• Gerenciar carteira de clientes com foco no relacionamento com a alta liderança; • Conduzir e gerenciar o processo de vendas ao longo de todas as fases; • Buscar ativamente novas oportunidades de negócio no mercado alvo; • Relacionar-se com parceiros de negócios, fabricantes e distribuidores; • Geração de Plano de Contas, propostas comerciais, apresentações e relatórios de forecast periodicamente.

• People Management: Responsible for building and managing the team’s career development, from recruiting new hires to creating Individual Development Plans (IDPs) and giving feedback; • Strategic Planning: Act as owner and co-owner of the planning process, contribute to product planning discussions, and bring enabling points and continuous improvement proposals for our solutions to the planning process; • Engineering: Foster a strong Software Engineering culture by updating stacks and best practices to increase quality and team efficiency, promoting knowledge sharing, continuous learning, and a culture of feedback and transparency among peers, leaders and the team; • Contribute to and support technical decisions across disciplines such as Architecture, Documentation, Technical Debt, Quality, Security, SRE, DevOps and Data Engineering; • Flow Management: Lead and be primarily responsible for evolving software development processes, including Flow Management (Kanban), dependency management, risk management, and crisis and incident management; • Support the team in Backlog and Workflow Roadmap management, participating in rituals and applying Kanban practices, encouraging autonomy and empowerment, and using metrics for continuous improvement.

• Review customer contracts, MSAs, SOWs, NDAs, and change orders for commercial and legal risk. • Identify and negotiate redlines related to indemnification, limitation of liability, payment terms, warranty, insurance, and liquidated damages. • Ensure appropriate flow-down clauses to subcontractors and suppliers. • Support project managers with contract interpretation and compliance monitoring. • Maintain centralized contract repository and documentation controls. • Review certificates of insurance, bonds, and compliance requirements. • Assist in managing claims and disputes. • Partner cross-functionally with Sales, Engineering, Procurement, Finance, and Field Operations.

• Build relationships with clients using a consultative approach to drive value and become a trusted extension of their team. • Strategize with clients to identify business objectives and align to brightfin capabilities. • Position yourself as a strategic partner to key stakeholders and champions within-named accounts. • Effectively manage total revenue & commercial health of our existing. • Proactively diagnose and mitigate churn risk clearly and drive resolution strategies, advising sales leadership on ideal resolutions. • Maintain an active pipeline of forecasted renewals and expansions to meet total revenue. • Drive consensus across multiple stakeholders (internal and external) to achieve business. • Partner with your Solution Architect, our Delivery Team and leverage product expertise to solution for a customer’s pain points.