Role Description We are seeking an experienced business development representative (BDR) for the North America region. You will be the first line of communication with our prospects. Your role will focus primarily on inbound leads and progressing early stage opportunities. You will need to have a good understanding of our sales process and excel at managing relationships and relating business pains with XM's solution. - Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers. - Manage a pipeline of inbound leads from industry events, website submissions, and intent indicators. - Generate opportunities by building relationships, nurturing warm prospects, and expanding interest within a target account. - Attend industry events and start conversations to actively discover how XM can solve core business challenges. - Manage and maintain a pipeline of interested prospects and engage sales executives to coordinate next steps. - Leverage email, calls, and LinkedIn to build relationships, develop opportunities, and progress pipeline. - Set up and engage in meetings with prospective clients along with regional sales directors. - Help with the discovery and positioning phases of opportunities, speaking to the value XM Cyber brings and how that translates to solving the customer’s pain points. - Work closely with the regional sales director to progress early stage opportunities and maintain relationships and communication with prospects. - Use Intent-based data and other analytic platforms to focus on prospects who are most likely in the market to purchase a solution like ours or who have addressable pain. - Qualify early-stage deals using MEDDPICC Sales Methodology. Qualifications - At least 2 years of business development experience, with a history of exceeding targets. - Passionate about sales and generating business opportunities in a highly advanced cybersecurity company. - Enterprise BDR experience. - Cybersecurity background. - Excellent communication skills, both written and verbal. - Creative problem-solving approach and strong analytical skills. - Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, LinkedIn, ZoomInfo, Amplemarket, etc. - Strong interpersonal and organizational skills to foster relationships. - Self-motivated individual that actively looks for ways to increase productivity. - Team player that's willing to work cross-functionally with Sales, Pre-Sales, Marketing, and others to find and progress pipeline. - Ability to work in a remote-first work environment.

Title: Robotics Autonomous Systems Development Specialist Location: Houston, TX, US, 77056 Department: Corporate & Shared Services Job Description: Requisition ID: 294866 - Relocation Authorized: National - Family - Telework Type: Part-Time Telework - Work Location: Houston, TX Extraordinary teams building inspiring projects: Since 1898, we have helped customers complete more than 25,000 projects in 160 countries on all seven continents that have created jobs, grown economies, improved the resiliency of the world's infrastructure, increased access to energy, resources, and vital services, and made the world a safer, cleaner place. Differentiated by the quality of our people and our relentless drive to deliver the most successful outcomes, we align our capabilities to our customers' objectives to create a lasting positive impact. We serve the Infrastructure; Nuclear, Security & Environmental; Energy; Mining & Metals, and the Manufacturing and Technology markets. Our services span from initial planning and investment, through start-up and operations. Core to Bechtel is our Vision, Values and Commitments. They are what we believe, what customers can expect, and how we deliver. Learn more about our extraordinary teams building inspiring projects in our Impact Report. Job Summary: General - The Autonomous Development Manager will support the development of robotics initiatives in the construction industry, by advancing concepts from pilot stages to full-scale adoption on active construction sites. Learning Agility —Adapts quickly to new problems and situations. Demonstrates a willingness to learn from both individual and collective successes and failures. Approaches unfamiliar tasks with determination and readiness, including the ability to quickly create structure to address ambiguity strategically. Does not succumb to analysis paralysis or the fear of failure. Strategic Agility — Demonstrates a forward-thinking approach, willing to acquire comprehensive knowledge and perspective to contribute effectively to the team when necessary. Utilizes critical thinking skills to identify appropriate actions for progressing initiatives. Collaborates efficiently with colleagues while supporting creative processes of others; participates in productive brainstorming sessions and develops potential ideas that align with the company's overall vision. Proactive Communicator — Leads by influencing others, rather than relying on authority. Action Oriented — Enjoys working hard and is full of energy. A self-motivator and a motivator of others. Is not discouraged by organizational inertia, rather navigates through, over, or around it. Major Responsibilities: - Developing an autonomous operating system stack for Bechtel Construction tools/machines - Writing scopes of work for external partners and managing external partner’s progress for development of different completed systems - Development and management of robotics software/integration related Intellectual Property - Create and develop robotic solutions, including hardware and software integration from identification to proof-of-concept demonstration. - Participate as a member of a dedicated team of SMEs in developing and executing the technology roadmap, covering the entire technology readiness lifecycle (TRL1-8) - Engaging internally and externally with a diverse group to maximize innovation and implementation. - Conduct research to identify new robotic technologies and methodologies. - Create detailed documentation of research findings, designs, and technical specifications. - Developing and executing solution schedules for development and testing. - Tracking and reporting solution development progress. - Ensure all research and development activities comply with industry standards and regulations Education and Experience Requirements: - Requires a bachelor's degree (or international equivalent) in engineering, computer science, or a related technical field - 10-15 years of autonomous operations of vehicles or robotics. Required Knowledge and Skills: - Knowledge of robotics concepts (Kinematics / Dynamics, Planning, SLAM, etc.) - Have experience with sensor to mapping, digital twin development, and simulation environment development. - Creative problem-solving skills to develop innovative solutions and overcome technical challenges - Strong analytical skills to interpret data, troubleshoot issues, and improve system performance - Experience with Agile development practices. - Hands-on experience with tools, technology, and/or robotics. - Excellent verbal and written communication skills, with the ability to clearly convey technical information to non-technical stakeholders. - Strong organizational and time management skills, with the ability to manage multiple projects simultaneously Preferred Knowledge and Skills: - Broad knowledge of industrial business sectors to identify synergies. - Experience with intellectual property and patents. - Basic knowledge and understanding of Construction Industry. - Familiarity with integrated EPC work process and procedures. - Experience in robotics, hardware/software integration, or other related technical fields. - Master's degree in engineering, project management, or a related discipline. - Proficiency in programming languages such as Python, C++, and ROS (Robot Operating System) is essential for developing and controlling robotic systems. Total Rewards/Benefits: For decades, Bechtel has worked to inspire the next generation of employees and beyond! Because our teams face some of the world's toughest challenges, we offer robust benefits to ensure our people thrive. Whether it is advancing careers, delivering programs to enhance our culture, or providing time to recharge, Bechtel has the benefits to build a legacy of sustainable growth. Learn more at bechtel.com/total-rewards. Diverse teams build the extraordinary: As a global company, Bechtel has long been home to a vibrant multitude of nationalities, cultures, ethnicities, and life experiences. This diversity has made us a more trusted partner, more effective problem solvers and innovators, and a more attractive destination for leading talent. We are committed to being a company where every colleague feels that they belong-where colleagues feel part of "One Team," respected and rewarded for what they bring, supported in pursuing their goals, invested in our values and purpose, and treated equitably. Click here to learn more about the people who power our legacy. Bechtel is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity and expression, age, national origin, disability, citizenship status (except as authorized by law), protected veteran status, genetic information, and any other characteristic protected by federal, state or local law. Applicants with a disability, who require a reasonable accommodation for any part of the application or hiring process, may e-mail their request to acesstmt@bechtel.com

Title: Business Development Manager – Medical Location: Remote Department: Business, Sales and Marketing Workplace Type Remote Position Type Regular Full-Time Job Description: Overview Trinseo is a different kind of global materials company – at the intersection of people, technology, and customers. We are a world leader in the production of plastics and latex binders. Our culture is built on passion and innovation. A career at Trinseo presents a unique opportunity to work in a highly collaborative environment. Helping customers solve their most complex material challenges is the reason we come to work each day. We are seeking innovative thinkers – ready to tackle any challenge and passionate about delivering value. As a global materials solutions provider focused on delivering innovative and sustainable solutions to our customers, we need people to feel respected and included so they can be more creative, innovative, and successful. We strive to create workplaces that reflect all communities and customers we serve and where everyone feels empowered to bring their full, authentic selves to work. That's why we're fully committed to inclusion across race, gender, age, religion, identity, and experience to drive us forward every day. Overview (Scope of Role) The Business Development Manager - Medical role is responsible for identifying, positioning and developing new high value opportunities in the Medical market. Collaborating with both established and start-up brand owners and customers, the main objective of this role is to create a continuous pipeline of projects in the Medical market for sustainable and profitable growth by working with key or developmental Brand owners / OEM customers (established and start-up companies). As a Business Development Manager - Medical, he/she searches and understands the current market and future needs, identifies players, defines a participation plan (customer prioritization, network mapping), and implements Trinseo's positioning. He/She prioritizes and leads the development projects from the advanced development (ideation) to its implementation (Start-Of-Production). Through this role, the Business Development Manager will be a key interface between the brand owners and Trinseo technical and commercial functions. 30-40% travel domestically within the US to be expected in this role depending on the location of the candidate. Responsibilities - Responsible for identifying, positioning and developing new high value opportunities in the Medical market. - Create a continuous pipeline of opportunities in the Medical market for sustainable and profitable growth by working with key or developmental Brand owners / OEM customers (established and start-up companies). - Search and understand the market current and future needs, identify players, define a participation plan (customer prioritization, network mapping), and implement Trinseo's positioning. - Prioritize and lead the developmental projects from the advanced development (ideation) to its implementation (Start-Of-Production). Work closely with T&I and sales to ensure successful product trials, validation and nomination for the prioritized applications. - Be a key interface between the Brand owners / OEMs and Trinseo technical and commercial functions. - Identify, prioritize and organize the key projects for Trinseo: project planning including goals, milestones, network map to offer appropriate solution to the OEM and at the Tiers. - Initiate request for product or technology development as needed. Manage accurately and dynamically the opportunity pipeline through SalesForce (SFDC). - Develop and build close relationship with the various contacts and departments impacting material choice within the medical OEM’s: internal and external customers, influencers, decision makers and sponsors in design and material engineering, advanced development, innovation, project management… - Maintain regularly the Account Plans of allocated OEMs by shaping each new opportunity, including the advances for moving toward commercialization. - Develop and maintain market intelligence: assess, understand and proactively analyze the market trends, customer’s organization and strategy, current and future customer needs and competitor activities. - Monitor and report the details of relevant plastics applications for future platforms: technology, products, development partners & molders. - Work closely with Marketing, Commercial and T&I Teams to make sure we are ready to tackle the future challenges with the right products to keep Trinseo one step ahead at key OEMs. Qualifications Education: BSc or MSc in chemistry, material science, Chemical Engineering, Polymer Science, or science related field. Experience: 10+ years of experience in the following areas: - Medical Market – Demonstrated Application and Business Development Skills - Engineering Plastics Market - Project Management / Business Development / Application Development Technical: Deep level of technical understanding of material performance (polymer and material engineering), customer’s functional and material’s requirements for an application, market trends and solid understanding of key medical application requirements. Behavioral: - Market/customer orientation - Understanding of work-processes and tools used for effective project management and informal team leadership are critical to the job. This includes good interpersonal, communication and negotiation skills. - Ability to understand and communicate with different cultures styles (American, European and Asian) - Ability to think and act in a strategic and tactical way. Gathers input and gains consensus when taking actions and making decisions. Critical thinking, but open and constructive behavior. - Result and value oriented - Ability to manage stress in a very dynamic and demanding market segment, and very good life balance. Communication: - English is mandatory, both written and verbal - Ability to communicate strategic plans, needs and progress clearly at various organization levels - Flexible in working hours (early or late internal conference calls with the other regions) Challenges: - Balance of actions at OEMs (where the initial requirements are defined) and Tiers (where the validation and final decision is taken in most cases) - Combination of project management skills (organization of product validation in the lab), marketing skills (understanding of future customer needs), and “value selling” skills (promoting and obtaining product nominations) - Combination of strategic thinking and operational skills - Coordination of new targets thru the OEM to the tier molders - Overcoming key competitors that already exist in the market Equity and Inclusion With our expanding global presence, cross-cultural insight and competence are essential for our ongoing success. We believe that a diverse workforce contributes different perspectives, experiences and creative ideas that enable us to continue to improve every day. Race, gender, ethnicity, country of origin, age, personal style, sexual orientation, physical ability, religion, work and life experiences and many more factors contribute to this diversity. We welcome all applicants, regardless of their backgrounds, and are committed to a fair and inclusive hiring process. #LI-Remote

• Identify, create, and close new business opportunities across fintech, digital assets, and enterprise verticals. • Build and manage relationships with key industry players, from financial institutions to technology providers. • Collaborate with product and engineering teams to translate market needs into product direction. • Lead outbound initiatives, market research, and competitive analyses to support Utila’s growth strategy. • Represent Utila at industry events, conferences, and partner meetings. • Drive the full BD lifecycle - from prospecting to negotiation to long-term relationship management. • Track KPIs, pipeline progress, and market insights for leadership.