• As a leader in our Workday Practice, you’ll be part of fast growing and energized team of advisory professionals who deliver more than just technology • You’ll lead and participate in proposal responses, proposals, and orals decks for Workday solutions that equip organizations with the information they need to make better business decisions • Serve as the proposal manager and coordinator for pursuits, incorporate win strategies and other key proposal decisions • Create or improve proposal processes or systems based on subject matter knowledge (i.e., managing workload, content libraries, quality, proposal development or formatting processes, etc.) • Coordinate with business development to understand business plans and objectives • Participate in strategy sessions to develop win strategies and themes, identify and assess competitors, and identify client hot buttons and main points • Perform detailed analyses of requirements documents (e.g., RFP, RFQ, SOW) and communicate the results • Manage proposal development documentation (outline, team assignments, proposal management plan, schedule, kick-off meeting materials, writing plans) • Establish and maintain communications among local and remote employees and teammates using collaborative tools, phone calls, e-mail, etc. • Create content and/or direct the team to write assigned sections as needed • Perform substantive reviews of both text and graphics, ensure the assigned writing sections comply with RFP requirements, and contain win strategies and win themes • Own all sections of the proposal, having ultimate responsibility for all proposal documents • Provide orientation and training for new proposal team members on the proposal development process and procedures, writing strategies, etc. • Coordinate with pricing staff to ensure that all of the information needed to prepare the Cost Proposal is available and input is received on time • Attend win/loss debriefings and assist with developing lessons learned • Ensure that all documentation relevant to the project is retained in a systematic way so that, in the event of a winning bid, the documentation may be handed over to the project manager during project initiation • Maintain proposal content library and boilerplate • Able to work evenings or on weekends as required to meet proposal deadlines

• Manages sales team budgets, territories, and client lists for clients in the Northeast USA • Leads, coaches, and develops a quality driven, sales team to deliver profitable growth • Collaborates with the senior management team to develop and define sales strategies for achieving sales goals • Hires and develops sales staff • Defines and oversees sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets • Defines and coordinates sales training programs that enable staff to achieve their potential and support company sales objectives • Manages customer expectations and contributes to a high level of customer satisfaction • Defines sales processes that drive desired sales outcomes and identifies improvements • Develops infrastructure and systems to support the success of the sales function • Provides detailed and accurate sales forecasting • Defines, tracks, and manages sales teams KPI/Metrics; financials, activities, pipeline, prospecting • Monitors customer, market, and competitor activity and provides feedback to executive and leadership teams • Works closely with the marketing team to establish successful support, budget, plans, and programs • Manages key customer relationships to develop and secure strategic opportunities • Travels for in-person meetings with customers and partners • Develops and maintains relationships with key accounts • Creates a culture of success and ongoing business and goal achievement • Liaises with other SGS business lines to ensure proper and effective cross selling • Follows up on delivery of laboratory services to meet client needs • Develops and manages the business plan for the growth of the EHS business • Provides ongoing beneficial client feedback to inform the business and Operations staff

• Directs collaborative sales efforts to meet or exceed quotas for specialized product lines, often working alongside sales account managers. • Acts as the subject matter expert, training sales staff and customer service representatives on product features, benefits, and demonstrations. • Collaborates with marketing, editorial, and account management team to develop market-specific strategies, identify customer needs, and refine product positioning. • Engages directly with clients to understand requirements, resolve technical issues, and demonstrate product value. • Monitors key performance indicators (KPIs) to measure revenue achievement and optimize sales efforts and processes

• Define and promote Rackspace-Microsoft solutions that solve key customer challenges in North America. • Collaborate with solution and product teams to ensure offerings are sales-ready, market-ready, and positioned for success. • Drive co-selling opportunities with Microsoft field and partner teams across the region. • Lead account mapping to align Rackspace and Microsoft coverage, ensuring top accounts are jointly targeted. • Facilitate rep-to-rep interlocks to coordinate day-to-day sales motions and uncover cross-sell/upsell opportunities. • Conduct account planning and strategy workshops with joint sales teams to define engagement plans and win strategies. • Manage proactive opportunity tracking, identifying and prioritizing joint pursuits to maximize pipeline and accelerate deals. • Leverage Microsoft co-sell programs and partner incentives to accelerate deals and maximize financial impact. • Track, optimize, and report incentive performance to ensure measurable results and compliance. • Collaborate on regional campaigns, events, and demand-generation activities that fuel joint sales. • Highlight customer success stories and the impact of Rackspace-Microsoft solutions to drive awareness and adoption. • Equip Rackspace sellers and technical teams with the tools, playbooks, and training needed to win with Microsoft. • Share best practices and insights from joint deals to continually improve sales effectiveness. • Maintain strong executive alignment with Microsoft counterparts across North America. • Lead quarterly business reviews, track KPIs, and ensure the alliance delivers on revenue and strategic objectives.