledge of the SBA’s SOP, and related regulations. - Knowledge and ability to use SBA systems are necessary to perform under the bank’s PLP SBA status. - Ability to think strategically about staff, competitive position relative to a market, and plan actions accordingly. - Knowledge of business development planning and management at an office level. - Thorough knowledge of lending policies and procedures. - Excellent communication skills. - Proficient in computer software, fulfilling the principal responsibilities of the job. - Familiarity with online computer systems. - Proficient with statement spreading programs. - Above-average courtesy and tact in dealing with community and peers. - Strong professional appearance, dress, attitude, interpersonal and communications skills. - Ability to perform independently and with minimal supervision. Requirements - Express or exchange ideas by means of spoken word via email or verbally. - Exert up to 10 pounds of force occasionally, use your arms and legs, and sit most of the time. - Have close visual acuity to perform activities such as analyzing data, viewing a computer terminal, reading, and preparing documentation. - Not substantially exposed to adverse environmental conditions. Benefits - Reasonable accommodations may be made to enable individuals with disabilities to perform essential responsibilities.

• Collaborate with your Regional Strategic Account Executive to plan the territory and execute plans • Personal prospecting campaigns via phone, tailored email, LinkedIn and video touchpoints • Create and present compelling, industry-specific value propositions that demystify AI technology and demonstrate immediate ROI • Conduct comprehensive analysis of current customer accounts to identify gaps where additional AI modules, processing capacity or user licenses can add value

• Own the proposal engine end-to-end and help our client show up as a high-trust, high-clarity vendor for campground and RV park operators evaluating software partners • Identify and qualify new business opportunities (outbound prospecting, inbound leads, RFP portals, and referral channels) • Lead discovery calls and stakeholder meetings to understand customer needs, timelines, and decision criteria • Own the pipeline from first contact to closed deal — managing follow-ups, next steps, and deal momentum • Represent the company in formal procurement processes, vendor evaluations, and competitive RFPs • Run end-to-end RFP / proposal submissions (intake → drafting → reviews → final delivery) • Draft compelling, accurate responses aligned to customer requirements and evaluation criteria • Coordinate cross-functional inputs from Sales, Product, and Operations to build complete, high-quality submissions • Own timelines, formats, and submission requirements so nothing slips • Build and maintain reusable proposal content (standard answers, case studies, product overviews, pricing templates) • Ensure consistency across messaging, product positioning, and brand voice • Capture learnings from wins and losses to sharpen future proposals and outreach • Research customer needs and competitive landscape to strengthen positioning