• Lead and develop the India Customer Engineering team across enterprise and strategic accounts. Act as a player-coach: maintain strong individual technical contribution while enabling the team. • Serve as the point of reference for the team on complex customer architecture, escalations, and solution design. • Own regional technical strategy for discovery, demos, architecture design, PoCs, onboarding support, QBRs, renewal support, and expansion plays. • Partner with Account Executives to drive technical validation and help close new business. • Keep workloads balanced, support onboarding of new team members, and ensure the team is set up for success. • Conduct regular 1:1s, provide constructive feedback, and coach team members on discovery, solution architecture, executive communication, and business-value translation. • Build and run the operating cadence for pipeline inspection, technical deal support, adoption reviews, and account expansion planning. • Hire, retain, and develop top CE talent; build succession plans and bench strength. • Facilitate cross-team coordination with Sales, Product, Engineering, and Customer Support to resolve issues quickly and keep customers moving. • Surface regional feedback, product gaps, and competitive insight to product and engineering. Represent Cloudflare in executive customer meetings, regional events, and partner discussions.

Role Description The Business Development Manager (BDM) provides strategic insight with primary focus on driving sales of ZOLL resuscitation products, services, and solutions into the (E)MEA Distribution Government/Military market. - Jointly establish and support our Business Partners/Distribution network to position ZOLL as a recognized partner in the government/military market, providing first-class pre- and post-sales support. - Achieve targets for sales quota, expense controls, account/market penetration, and business retention. - Develop an annual government/military market business development plan, updated and reported upon quarterly. - Work in collaboration with North American/EMEA government/military sales team to leverage experience and best practices and ensure a joined-up approach to NATO. - Manage/direct RFIs, quotes, and tenders. - Leverage CRM system to ensure pipelines are built and managed and plan, monitor, and deliver required activity levels in terms of quantity, direction, and quality to achieve targets. - Adhere to ZOLL compliance standards of conduct and AdvaMed Code of Ethics. Qualifications - Minimum of 2 - 3 years field sales in the medical field, ideally selling capital equipment highly desired. - Military service/medical training (i.e. Nurse/Paramedic/Combat Medic) desired/preferred. - Proven background in distribution/channel management. - Recent working knowledge of international government/military healthcare system and procurement processes. - Demonstrated ability in achieving sales results in a high-performance environment with minimum supervision. - Relevant government contracting and NATO experience; NSPA experience a plus. - Knowledge/experience using CRM tool i.e. SalesForce. Requirements - Base salary range: €65,000 - 80,000 + bonus. - Location: Southern/Mediterranean Europe (Preferably Spain, Italy, or France). - 70% Travel. - Fluency in English is mandatory and ideally with Italian/French language skills. Company Description The Acute Care Technology division of ZOLL Medical Corporation develops and delivers innovative lifesaving products and software solutions to EMS, hospital, public safety, and military customers globally. Products include AEDs, trauma kits, ventilators, temperature management solutions, and more. Our dedicated employees take pride in their commitment to improving patient outcomes while delivering world-class customer service.

Role Description We are seeking a dynamic and results-driven Business Development Manager to spearhead our expansion into the LatAm market, specifically selling to Mexico, for our cutting-edge EdTech products. As a Business Development member of our team, you'll have the opportunity to foster your career path with the growth of a startup from Silicon Valley. Our startup culture will bring you a chance and challenge; you will never have a boring day with ELSA. What you'll be doing: - Conduct thorough market research to identify key trends, competitor landscape, and potential opportunities in the education technology sector in Mexico/LatAm. - Formulate short-term and long-term goals, outlining specific milestones and success metrics. - Identify and establish strategic partnerships with local educational institutions, government bodies, and key stakeholders to enhance market penetration. - Develop a robust pipeline of opportunities with potential B2B clients (companies, schools, English centers) in Mexico/LatAm through traditional approaches (such as cold/warm calls and emails, networking) and creative marketing campaigns (in collaboration with the marketing team) to drive revenue growth. - Collaborate with the product team and customer support team to deliver customized product solutions and satisfactory services. - Regularly track and report on key performance indicators (KPIs) related to business development and market expansion. Qualifications - Must be fluent in Spanish and English. - Bachelor's degree in Business, Economics, or a related field. An MBA is a plus. - At least 5+ years of experience in enterprise sales and based in Mexico. - Hands-on experience with multiple sales techniques (including cold calls), delivering engaging presentations. - Experience in Education/Training is a plus. - Experience with CRM. - Excellent communication and negotiation skills, networking skills. - English proficiency in listening, speaking, reading, and writing. Benefits - Competitive compensation with a hot bonus per month. - Remote work. - ELSA Training and ELSA Pro Accounts. - Fun energetic team; international and collaborative culture. - Experience the true spirit of a fast-growing and well-funded Silicon Valley startup.

• Design, develop, and maintain modern web applications using React, TypeScript, and related front-end technologies. • Translate business requirements, user stories, and design specifications into scalable and maintainable solutions. • Establish front-end architecture patterns, coding standards, and development best practices. • Collaborate with product managers, designers, architects, and back-end engineers to deliver high-quality user experiences. • Optimize applications for performance, accessibility, responsiveness, and maintainability. • Conduct code reviews and ensure adherence to development standards. • Troubleshoot complex technical issues and provide effective solutions. • Drive continuous improvement of development processes, tooling, and engineering practices. • Utilize AI-powered development tools such as Cursor and other coding assistants to accelerate software delivery. • Establish best practices for AI-assisted software development, code generation, debugging, documentation, and testing. • Mentor team members on effective and responsible use of AI-assisted development workflows. • Ensure AI-generated code meets security, quality, maintainability, and architectural standards. • Lead and coordinate front-end development activities performed by contractor resources. • Assess contractor performance, technical capabilities, and quality of deliverables. • Conduct technical evaluations and interviews for proposed contractor resources. • Recommend staffing adjustments, resource substitutions, and skill alignment based on project needs and performance. • Mentor and guide developers to improve technical quality and delivery consistency. • Establish productivity, quality, and engineering standards for contractor teams. • Serve as the primary point of contact for front-end technical delivery and resource effectiveness. • Provide regular status reporting, risk assessments, and recommendations to project leadership.