Вакансии

Location: Tokyo Workplace: Hybrid ROLE HIGHLIGHTS: - Finance Manager - Japan - Location: Tokyo, Japan - Department: Operations - FInance - Reports to: Japan CEO - Employment type: Permanent - Workplace model: Hybrid - Employment is subject to applicable security screening (incl. SUPO, where required) WHY THIS ROLE MATTERS:   We are seeking an experienced and hands-on Finance Manager to lead financial management and oversee all accounting operations for ICEYE’s Japan entity. This role is critical in ensuring financial integrity, regulatory compliance, and strategic financial planning aligned with both local requirements and global corporate standards. You will act as the primary finance lead in Japan, partnering closely with regional leadership and global finance teams.   WHO WE ARE ICEYE is the world leader in sovereign intelligence from space. We deliver persistent monitoring capabilities to detect and respond to changes in any location on Earth.   ICEYE owns the world's largest and most advanced SAR (synthetic aperture radar) satellite constellation. To our customers we provide intelligence with unmatched quality, latency and revisit times, in any weather, day or night. To governments who choose to operate their own constellation we provide this proven capability as a sovereign system.   ICEYE-built constellations serve customers in defense and intelligence, environmental monitoring, insurance and emergency management. We enable fast decisions that contribute to a safer future.   Founded and headquartered in Finland, ICEYE operates globally with over 1000 employees across Europe, North America, the Middle East, and Asia-Pacific. YOUR DAY-TO-DAY RESPONSIBILITIES Finance Management & Business Partnering - Lead financial planning, budgeting, and forecasting processes for the Japan office - Provide strategic financial insights to support business growth and operational decision-making - Monitor financial performance, analyze variances, and recommend corrective actions - Partner with local leadership and global teams to align financial strategies with company objectives - Manage cash flow, working capital, and liquidity planning Accounting & Compliance Oversight - Oversee all accounting functions including general ledger, accounts payable/receivable, payroll, and fixed assets - Ensure timely and accurate monthly, quarterly, and annual financial reporting - Maintain compliance with Japanese GAAP, tax regulations, and statutory requirements - Coordinate with external auditors, tax advisors, and regulatory authorities - Ensure proper internal controls and adherence to global finance policies Regulatory & Tax Management - Manage corporate tax filings, consumption tax, and other statutory obligations - Stay up to date with changes in Japanese financial regulations and ensure compliance - Support transfer pricing and inter-company transactions in collaboration with global teams Process Improvement & Systems - Drive continuous improvement of financial processes, controls, and reporting systems - Support implementation and optimization of ERP and financial tools - Establish scalable processes to support business expansion in Japan Team & Stakeholder Management - Serve as the key point of contact for all finance-related matters in Japan - Collaborate cross-functionally with operations, sales, and legal teams - (If applicable) Manage and mentor local accounting staff or external service providers   WHAT WE’RE LOOKING FOR Must haves: - Bachelor’s degree in Finance, Accounting, or related field (CPA, Nissho Boki, or equivalent preferred) - 7–10+ years of progressive experience in finance and accounting roles - Strong knowledge of Japanese GAAP, tax regulations, and statutory reporting requirements - Experience in a multinational company and working with global finance teams - Proven experience in financial planning & analysis (FP&A) and business partnering - Hands-on experience managing full-cycle accounting operations - Experience with ERP systems (e.g., NetSuite, SAP, Oracle) Nice to haves: - Strong financial acumen with the ability to translate data into strategic insights - High attention to detail and commitment to accuracy and compliance - Excellent analytical and problem-solving skills - Strong communication and stakeholder management abilities - Ability to work independently in a fast-paced, international environment - Fluent in Japanese and business-level English APPLICATION PROCESS - Talent Acquisition interview - Hiring Manager interview - Task phase - Final interview WORKING AT ICEYE At ICEYE, you’ll join a diverse and highly engaged team united by the ambition to make the impossible possible. As a global scale-up, we combine speed and ambition with the opportunity to take real ownership from day one. Your growth, wellbeing, and success are a priority, with continuous professional development, training opportunities, and a culture where collaboration is how we win. HOW WE WORK (OUR VALUES) Make the impossible possible: We set ambitious goals and stay calm under pressure. We bring grit, optimism, and ownership when things get hard, and we keep moving until we find a way. - Be curious: Go deep, ask questions, listen carefully, and think critically. Understand the “why” behind decisions. - See the big picture: Stay close to what’s happening across the company so you can make better decisions. Consider how your work affects others. - Drive effective teamwork: Create psychological safety, invite different perspectives, and build inclusive teams. There are no bad questions. - Act as one team: We win together. We match tasks to the right owner and stay agile as priorities shift. - Have fun: What we do matters—and it should be enjoyable. Celebrate progress, take pride in results, and share the wins. BENEFITS Our benefits are designed to support your health and wellbeing, at work and beyond. We keep improving them based on employee feedback, and offerings vary by location. Talent Acquisition will confirm what applies for this role and location during the process.   OUR COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION We want ICEYE to be a place where people can be themselves and do great work. Different backgrounds and perspectives make us stronger, which is why we work to create an environment where people feel included, respected, and able to speak up. Whatever your background, we want you to bring your authentic self to the table. We’re committed to fair, inclusive hiring and equal opportunity. Everyone is welcome to apply. If you need any adjustments or support during the recruitment process, tell us—we’ll do our best to help. Apply now to start your ICEYE journey, and help us continue to make the impossible possible together. Read more about ICEYE and working with us at iceye.com http://iceye.com.

Location: Houston, United States We are EnerMech, a specialist service company that delivers safe, integrated solutions for complex energy projects. For over 50 years, we have supported our clients across the world with unrivalled expertise, equipment, and technology throughout the entire asset lifecycle – both offshore and onshore. Operating through our global business lines of Energy Solutions, Infrastructure & Industrial Solutions, and Lifting Solutions, we provide a broad range of specialist services including cranes, lifting, fluid power, training, equipment rental, pipeline, process, subsea, and valve services. At EnerMech, we are driven by operational excellence, innovation, and technical expertise, delivering value through integrated solutions that reduce risk, improve efficiency, and enhance performance for our customers worldwide. The Opportunity EnerMech is seeking an experienced and commercially driven Head of Business Development to lead strategic business growth across key markets within our Infrastructure & Industrial Solutions business line. This role is responsible for identifying, developing and securing new business opportunities while strengthening relationships with existing customers to support sustainable revenue growth. Working closely with operational, commercial and technical teams, you will develop long-term customer strategies, lead major pursuits and position EnerMech as the partner of choice across our service portfolio. This is an exciting opportunity for a commercially astute professional who thrives on building relationships, creating value for customers and delivering measurable business results. Key Responsibilities Develop and implement regional business development strategies aligned with EnerMech's global growth objectives. Identify emerging markets, industry trends and new service opportunities to support long-term business expansion. Build and maintain executive-level relationships with strategic customers, partners and key industry stakeholders. Own and develop strategic account plans for major customers, driving long-term growth and customer retention. Lead the pursuit of high-value opportunities, framework agreements and complex commercial bids from qualification through to contract award. Work closely with Business Line leaders to develop market entry strategies and customer growth initiatives. Collaborate with Operations, Engineering, Commercial and Finance teams to develop innovative customer solutions and integrated service offerings. Provide commercial leadership during major pursuits, supporting negotiations, commercial strategy and customer engagement. Mentor and support Business Development Managers, sharing best practice and contributing to the development of commercial capability across the organisation. Analyse market intelligence, competitor activity and customer trends to inform business strategy and investment decisions. Support the evaluation of strategic partnerships, alliances and potential acquisition opportunities where appropriate. Provide accurate sales forecasting, strategic pipeline reporting and business performance insights to senior leadership. Represent EnerMech at executive customer meetings, industry conferences and networking events. Deliver sustainable revenue growth, increased market share and long-term profitability across assigned markets. About You You are an experienced commercial leader with a proven track record of developing business growth strategies, securing major contracts and building long-term customer relationships within the energy, engineering, industrial services or infrastructure sectors. You are comfortable engaging with executive stakeholders, influencing strategic decisions and identifying opportunities that create sustainable competitive advantage. You possess strong commercial judgement, excellent relationship management skills and the ability to lead complex business development activities across multiple markets. You will also demonstrate: Significant experience in senior business development, strategic sales or commercial leadership roles. Proven success developing and delivering business growth strategies across regional or international markets. Experience managing strategic customer accounts and leading major commercial pursuits. Strong understanding of commercial contracting, tendering and complex bid management. Demonstrated ability to influence senior executives, customers and internal stakeholders. Strong financial and commercial acumen with a clear understanding of profitability, business performance and market dynamics. Experience mentoring or leading business development professionals and fostering high-performing commercial teams. Excellent communication, negotiation and presentation skills. Strong analytical and strategic planning capabilities. Willingness to travel internationally as required. A degree in Business, Engineering or a related discipline is desirable. Why Join EnerMech? At EnerMech, you'll join a global organisation where innovation, collaboration and technical excellence drive everything we do. You'll have the opportunity to influence business strategy, develop long-term customer partnerships and contribute to some of the world's most challenging energy and industrial projects. We offer a collaborative and entrepreneurial environment where commercial leadership is valued, professional development is encouraged and your contribution will directly support the continued growth and success of our business. Diversity & Inclusion EnerMech is committed to creating a diverse and inclusive workplace where everyone feels valued, respected, and empowered to succeed. We welcome applications from candidates of all backgrounds and experiences.

Location: Houston, United States We are EnerMech, a specialist service company that delivers safe, integrated solutions for complex energy projects. For over 50 years, we have supported our clients across the world with unrivalled expertise, equipment, and technology throughout the entire asset lifecycle – both offshore and onshore. Operating through our global business lines of Energy Solutions, Infrastructure & Industrial Solutions, and Lifting Solutions, we provide a broad range of specialist services including cranes, lifting, fluid power, training, equipment rental, pipeline, process, subsea, and valve services. At EnerMech, we are driven by operational excellence, innovation, and technical expertise, delivering value through integrated solutions that reduce risk, improve efficiency, and enhance performance for our customers worldwide. The Opportunity EnerMech is seeking an experienced and commercially driven Head of Business Development to lead strategic business growth across key markets within our Energy Solutions business line. This role is responsible for identifying, developing and securing new business opportunities while strengthening relationships with existing customers to support sustainable revenue growth. Working closely with operational, commercial and technical teams, you will develop long-term customer strategies, lead major pursuits and position EnerMech as the partner of choice across our service portfolio. This is an exciting opportunity for a commercially astute professional who thrives on building relationships, creating value for customers and delivering measurable business results. Key Responsibilities Develop and implement regional business development strategies aligned with EnerMech's global growth objectives. Identify emerging markets, industry trends and new service opportunities to support long-term business expansion. Build and maintain executive-level relationships with strategic customers, partners and key industry stakeholders. Own and develop strategic account plans for major customers, driving long-term growth and customer retention. Lead the pursuit of high-value opportunities, framework agreements and complex commercial bids from qualification through to contract award. Work closely with Business Line leaders to develop market entry strategies and customer growth initiatives. Collaborate with Operations, Engineering, Commercial and Finance teams to develop innovative customer solutions and integrated service offerings. Provide commercial leadership during major pursuits, supporting negotiations, commercial strategy and customer engagement. Mentor and support Business Development Managers, sharing best practice and contributing to the development of commercial capability across the organisation. Analyse market intelligence, competitor activity and customer trends to inform business strategy and investment decisions. Support the evaluation of strategic partnerships, alliances and potential acquisition opportunities where appropriate. Provide accurate sales forecasting, strategic pipeline reporting and business performance insights to senior leadership. Represent EnerMech at executive customer meetings, industry conferences and networking events. Deliver sustainable revenue growth, increased market share and long-term profitability across assigned markets. About You You are an experienced commercial leader with a proven track record of developing business growth strategies, securing major contracts and building long-term customer relationships within the energy, engineering, industrial services or infrastructure sectors. You are comfortable engaging with executive stakeholders, influencing strategic decisions and identifying opportunities that create sustainable competitive advantage. You possess strong commercial judgement, excellent relationship management skills and the ability to lead complex business development activities across multiple markets. You will also demonstrate: Significant experience in senior business development, strategic sales or commercial leadership roles. Proven success developing and delivering business growth strategies across regional or international markets. Experience managing strategic customer accounts and leading major commercial pursuits. Strong understanding of commercial contracting, tendering and complex bid management. Demonstrated ability to influence senior executives, customers and internal stakeholders. Strong financial and commercial acumen with a clear understanding of profitability, business performance and market dynamics. Experience mentoring or leading business development professionals and fostering high-performing commercial teams. Excellent communication, negotiation and presentation skills. Strong analytical and strategic planning capabilities. Willingness to travel internationally as required. A degree in Business, Engineering or a related discipline is desirable. Why Join EnerMech? At EnerMech, you'll join a global organisation where innovation, collaboration and technical excellence drive everything we do. You'll have the opportunity to influence business strategy, develop long-term customer partnerships and contribute to some of the world's most challenging energy and industrial projects. We offer a collaborative and entrepreneurial environment where commercial leadership is valued, professional development is encouraged and your contribution will directly support the continued growth and success of our business. Diversity & Inclusion EnerMech is committed to creating a diverse and inclusive workplace where everyone feels valued, respected, and empowered to succeed. We welcome applications from candidates of all backgrounds and experiences.

Location: Houston, United States We are EnerMech, a specialist service company that delivers safe, integrated solutions for complex energy projects. For over 50 years, we have supported our clients across the world with unrivalled expertise, equipment, and technology throughout the entire asset lifecycle – both offshore and onshore. Operating through our global business lines of Energy Solutions, Infrastructure & Industrial Solutions, and Lifting Solutions, we provide a broad range of specialist services including cranes, lifting, fluid power, training, equipment rental, pipeline, process, subsea, and valve services. At EnerMech, we are driven by operational excellence, innovation, and technical expertise, delivering value through integrated solutions that reduce risk, improve efficiency, and enhance performance for our customers worldwide. The Opportunity The Business Development Manager will lead EnerMech's strategic growth within the rapidly expanding Data Center market, with primary responsibility for driving customer acquisition and revenue growth for Cooling Water System Flushing services. This role will focus on identifying, developing, and converting project opportunities by building strong relationships with data center owners, developers, EPC contractors, general contractors, Mechanical, Electrical, and Plumbing (MEP) contractors, consulting engineers, and key project stakeholders throughout the project lifecycle. In addition to establishing Cooling Water System Flushing as EnerMech's preferred solution within the data center sector, the successful candidate will proactively identify opportunities to introduce and expand other relevant Infrastructure & Industrial Solutions and broader EnerMech service offerings where they provide value to customers. Working closely with technical sales, engineering, operations, and commercial teams, the Business Development Manager will develop customer-focused solutions, build a robust opportunity pipeline, and drive long-term strategic account growth across the data center industry. Key Responsibilities Develop and execute proactive business development, account management, and sales strategies to drive revenue growth and expand market share, with a primary focus on growing EnerMech's Cooling Water System Flushing services within the Data Center market while identifying opportunities to introduce additional Infrastructure & Industrial Solutions and broader EnerMech service offerings. Monitor and evaluate market trends, competitive activity, and customer needs to effectively position EnerMech's Cooling Water System Flushing and broader service offerings within the Data Center market. Grow and maintain a robust sales pipeline through strategic prospecting, customer engagement, account development, market intelligence, networking, and relationship management. Expand revenue opportunities by developing new client relationships, new market segments, and new service-line opportunities. Lead complex commercial engagements from opportunity identification through solution development, proposal support, negotiation, and contract award. Develop and deliver customer presentations, technical discussions, and executive-level business reviews that clearly communicate EnerMech’s value proposition, return on investment, operational benefits, and service differentiation. Collaborate with technical sales, operations, engineering, estimating, proposals, and commercial teams to develop tailored customer solutions that support revenue generation, customer retention, and successful project execution. Monitor market trends, competitor activity, customer feedback, and sector developments to identify opportunities for service positioning, business expansion, and improved profitability. Maintain accurate sales forecasts, pipeline reporting, account plans, CRM activity, and opportunity updates to support regional and organizational growth objectives. Represent EnerMech at customer meetings, industry events, conferences, trade shows, and networking forums to strengthen market presence and generate new business opportunities. About You You are an experienced business development professional with a passion for developing new markets and building long-term customer relationships within the data centre, mission-critical, engineering or industrial sectors. You understand the complexities of delivering projects within live and mission-critical environments and have experience working with clients, contractors or consultants involved in the design, construction, commissioning or operation of data centres. You will also demonstrate: Proven experience in business development or technical sales within the data centre, mission-critical, MEP, commissioning or industrial services sectors. Strong understanding of the data centre project lifecycle from design through commissioning and handover. Knowledge of pre-commissioning, commissioning, mechanical completion or related technical services. Established relationships with data centre owners, developers, EPC contractors, MEP contractors or specialist commissioning organisations would be highly advantageous. Strong commercial awareness with experience negotiating contracts and managing complex sales opportunities. Excellent communication, presentation and relationship management skills. Ability to identify customer challenges and develop value-added technical solutions. Experience preparing commercial proposals, tenders and customer presentations. Strong planning, organisational and analytical skills. Willingness to travel internationally as required. A degree or equivalent qualification in Engineering, Business or a related discipline is desirable. Why Join EnerMech? The global data centre market is experiencing unprecedented growth, creating exciting opportunities to support the delivery of critical digital infrastructure around the world. At EnerMech, you'll join a business with an established reputation for delivering specialist pre-commissioning and commissioning services on some of the world's most complex energy and industrial projects. You'll play a key role in expanding our capabilities into the mission-critical infrastructure sector while working alongside experienced technical and commercial professionals in a collaborative, innovative and high-performing environment. Diversity & Inclusion EnerMech is committed to creating a diverse and inclusive workplace where everyone feels valued, respected, and empowered to succeed. We welcome applications from candidates of all backgrounds and experiences.

Location: San Francisco, CA; Remote (US); New York, NY (HQ) Workplace: Hybrid ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $275B in annualized spend flows in and out of 85,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 7.5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE We’re hiring a strategic, data‑driven leader to shape the future of scaled customer success at Ramp. This role will design, operationalize, and lead programs that activate, retain, and grow 50% of Ramp’s micro‑SMB customers who don’t receive white‑glove 1:1 support, blending strategy, systems, and people leadership to drive impact at scale. WHAT YOU'LL DO - Own and evolve Ramp’s self‑service onboarding and activation strategy in partnership with Scaled CS leadership, Product, and Growth. - Use data to diagnose activation bottlenecks, build dashboards, run metric reviews, and drive data‑backed recommendations. - Partner with Product to improve activation features and automation that enhance self‑onboarding. - Lead customer education programs at scale: group onboarding trainings, video content, chatbot optimization, and lifecycle communications. - Continuously improve systems and team efficiency through automation, content, and applied AI initiatives. - Design, launch, and iterate scaled CS programs that improve outcomes across thousands of customers. - Manage, coach, and develop a team of 6–8 Scaled Customer Success Managers, each handling ~300 monthly new customers. - Drive team performance across activation, expansion, and CSAT targets while fostering ownership and excellence. - Hire, train, and enable team members on Ramp’s product, customer journey, and playbooks. - Partner cross‑functionally with CS, Sales, Product, Growth, and Data to align scaled strategy with company goals. WHAT YOU NEED - 4+ years in consulting, CS operations, revenue or business operations, or strategy within high‑growth B2B SaaS - 2+ years of people management experience leading high‑performing CS or operations teams - Proven success building or optimizing scalable programs and processes - Strong analytical skills with the ability to turn data into dashboards, operational insights, and measurable outcomes - Skilled at cross‑functional leadership and influencing senior stakeholders across Product, Growth, Data, Sales, and CS NICE TO HAVES - Customer‑facing or quota‑carrying experience with a track record of exceeding goals - Experience building education content, webinars, or scaled training programs WHAT SUCCESS LOOKS LIKE In the first 6 months, this leader will have launched and iterated scaled activation programs that measurably increase self‑serve activation and early retention, established a recurring metrics review with dashboards that surface funnel bottlenecks, and lifted team efficiency and CSAT through process, automation, and content improvements while developing a high‑performing team of 6–8 sCSMs. BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf.   OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.   Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.   Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice

Location: Home Based - Americas; Home based - EMEA; Home based - Worldwide Alliances & Channels Leader Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is very widely used in breakthrough enterprise initiatives such as public cloud, data science, AI, engineering innovation, and IoT. Our customers include the world's leading public cloud and silicon providers, and industry leaders in many sectors. The company is a pioneer of global distributed collaboration, with 1200+ colleagues in 75+ countries and very few office-based roles. Teams meet two to four times yearly in person, in interesting locations around the world, to align on strategy and execution. The company is founder led, profitable and growing. We have new senior leadership opportunities in our Global Alliances and Channels organisations, to lead business development and partnership with some of the most important actors in the global technology sector. As the publisher of Ubuntu and a leading provider of open source to major technology firms globally, Canonical works across a broad partner ecosystem that includes global system integrators, value-added resellers, regional distributors, independent software vendors, independent hardware vendors, silicon companies, public clouds and other strategic technology brands. These partners shape the platforms, solutions, marketplaces, hardware and delivery motions through which enterprises adopt open source at scale. We are looking for exceptional partner leaders who can build durable, mutually valuable relationships, develop joint solutions, drive global go-to-market programmes, and convert partner potential into measurable customer impact, revenue growth and market expansion for Canonical. Opportunities are available for both people leaders and senior individual contributors. In these roles, you will lead, build or scale one or more strategic partner motions for Canonical, either by managing a team or by directly driving high-impact partner initiatives. You will work closely with partners throughout their sales, product, delivery and executive planning cycles to make Canonical their trusted partner for enterprise open source solutions. Depending on your experience and Canonical’s business priorities, your focus may include Channels, GSI, ISV, IHV/OEM, Silicon, Cloud or cross-ecosystem partnerships. Our Alliances and Channels teams build trusted relationships with partners at executive level, increase Canonical market share and attach rate, evangelise the partnership, and lead business interactions from engineers to CxO level. This role will own strategy, sell-to, sell-through and sell-with motions across assigned partners or sectors, as well as promotion of partner-related activities, from campaigns, enablement and executive engagement, to strategic opportunities and partner events. Location: These are globally remote positions. The role entails Own and drive partner strategy, forecast, bookings and revenues for Canonical across one or more indirect routes to market Lead and evolve a team or strategic partner portfolio towards accelerated revenue growth and market impact Build strategic relationships with global and regional partners at executive levels Design and execute joint go-to-market plans with partners, sales, product management, product marketing and engineering teams Develop partner capability through sales engagement, technical enablement, joint marketing and disciplined business planning Guide our offering from product management, to product marketing, and scale it through the support of our global sales organisation Establish operating cadence, pipeline governance and data-driven accountability across complex partner relationships What we are looking for in you: 10+ years of experience in alliance, channel, partner, ecosystem or indirect sales management roles Experience in one or more of GSIs, VARs, distributors, ISVs, IHVs/OEMs, silicon, public cloud, marketplaces or strategic technology alliances Deep commercial experience encompassing revenue, margins, pipeline, forecasting and partner economics Proven leadership and presentation skills, with the ability to engage confidently from engineer to CxO level Ability to build trusted executive relationships while aligning product, sales, marketing, engineering and operations teams Insight into open source, Ubuntu, enterprise infrastructure, cloud, AI, security and Canonical’s competition and opportunities Track record of data-driven decision-making and disciplined execution across complex, global relationships An autonomous, disciplined, hands-on, get-it-done mentality An exceptional academic track record from high school and university. Business level written and spoken English. Sincere personal motivation aligned with our mission. International travel 2-4 times a year for company events up to two weeks long. In addition we expect that you will match our values, by being: Precise, taking care to deliver correctness and clarity. Reliable, delivering high quality work that builds trust and confidence. Accessible, collaborating to build products and systems that are usable. Adroit, blending enthusiasm, knowledge, adaptability, style and character. What we offer colleagues We consider geographical location, experience, and performance in shaping compensation worldwide. We revisit compensation annually (and more often for graduates and associates) to ensure we recognize outstanding performance. In addition to base pay, we offer a performance-driven annual bonus or commission. We provide all team members with additional benefits which reflect our values and ideals. We balance our programs to meet local needs and ensure fairness globally. Distributed work environment with twice-yearly team sprints in person Personal learning and development budget of USD 2,000 per year Annual compensation review Recognition rewards Annual holiday leave Maternity and paternity leave Team Member Assistance Program & Wellness Platform Opportunity to travel to new locations to meet colleagues Priority Pass and travel upgrades for long-haul company events About Canonical Canonical is a pioneering tech firm at the forefront of the global move to open source. As the company that publishes Ubuntu, one of the most important open-source projects and the platform for AI, IoT, and the cloud, we are changing the world of software. We recruit on a global basis and set a very high standard for people joining the company. We expect excellence; in order to succeed, we need to be the best at what we do. Most colleagues at Canonical have worked from home since our inception in 2004.​ Working here is a step into the future and will challenge you to think differently, work smarter, learn new skills, and raise your game. Canonical is an equal opportunity employer We are proud to foster a workplace free from discrimination. Diversity of experience, perspectives, and background create a better work environment and better products. Whatever your identity, we will give your application fair consideration.

Location: United States; Toronto, Canada About Our Client Our client builds and scales vertical market software companies. They partner with strong teams, invest in the long term, and run disciplined operating systems to drive sustainable growth across their portfolio. About the Product Our client is on a mission to transform the way customers operate. Their AI-powered agent is designed to connect to existing tools, resolve questions, book appointments, and close deals automatically, 24/7, through voice, text, and email. They are a fast-scaling, tech-driven startup backed by leading software investors. The Opportunity We’re hiring a Sales Lead to drive new business growth for our client. This is a full-cycle sales role for an experienced seller who can personally close business, build a repeatable outbound motion, and help shape the go-to-market strategy for a high-growth AI product. You’ll own the sales process from prospecting through close and customer handoff. You’ll be one of the first commercial hires, which means you’ll have real influence on positioning, pricing, sales process, and how the product is brought to market. You’ll work closely with executive leadership and cross-functional stakeholders across Product, Partnerships, Marketing, and Customer Success. This role is designed for someone who thrives in builder environments, is energized by a product that sells itself once prospects see it, and wants ownership over outcomes, not just activity. Requirements Drive New Business Growth Own the full sales cycle: prospecting, discovery, demos, proposals, negotiation, and close. Build and maintain a target account strategy by segment and customer profile. Clearly articulate the ROI, efficiency gains, and revenue impact of AI-powered call handling and booking automation. Seamlessly transition new customers to onboarding and Customer Success for activation and first value realization. Build a Repeatable Outbound Motion Lead outbound strategy and execution across calls, email, LinkedIn, and industry events. Develop and iterate on talk tracks, competitive positioning, objection handling, and demo structure. Establish pipeline creation targets and inspection routines that translate activity into predictable results. Create repeatable playbooks covering segments, sequences, cadences, and qualification criteria. Shape the Go-to-Market Strategy Share structured customer insights and market feedback with Product and leadership to inform roadmap, pricing, and packaging decisions. Maintain accurate pipeline, activity tracking, and forecasting in CRM (HubSpot). Consistently meet or exceed monthly and quarterly KPIs across outreach, demos, pipeline, and revenue. Coordinate with Partnerships and Marketing to leverage partner channels and campaigns for pipeline generation. What Success Looks Like In the First 90 Days You’ve built a clear target account list by segment and launched outbound motions that are producing qualified opportunities. CRM pipeline and activity tracking are clean, reliable, and maintained. You’ve delivered multiple demos, progressed deals through the pipeline, and closed your first customers. In 6 to 12 Months A predictable sales engine is running: outbound activity is converting to qualified pipeline, and pipeline is converting to closed revenue. You’ve closed a meaningful book of new business and the customer base is growing steadily. Sales playbooks, talk tracks, and demo flows are documented and repeatable. You’re contributing to expansion beyond the initial vertical, identifying and testing new market segments. Benefits Required 3 to 5+ years of proven success in B2B SaaS new business sales, with a strong track record of closing. Strong hunter mentality: comfortable with outbound prospecting and generating your own pipeline, not reliant on inbound leads. Experience managing a full sales cycle from first contact through contract execution. Confident running discovery calls and solution-based sales conversations that connect product capabilities to business outcomes. Experience building or materially improving a sales motion: process, messaging, cadence, and forecasting. Strong communication, presentation, and relationship-building skills. CRM experience (HubSpot, Salesforce, or equivalent). Self-motivated, goal-driven, and comfortable working autonomously in a fast-paced, evolving environment. Preferred Experience selling in marine management, storage systems, dealership platforms, or adjacent verticals is a strong plus. Experience selling AI, automation, or voice/conversational technology products. Experience in vertical market software or operationally complex environments where the buyer is an operator, not a tech team. Startup or early-stage SaaS experience where you had to build the motion, not just run it. Why Join Sell a product that prospects can see and hear in action from the first demo, in a market that is ready for it. Ground-floor opportunity: be one of the first commercial hires as the business establishes its leadership team and revenue engine. Direct influence on positioning, pricing, go-to-market strategy, and product direction. Competitive base salary with uncapped commission and high OTE potential.

Location: EMEA; APAC; Portugal; Spain; India Workplace: Remote ✨ ONE PLATFORM, A WHOLE WORLD OF OPPORTUNITY The best jobs have always clustered in a handful of the world's wealthiest cities. But talent is everywhere. Oyster set out to close that gap - building a global employment platform that lets companies hire, pay, and care for brilliant people anywhere. We're proof that a high-performing culture doesn't need an office. Distributed across 60+ countries since 2020, we've built something the industry keeps noticing: - Ranked #10 of 250 on TIME and Statista's 2026 list of America's Top WorkTech Companies https://www.oysterhr.com/library/oyster-hr-named-10-of-americas-top-worktech-companies-of-2026-by-time - Named one of America's Greatest Startup Workplaces 2026 https://www.oysterhr.com/library/oyster-2026-newsweek-award by Newsweek - A G2 Spring 2026 Leader https://www.oysterhr.com/library/oyster-named-best-roi-for-any-global-employment-platform-for-g2-spring-2026 across Employer of Record, Global Employment, Multi-country Payroll, and HR Compliance - The only B Corp-certified global employment platform ~ independently verified since 2023 Two of those rankings measured our business impact from the outside. One measured how our own people feel about working here. They landed in the same place ~ because at Oyster, culture and performance aren't separate conversations. They're the same one. And we're just getting started. If you want to do the best work of your career alongside people who care as much as you do, we'd love for you to apply. Location: While this position is posted in a specific location, all of Oyster’s positions are fully remote and you can work from home. Forever. To create the best experience for our new hire, this role requires at least 3-4 hours of overlap with Central European Time (CET/CEST) business hours to support collaboration with the team. Role Summary Oyster is looking for a sharp, self-driven Employment Counsel to contribute to Oyster's growth and shape the future of global distributed work. As part of our Employment Law Team, you'll advise internal teams and external stakeholders on employment law matters across multiple jurisdictions, playing a direct role in how Oyster supports workers and companies around the world. A core part of the role is researching and staying current on employment laws and regulations across jurisdictions; managing employment templates, policies, and standard employment processes; liaising with outside counsel on local legal requirements; creating clear, accessible guidance on hiring, managing, and terminating workers globally; and advising Oyster's Platform and Product teams on building a scalable, compliant technology platform. You'll also contribute to the strategic development of our employment-as-a-platform model. Because Oyster operates as an Employer of Record (EOR), a solid understanding of how that model works, and the unique legal considerations it creates for Oyster, our customers, and their team members, is essential to this role. The right candidate brings extensive employment law experience, including multi-jurisdictional and cross-border matters, and a track record of advising HR and business partners. Knowledge of immigration rules and employee benefits is a plus. Beyond legal expertise, we're looking for someone who translates complex issues into clear, practical guidance for non-legal audiences, balancing compliance with pragmatic problem-solving, anticipating emerging risks, and partnering strategically with the business to deliver outcomes that are both legally sound and operationally effective. We also value candidates who embrace AI and other technology tools to enhance efficiency, streamline workflows, and scale the impact of their legal expertise. Key Responsibilities - Own and maintain employment templates, policies, and processes across multiple jurisdictions, ensuring Oyster's employment offering remains compliant, scalable, and operationally effective. - Monitor legislative and regulatory developments globally, assess their impact on Oyster's products and operations, and drive implementation of required changes. - Partner closely with Product, People team and other cross-functional stakeholders to design and implement compliant employment solutions that balance legal requirements with business objectives. - Advise on a broad range of employment law and compliance matters across the employee lifecycle, including hiring, compensation, leave, performance management, terminations. - Support strategic initiatives such as Direct Expansion, indirect-to-direct migrations, and the launch of new employment products and features. - Research complex employment law issues and translate legal analysis into clear, practical, and business-focused recommendations. - Develop and maintain employment guides, knowledge resources, and compliance documentation to support scalable operations across Oyster's global footprint. - Support labor inspections, audits, regulatory inquiries, and other employment compliance initiatives. - Use data, stakeholder feedback, and operational insights to identify risks, improve processes, and enhance the effectiveness of Oyster's employment compliance framework. - Identify and champion opportunities to leverage AI, automation, and process innovation to improve team efficiency, reduce manual work, and enable the scalable delivery of employment compliance and legal support. - Contribute to a highly collaborative, remote-first team culture and help drive continuous improvement across Employment Products. Core Requirements - Law Degree (e.g. JD or equivalent) and admission to practice law in one or more jurisdictions. - 4+ years of experience practicing employment law, preferably with a combination of law firm and in-house practice. - Deep expertise in employment law, including hands-on experience with standard employment processes: drafting and reviewing contracts, managing templates and policies, advising across a wide range of employment matters and interpreting local labor regulations across multiple jurisdictions. - Understanding of the EOR model and ability to anticipate and navigate its unique legal challenges; prior experience working with or within an EOR is preferred. - Experience managing multi-jurisdictional and/or cross-border employment matters, with the ability to work across diverse legal systems and regulatory environments. - Strong business acumen with the ability to distill complex legal concepts into clear, practical, and actionable guidance for non-legal stakeholders; creativity and pragmatism in risk mitigation are essential. - Excellent analytical, communication, and research skills, with a keen eye for detail and the ability to manage multiple priorities in a fast-paced, global environment. - A technology-forward mindset, including curiosity and comfort with leveraging AI and automation tools to work more efficiently and continuously improve legal processes. - A positive attitude and willingness to assist others, no matter how small the task. You'll also need - A reliable home internet connection. - Fluency in both written and spoken English. HOW WE WORK TOGETHER AT OYSTER Our values guide the work we do, the decisions we make, and the culture that makes Oyster what it is. We make it happen—progress is our default setting. We drive change, we build and give trust, and we move as one united team. Our mission is to create a more equal world of work: helping companies everywhere hire, pay, and care for talent anywhere. Everything we do ladders up to our mission. We embrace asynchronous, collaborative work and share how we operate in the Oyster Public HQ https://oysterhr.notion.site/Welcome-to-The-Reef-Oyster-s-Open-Source-Employee-Guide-fc482e3f107c4afd8c85ed217f1d0c1d so other global teams can learn from us. HOW YOU WORK With diverse locations, cultures, and needs, we created How YOU Work; https://oysterhr.notion.site/How-YOU-work-ac16c1932e314ffd8cb693e332458395 a program supporting your whole human experience at Oyster: - Work from anywhere: Oyster has no borders or HQ. As long as work is timely, your team is supported, and you're authorized to work where you live, you can work from anywhere. - Paid time off: Enjoy 40 days off per year (including holidays and vacation), or more if required by your country. - Mental health support: Access Plumm https://oysterhr.notion.site/Plumm-3b5e7e70dec6428e975f68f25972cfb7, our mental well-being service. - Wellbeing allowance: Each month, receive a wellbeing allowance in your ThanksBen wallet to spend on a wide range of options. - Flexible parental leave: All new parents are eligible for at least three months’ paid leave, with job protection for up to 12 months or as required locally. - WFH stipend: Receive a stipend for your laptop and home office equipment to get you set up quickly. ✨ THE BEST JOBS SHOULD BE AVAILABLE TO EVERYONE  We embrace diverse perspectives and intentionally build our product and company with an inclusive, global mindset. We encourage you to apply, even if you don’t meet every criterion, and are committed to a trust-based, thriving environment. Oyster is committed to ensuring equal opportunity of employment for qualified persons with disabilities and actively fosters an inclusive work environment. If you require reasonable accommodations throughout the recruiting process, please email jobs@oysterhr.com with the subject line: Interview Accommodations. Our available positions are on our careers page. Our team will only contact you from an @oysterhr.com email, and we will never ask for money as part of an interview process or job offer. If you receive a suspicious email about Oyster jobs or are directed to a site other than www.oysterhr.com/careers http://www.oysterhr.com/careers, please report it via our Compliance and Ethics Helpline https://faceup.com/c/8tpzyyye.

Location: Istanbul, Türkiye Who We Are At OKX, we believe that the future will be reshaped by crypto, and ultimately contribute to every individual's freedom. OKX is a leading crypto exchange, and the developer of OKX Wallet, giving millions access to crypto trading and decentralized crypto applications (dApps). OKX is also a trusted brand by hundreds of large institutions seeking access to crypto markets. We are safe and reliable, backed by our Proof of Reserves. Across our multiple offices globally, we are united by our core principles: We Before Me , Do the Right Thing , and Get Things Done . These shared values drive our culture, shape our processes, and foster a friendly, rewarding, and diverse environment for every OK-er. OKX is part of OKG, a group that brings the value of Blockchain to users around the world, through our leading products OKX, OKX Wallet, OKLink and more. About the Opportunity The BD Manager is responsible for the overall affiliate growth strategy and execution for OKX in Türkiye, working with our global team. The BD Manager will proactively seek out and engage closely with potential Turkish crypto partners for the purpose of user acquisition and expansion of the OKX platform in the region. What You’ll Be Doing Proactively identify and develop affiliates with communities and relationships that consist of HNW clients and professional traders across Türkiye Manage and enhance relationships with HNW clients in Türkiye, maintain frequent contact, and build partnerships with local influencers and KOLs for the purpose of user acquisition Planning and execution of online and some offline marketing activities, events, and campaigns with influencers/KOLs or media channels relevant to the Turkish market Expand the user base and grow awareness of the OKX brand in Türkiye Devise creative ways to identify potential affiliates/KOLs and acquire users in the local market What We Look For In You Solid experience in Cryptocurrency, Finance, FX or any related space, with a track record in building large affiliate networks from start to finish Experience in business development or affiliate management Solid connections in Türkiye with HNW clients and professional traders Solid project management skills and the ability to manage multiple priorities and deadlines Understanding of fundamental affiliate customer acquisition KPIs and optimisation methods to improve performance through data analysis and segmentation Fluent in English and Turkish is a MUST Nice to Haves Bonus points if you have previously worked at a crypto exchange! Experience working across time zones and cross-cultural teams Passionate about blockchain technology and the crypto payments space Familiarity with Turkish financial regulations and the local crypto landscape Perks & Benefits Competitive total compensation package L&D programs and Education subsidy for employees' growth and development Various team building programs and company events Wellness and meal allowances Comprehensive healthcare schemes for employees and dependants More that we love to tell you along the process! #LI-GB1 #LI-HYBRID Notice: All official OKX vacancies are published on this website. While roles may appear on selected third-party platforms from time to time, information on other sites may be inaccurate or outdated. If in doubt, please apply directly through our official careers website. Information collected and processed as part of the recruitment process of any job application you choose to submit is subject to OKX 's Candidate Privacy Notice .

Location: Hybrid - Sydney About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the role Vercel's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they work with. As a Majors Install Base AE covering the ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-revenue retention, expansion, and long-term platform depth. This is not a maintenance role — you will be expected to identify whitespace, accelerate adoption of Vercel's newest products, and drive meaningful growth across a portfolio of some of the most digitally ambitious companies in the region. You will work alongside Solutions Engineers, Customer Success, and cross-functional Vercel stakeholders to build strategic account plans rooted in customer outcomes — and to establish Vercel as an indispensable infrastructure partner embedded in your accounts' roadmaps for web and AI transformation. What you'll do Own a book of named Major Accounts, driving renewals, upsells, and cross-sells to grow account value and ensure strong net revenue retention Identify and execute expansion opportunities across your portfolio — mapping whitespace, uncovering new teams or use cases, and activating Vercel's newest products (including platform API, AI SDK, and observability tooling) Build and maintain multi-threaded relationships with key stakeholders and champions across engineering, product, procurement, and the C-suite Develop and execute strategic account plans aligned with each customer's business goals and Vercel's growth objectives, with hyperscalers, SIs, and agency partners embedded in the strategy from day one Translate Vercel's platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers Own complex commercial negotiations — renewals, ELA amendments, consumption-based expansions — and position Vercel as a long-term strategic partner Partner with Solutions Engineering, Customer Success, and Product to deliver customer outcomes and surface feedback that shapes the product roadmap What you need 5–10+ years in enterprise SaaS with a demonstrated track record of success in install base, account management, or named account roles Proven ability to drive expansion — you understand how to identify whitespace, build champions across multiple buying centres, and accelerate upsell and cross-sell motions in complex accounts Experienced in partner-influenced or co-sell motions — you know how to activate a hyperscaler or SI relationship to deepen account penetration, not just open doors Comfortable discussing architecture with a CTO and total cost of ownership with a CFO — you can flex between technical product conversations and high-level business ROI narratives A disciplined account planner who thinks in years, sequences accounts for maximum long-term revenue, and builds executive relationships with intention Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline Able to hold credible, technically grounded conversations with senior engineering and product leadership without leaning on a solutions engineer as a crutch A value seller who leads with customer pain and business outcomes, not feature lists Bonus if you Have a background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML Come with existing relationships at AWS, GCP, or Azure — or with major SI/agency partners active in the ANZ market Have experience navigating ELAs, consumption-based commercial models, or enterprise procurement in regulated industries Have sold into or managed accounts in media, retail, financial services, or digital-native companies — verticals where Vercel has strong traction in the ANZ market Understand PLG-influenced sales motions — how developer adoption at the team level translates into enterprise expansion Benefits & Compensation: Competitive compensation package, including equity Inclusive Healthcare Package Learn and Grow — we provide mentorship and send you to events that help you build your network and skills Flexible Time Off We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed The Australia based pay range for this role is 388,000 - 524,000 AUD OTE. Actual salary will be based on job-related skills, experience, and location.  The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

Location: Renton, Washington, United States We take play seriously. We’re looking for curious adventurers ready to find their party, fueled by imagination and drive to build what’s never been built before. At Hasbro and Wizards of the Coast, you’ll collaborate with passionate teams to reimagine our iconic brands and create experiences that spark joy, connection, and community through the magic of play. This is your chance to shape legendary play that lasts a lifetime. As Hasbro accelerates its global expansion in mobile gaming, we are seeking a driven Business Development Manager to help grow our Mobile Gaming Licensing business. This high-impact role will focus on bringing Hasbro's iconic brands and IP to life through best-in-class mobile gaming experiences. The position reports to the Director, Mobile & Casino Licensing . You will play a critical role in the mobile gaming team, identifying, evaluating, structuring, and closing partnerships with leading mobile game developers and publishers worldwide, unlocking new revenue streams and expanding Hasbro's presence across the mobile gaming ecosystem. This is a hybrid role based in Renton, WA three days a week in office OR e ffective from the date that Hasbro opens its new Boston location, this position will be onsite Tuesday - Thursday at Hasbro's new location in Boston, MA. In the interim, this position will be onsite Tuesday - Thursday at Hasbro's HQ in Pawtucket, RI or at the Hasbro's temporary location in Boston, MA A day in the life as a Manager, Business Development - Digital Licensing: Drive Business Growth Identify, evaluate, and secure new mobile gaming licensing opportunities across Hasbro's portfolio of brands and IP, including full-game licenses and limited-time in-game integrations. Build and maintain a robust pipeline of high-potential mobile game developers, publishers, and strategic partners. Drive revenue growth through the acquisition of new licensing partnerships and the expansion of existing relationships. Represent Hasbro at major industry events, including Pocket Gamer Connects, GDC, Tokyo Game Show, Gamescom, and other key conferences, to identify and cultivate new business opportunities. Partnership Development & Deal Execution Lead the end-to-end business development process for self-generated mobile gaming partnerships, including partner identification, outreach, pitching, commercial structuring, negotiation, and contract execution. Structure and negotiate mobile gaming licensing agreements, including revenue-share models, minimum guarantees, milestone payments, and long-term strategic partnership frameworks. Negotiate with senior stakeholders at leading game developers and publishers. Evaluate opportunities based on strategic fit, commercial potential, product quality, and market opportunity. Market Expertise Serve as a subject matter expert on the mobile gaming landscape, including player trends, genre performance, monetization models, live-service operations, and emerging market opportunities. Monitor competitive activity, industry developments, and platform trends to inform licensing strategy. Identify opportunities to expand Hasbro brands into new genres, audiences, and business models. Cross-Functional Collaboration Partner closely with Brand, Franchise, Product, Legal, Finance, and Marketing teams to evaluate and execute mobile gaming opportunities. Ensure all licensing partnerships align with franchise strategies, brand standards, and long-term business objectives. Collaborate with internal stakeholders throughout the deal lifecycle, from opportunity assessment through launch and ongoing business management. Licensee Management & Growth Manage mobile gaming licensees to drive strong business performance, compliance, and long-term partnership success. Review partner performance, business plans, live-service strategies, and revenue forecasts. Conduct regular in-person meetings with partners to identify opportunities for expansion, including new titles, geographic growth, live-service initiatives, and additional licensing opportunities. What You'll Bring: 5+ years of experience in business development, licensing, partnerships, or commercial roles within the mobile gaming industry. Proven track record of sourcing, negotiating, and closing mobile gaming licensing, publishing, or strategic partnership agreements. Experience working with mobile game developers, publishers, and/or entertainment IP owners. Strong client-facing experience with the ability to represent Hasbro professionally and effectively. Deep understanding of the mobile gaming ecosystem, including development cycles, publishing models, monetization strategies, and live operations. Strong commercial negotiation and deal-making skills. Experience structuring licensing agreements, revenue-sharing models, and partnership frameworks. Strong analytical, financial, and strategic thinking capabilities. Ability to influence and collaborate across cross-functional and global teams. A proactive, commercially driven approach with demonstrated ability to originate and close high-value mobile gaming partnerships. Exceptional relationship building and stakeholder management skills Passion for mobile gaming, digital entertainment, and building franchises through engaging player experiences Strategic thinking combined with strong execution skills and a proven ability to close details. Preferred Qualifications Experience licensing entertainment, consumer brands, or gaming IP into mobile games. Established network across leading mobile game developers and publishers. Experience working with globally recognized brands or franchises. Knowledge of international mobile gaming markets and platform ecosystems. #WIZARDS The pay transparency range for this role is listed below. The hiring range will vary based on factors such as experience, skills, location and market conditions. Additionally, employees may be eligible for annual and long-term incentives as part of their overall compensation package. Pay Range $99,400 — $149,000 USD Employees may be eligible for annual and long-term incentives as part of their overall compensation package, depending on role, location, and eligibility. Benefits and programs may include: Health & Wellness Time Off to Recharge Financial Well-being Life & Family Support Volunteer and Community Initiatives Learning & Development Exclusive Perks Please review our Applicant Privacy Notice to learn how we collect, use, and protect your personal information in connection with the application process.

Location: Monclova, Mexico; Monterrey, Mexico Company Overview Our client operates in a contract manufacturing and industrial manufacturing environment focused on fabrication, welding, assembly, electrical integration, and coating of complex modular systems. Our high-mix, engineered-to-order production environment requires disciplined execution, Lean Manufacturing, Continuous Improvement, and scalable operational leadership to support rapid growth and production demands across large-scale manufacturing facilities. Position Overview Uptalent is seeking a Plant Manager – Manufacturing to lead full-site operations at our Monclova, Mexico facility. The Plant Manager will oversee Manufacturing Managers, Production Managers, Value Stream Managers, and Supervisors while driving performance across fabrication, welding, industrial assembly, electrical integration, and paint operations. This Plant Manager role is responsible for full operational execution, scaling production, and delivering against throughput, quality, safety, and on-time delivery in a contract manufacturing environment. This role owns a large-scale manufacturing P&L ($100M+) and requires strong financial leadership, operational discipline, and experience scaling manufacturing operations in industrial environments. Key Responsibilities Plant Leadership & Manufacturing Operations Lead full-site manufacturing operations as a Plant Manager across fabrication, welding, industrial assembly, electrical integration, and paint Oversee Manufacturing Managers, Production Managers, Value Stream Managers, and Supervisors across all production functions Drive execution in a high-mix, engineered-to-order contract manufacturing environment Ensure alignment of production schedules, system integration activities, and Bill of Materials (BOM) execution across all departments Scale operations to support production growth, capacity expansion, and facility performance Lean Manufacturing & Continuous Improvement Lead enterprise Lean Manufacturing initiatives including 5S, Kaizen, and Continuous Improvement programs across the plant Apply Six Sigma, Root Cause Analysis, 5 Whys, and Fishbone methodologies to eliminate defects and improve performance Drive plant-wide improvements in throughput, cycle time, and operational efficiency Standardize processes and scale best practices across fabrication, welding, assembly, electrical, and paint operations KPI Ownership & Operational Performance Own plant-level KPIs including on-time delivery, on-time release, inventory turns, throughput, safety, and quality Drive ISO9001 compliance and ensure quality systems are embedded across all manufacturing functions Improve defect rates, reduce rework, and increase production stability Establish performance accountability across all levels of the organization Financial Ownership & P&L Management Own and manage a large manufacturing P&L ($100M+), including cost control, labor efficiency, and operational spend Partner with Finance on budgeting, forecasting, and cost optimization strategies Drive margin improvement through operational efficiency, waste reduction, and process optimization Monitor cost drivers including labor, material utilization, and overhead Safety, Quality & Compliance Lead plant-wide safety performance, ensuring compliance with OSHA standards and internal safety protocols Maintain a strong safety culture with measurable KPIs and continuous improvement initiatives Ensure compliance with ISO9001 and internal quality standards across all operations Cross-Functional Alignment Partner with Engineering to resolve system integration challenges, fitment issues, and design improvements Collaborate with Supply Chain to ensure material availability, BOM accuracy, and inventory performance Work with Quality to enforce standards and drive corrective actions Align with Program Management to support production schedules and delivery commitments Leadership & Organizational Development Build and lead a high-performing manufacturing organization across all production functions Develop Manufacturing Managers, Production Managers, and Supervisors to drive operational excellence Establish leadership accountability and performance standards across the plant Support workforce development including technical training, certifications, and leadership growth Requirements Required Qualifications 10–15+ years of experience in manufacturing leadership roles including Plant Manager, Operations Manager, or Manufacturing Manager Extensive experience managing large-scale manufacturing P&L ($100M+) Experience in contract manufacturing and industrial manufacturing environments Strong background across fabrication, welding, industrial assembly, electrical integration, and paint operations Proven experience leading Lean Manufacturing, Continuous Improvement, and Six Sigma initiatives Experience managing plant-level KPIs including throughput, inventory turns, on-time delivery, safety, and quality Strong operational and financial leadership experience in high-mix, engineered-to-order manufacturing environments Based in, or willing to relocate to, Monclova, Mexico or Monterrey, Mexico for a hybrid role Eligible to work in Mexico Preferred Qualifications Bachelor’s degree in Industrial Engineering, Mechanical Engineering, or a related technical discipline Experience scaling manufacturing operations in high-growth environments Experience with automation, welding robots, or advanced manufacturing processes Certified welder or electrician credential a plus Six Sigma or Lean Manufacturing certification, or experience with structured problem-solving methodologies Experience in data center manufacturing or infrastructure projects Experience in generator manufacturing Experience in switchgear or electrical equipment manufacturing Experience in BESS (battery energy storage systems) or battery systems manufacturing Experience in modular construction or modular manufacturing Experience in steel and metal fabrication manufacturing environments Benefits What We Offer The opportunity to work with leading and fast-growing companies across the North American market. Highly competitive compensation for top talent. A stable, long-term position with strong growth opportunities and the chance to continue developing your career.

Location: Berlin, Germany Workplace: hybrid At TechBiz Global, we are providing recruitment service to our TOP clients from our portfolio. We are currently seeking an Founder's Associate/Executive Assistant to CEO specialist to join one of our clients ' teams. If you're looking for an exciting opportunity to grow in a innovative environment, this could be the perfect fit for you. A newly funded cybersecurity startup in Berlin is looking for a Founder's Associate(Operations & Growth)/Executive Assistant to CEO to join as a team member and help to build startup foundations of a next-generation AI-powered security risk management platform. Key Responsibilities Act as the primary operational founder associate to the Founder & CEO and grow the company together Own and help running day-to-day company operations across HR, finance, admin, and internal processes Own financial reporting, planning, and key metrics, ensuring transparency, clarity, and reliability Take ownership of company wide projects such as developing an AI pricing model or leading expansion into the next three countries Assist the founders with strategic topics , including investor relations, board preparation, and key hiring decisions. Take care of administrative work like manage CEO calendar, priorities, meetings, business travel and follow-ups to maximize focus and execution Support HR, including hiring logistics, onboarding, offboarding, and people administration Support Finance, includinginvoicing, expense tracking, payments, and coordination with external accountants Support PR , communications, social accounts and external coordination (partners, vendors, events, announcements) Support Sales , Prepare internal documents, reports, presentations , and ad-hoc materials for management and stakeholders Ensure operational hygiene, deadlines, and compliance across the company 2+ years of experience in startup doing one of the following: HR, finance, operations, PR, Sales, business support, or executive assistance roles. We can accept also entry level candidates without experience if the culture fit is right. Strong organizational skills and can do Attitude with the ability to manage multiple priorities independently Excellent written and verbal communication skills in English Excellent written and verbal communication skills in German High level of discretion, trustworthiness , and attention to detail Strong execution mindset and ability to operate under ambiguity Comfortable working directly with founders and senior stakeholders Ability to build things from scratch at early stage startup High ownership mentality, startup mindset, and ability to move quickly. Experience in startup or scale-up environments Low ego, high commitment, and a true tech startup mentality . Strong problem-solving skills and ability to work in a collaborative environment. Experience with social media management . Familiarity with German employment basics or EU labor processes Comfortable working under direct supervision and ready to engage in business discussions when needed. Nice-to-have requirements Experience supporting a CEO or senior executive in a fast-paced environment Experience in early-stage startups founder-led companies Exposure to PR, communications, or employer branding activities Design skills and knowledge in design tools Proficiency in at least one additional language, ideally Russian or Hebrew Background in analytics Background in sales Public speaking experience and confidence presenting to audiences You are a fan of rock or metal music

Location: Hybrid - Sydney About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the role Vercel's Enterprise sales team is built on people who are technically fluent, commercially sharp, and deeply curious about the companies they sell into. As a Majors AE covering some of the key ANZ market, you will own a curated book of named enterprise accounts and be the primary driver of net-new revenue and platform expansion. You will work alongside Solutions Engineers, Partner Manager, and cross-functional Vercel stakeholders to bring Vercel's platform into some of the most digitally ambitious and transformational companies in the region. If you’re based within a pre-determined commuting distance of one of our offices (SF, NY, London, or Berlin), the role includes in-office anchor days on Monday, Tuesday, and Friday. If you're located beyond that distance, the role is fully remote. For location-specific details, please connect with our recruiting team. What you'll do Build and execute multi-year account plans across a curated set of named Major Accounts, with hyperscaler’s, SIs, and agency partners embedded in the strategy from day one Drive net-new revenue through outbound ownership, rigorous discovery, executive alignment, and multi-threaded deal execution spanning engineering, product, procurement, legal, and the C-suite Translate Vercel's platform into board-level narratives around developer velocity, infrastructure consolidation, and AI-driven transformation as measurable operational levers Own complex commercial negotiations and establish Vercel as a long-term strategic infrastructure partner embedded in your accounts' roadmaps for web and AI transformation What you need 5–10+ years in enterprise SaaS with a demonstrated track record of closing six and seven-figure deals in major or strategic accounts Experienced in partner-influenced or co-sell motions — you know how to activate a hyperscaler or SI/ISV relationship to open doors and accelerate deals, not just name-drop them Fluent in English and local language requirements based on the territory you’re focused on; Comfortable discussing architecture with a CTO and total cost of ownership with a CFO A disciplined account planner who thinks in years, builds executive relationships from scratch, and sequences complex accounts to maximize long-term revenue Fluent in MEDDPICC and rigorous about forecast hygiene and CRM discipline Able to hold credible, technically grounded conversations with senior engineering and product leadership — without leaning on a solutions engineer as a crutch A value seller who leads with business outcomes and customer pain, not feature lists Bonus if you Have a background in web development, developer tooling, web infrastructure, cloud platforms, or AI/ML Come with existing relationships at AWS, GCP, Azure, or major SI/ISV players active in the ANZ market Have experience navigating ELAs, global framework agreements, or enterprise procurement in regulated industries Have sold into media, retail, financial services, or digital-native companies — verticals where Vercel has strong traction in the ANZ market Compensation & Benefits: Competitive compensation package, including equity. Inclusive Healthcare Package. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Flexible Time Off. We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The Australia based pay range for this role is 388,000 - 524,000 AUD OTE. Actual salary will be based on job-related skills, experience, and location.  The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity: Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

Location: Japan Workplace: Remote Aghanim is an integrated commerce, liveops automation, community engagement, and payments platform for video games.   Mobile games have traditionally depended on app stores for distribution, payments, and player relationships. We believe there is a better way. Aghanim helps game studios build direct relationships with players, sell directly, and build their future on their own terms. Today, more than 100 games worldwide are already building this future with Aghanim.   Our team brings together people across Los Angeles, New York, Seoul, Beijing, London, Lisbon, Belgrade and other locations around the globe, with deep expertise in gaming, fintech and technology. We move quickly, keep communication direct, and focus on getting things done. We believe the best people thrive when they have autonomy, ownership, and a stake in the company's success. [https://app.ashbyhq.com/api/images/user-content/4f457f07-466b-477b-b552-fbbabd850111/2de3a7cd-8843-41a9-8bbe-ceb897a42c4a/Logo%20(horizontal).svg] We are looking for a Customer Success Producer to help game studios maximize revenue through monetization, LiveOps, and direct-to-consumer (DTC) strategies. You will work closely with game teams to analyze performance, identify growth opportunities, and drive initiatives across offers, pricing, experimentation, and player engagement. This role combines analytics, strategy, and execution with a direct impact on customer growth and business results. KEY RESPONSIBILITIES Monetization and Growth Strategy - Analyze game performance, monetization, and retention metrics to identify growth opportunities - Develop recommendations for LiveOps, offers, pricing, promotions, and DTC monetization strategies - Design and evaluate experiments to improve revenue, engagement, and conversion - Assess in-game and web store experiences and propose optimization initiatives Customer Success and Revenue Expansion - Partner with game teams to drive measurable business outcomes and revenue growth - Develop and execute DTC adoption and revenue transition plans - Provide strategic guidance on monetization, LiveOps, CRM, and customer engagement initiatives - Identify expansion opportunities and help customers maximize the value of Aghanim's platform Cross-functional Collaboration - Work closely with Product, Data, Engineering, and Implementation teams to execute customer initiatives - Act as the voice of the customer, ensuring feedback and business needs are reflected in product and operational decisions - Contribute to scalable customer success processes, onboarding frameworks, and best practices REQUIRED QUALIFICATIONS - 5+ years of experience in mobile gaming, F2P, LiveOps, monetization, product analytics, or related roles - Strong understanding of game monetization, retention, LiveOps, and player lifecycle management - Experience using data to drive business decisions and improve commercial performance - Advanced proficiency in SQL and Google Sheets - Strong analytical and statistical reasoning skills - Proven experience using LLMs or GenAI tools in professional workflows - Excellent communication skills and ability to influence stakeholders through data and insights - Based in Japan and fluent in Japanese PREFERRED QUALIFICATIONS - Experience with DTC commerce, CRM, or customer lifecycle tools - Experience with Python for data analysis and automation WHY JOIN US - World-class team – work alongside experienced professionals from around the globe who have built products used by millions of players - High growth, high impact – be part of a fast-growing company where ideas turn into products and reach customers in days, not months - Autonomy and ownership – we trust people to make decisions, take initiative, and drive results - Modern tools and technology – use AI, automation, and modern tools as part of your everyday work - Equity – participate in the company's growth and long-term success

Location: China Workplace: Remote Aghanim is an integrated commerce, liveops automation, community engagement, and payments platform for video games.   Mobile games have traditionally depended on app stores for distribution, payments, and player relationships. We believe there is a better way. Aghanim helps game studios build direct relationships with players, sell directly, and build their future on their own terms. Today, more than 100 games worldwide are already building this future with Aghanim.   Our team brings together people across Los Angeles, New York, Seoul, Beijing, London, Lisbon, Belgrade and other locations around the globe, with deep expertise in gaming, fintech and technology. We move quickly, keep communication direct, and focus on getting things done. We believe the best people thrive when they have autonomy, ownership, and a stake in the company's success. [https://app.ashbyhq.com/api/images/user-content/4f457f07-466b-477b-b552-fbbabd850111/2de3a7cd-8843-41a9-8bbe-ceb897a42c4a/Logo%20(horizontal).svg] We are looking for a Customer Success Producer to help game studios maximize revenue through monetization, LiveOps, and direct-to-consumer (DTC) strategies. You will work closely with game teams to analyze performance, identify growth opportunities, and drive initiatives across offers, pricing, experimentation, and player engagement. This role combines analytics, strategy, and execution with a direct impact on customer growth and business results. KEY RESPONSIBILITIES Monetization and Growth Strategy - Analyze game performance, monetization, and retention metrics to identify growth opportunities - Develop recommendations for LiveOps, offers, pricing, promotions, and DTC monetization strategies - Design and evaluate experiments to improve revenue, engagement, and conversion - Assess in-game and web store experiences and propose optimization initiatives Customer Success and Revenue Expansion - Partner with game teams to drive measurable business outcomes and revenue growth - Develop and execute DTC adoption and revenue transition plans - Provide strategic guidance on monetization, LiveOps, CRM, and customer engagement initiatives - Identify expansion opportunities and help customers maximize the value of Aghanim's platform Cross-functional Collaboration - Work closely with Product, Data, Engineering, and Implementation teams to execute customer initiatives - Act as the voice of the customer, ensuring feedback and business needs are reflected in product and operational decisions - Contribute to scalable customer success processes, onboarding frameworks, and best practices REQUIRED QUALIFICATIONS - 5+ years of experience in mobile gaming, F2P, LiveOps, monetization, product analytics, or related roles - Strong understanding of game monetization, retention, LiveOps, and player lifecycle management - Experience using data to drive business decisions and improve commercial performance - Advanced proficiency in SQL and Google Sheets - Strong analytical and statistical reasoning skills - Proven experience using LLMs or GenAI tools in professional workflows - Excellent communication skills and ability to influence stakeholders through data and insights - Based in China and fluent in Chinese PREFERRED QUALIFICATIONS - Experience with DTC commerce, CRM, or customer lifecycle tools - Experience with Python for data analysis and automation WHY JOIN US - World-class team – work alongside experienced professionals from around the globe who have built products used by millions of players - High growth, high impact – be part of a fast-growing company where ideas turn into products and reach customers in days, not months - Autonomy and ownership – we trust people to make decisions, take initiative, and drive results - Modern tools and technology – use AI, automation, and modern tools as part of your everyday work - Equity – participate in the company's growth and long-term success

Location: South Korea Workplace: Remote Aghanim is an integrated commerce, liveops automation, community engagement, and payments platform for video games.   Mobile games have traditionally depended on app stores for distribution, payments, and player relationships. We believe there is a better way. Aghanim helps game studios build direct relationships with players, sell directly, and build their future on their own terms. Today, more than 100 games worldwide are already building this future with Aghanim.   Our team brings together people across Los Angeles, New York, Seoul, Beijing, London, Lisbon, Belgrade and other locations around the globe, with deep expertise in gaming, fintech and technology. We move quickly, keep communication direct, and focus on getting things done. We believe the best people thrive when they have autonomy, ownership, and a stake in the company's success. [https://app.ashbyhq.com/api/images/user-content/4f457f07-466b-477b-b552-fbbabd850111/2de3a7cd-8843-41a9-8bbe-ceb897a42c4a/Logo%20(horizontal).svg] We are looking for a Customer Success Producer to help game studios maximize revenue through monetization, LiveOps, and direct-to-consumer (DTC) strategies. You will work closely with game teams to analyze performance, identify growth opportunities, and drive initiatives across offers, pricing, experimentation, and player engagement. This role combines analytics, strategy, and execution with a direct impact on customer growth and business results. KEY RESPONSIBILITIES Monetization and Growth Strategy - Analyze game performance, monetization, and retention metrics to identify growth opportunities - Develop recommendations for LiveOps, offers, pricing, promotions, and DTC monetization strategies - Design and evaluate experiments to improve revenue, engagement, and conversion - Assess in-game and web store experiences and propose optimization initiatives Customer Success and Revenue Expansion - Partner with game teams to drive measurable business outcomes and revenue growth - Develop and execute DTC adoption and revenue transition plans - Provide strategic guidance on monetization, LiveOps, CRM, and customer engagement initiatives - Identify expansion opportunities and help customers maximize the value of Aghanim's platform Cross-functional Collaboration - Work closely with Product, Data, Engineering, and Implementation teams to execute customer initiatives - Act as the voice of the customer, ensuring feedback and business needs are reflected in product and operational decisions - Contribute to scalable customer success processes, onboarding frameworks, and best practices REQUIRED QUALIFICATIONS - 5+ years of experience in mobile gaming, F2P, LiveOps, monetization, product analytics, or related roles - Strong understanding of game monetization, retention, LiveOps, and player lifecycle management - Experience using data to drive business decisions and improve commercial performance - Advanced proficiency in SQL and Google Sheets - Strong analytical and statistical reasoning skills - Proven experience using LLMs or GenAI tools in professional workflows - Excellent communication skills and ability to influence stakeholders through data and insights - Based in South Korea and fluent in Korean PREFERRED QUALIFICATIONS - Experience with DTC commerce, CRM, or customer lifecycle tools - Experience with Python for data analysis and automation WHY JOIN US - World-class team – work alongside experienced professionals from around the globe who have built products used by millions of players - High growth, high impact – be part of a fast-growing company where ideas turn into products and reach customers in days, not months - Autonomy and ownership – we trust people to make decisions, take initiative, and drive results - Modern tools and technology – use AI, automation, and modern tools as part of your everyday work - Equity – participate in the company's growth and long-term success

Location: Salt Lake City, Utah, United States About the Role iCapital is seeking a Product Specialist to join the Solutions team. This role is responsible for managing and strengthening relationships with asset managers and financial institutions while supporting both alternative investment education, portfolio construction and identity-based compliance solutions on the iCapital platform. The Product Specialist serves as a trusted client partner throughout the relationship lifecycle, guiding onboarding, driving platform adoption, and maintaining ongoing engagement across education and compliance capabilities. This role requires a proactive, client centric mindset, with a focus on platform enablement, regulatory awareness, and long-term relationship growth in a dynamic, highly regulated environment. Responsibilities Day-to-day management of existing asset manager client relationships. Guide clients through the onboarding lifecycle, ensuring a seamless transition from initial engagement through full solution adoption, while maintaining ongoing touchpoints to review new features, provide visibility into additional iCapital solutions and drive continued client engagement. Provide ongoing training to existing clients, including refresher sessions that reinforce effective platform usage, and deliver platform demonstrations. Support account renewals and upsell initiatives by managing administrative workflows that drive client retention and expansion. Negotiate renewals as needed for the solution. Develop a general understanding of the regulatory considerations relevant to client workflows and how iCapital solutions support those requirements. Maintain Salesforce data and reporting to support team performance tracking and visibility. Work on special projects as requested. Qualifications 2-5 years in client-facing roles such as a client success manager, account manager, customer success manager, business development or sales, preferably in a SaaS, Financial Services or fintech environment Exceptional verbal and written communication skills and able to clearly explain technical concepts to clients Excellent organizational skills with the ability to manage multiple accounts through various solutions, prioritize tasks, and work on several projects simultaneously in a fast-paced environment Experience with Salesforce Benefits The base salary range for this role is $70,000 to $85,000.  iCapital offers a compensation package which includes salary, equity for all full-time employees, and an annual performance bonus. Employees also receive a comprehensive benefits package that includes an employer matched retirement plan, generously subsidized healthcare with 100% employer paid dental, vision, telemedicine, and virtual mental health counseling, parental leave, and unlimited paid time off (PTO). We believe the best ideas and innovation happen when we are together. Employees in this role will work in the office Monday-Thursday, with the flexibility to work remotely on Friday. For additional information on iCapital, please visit https://www.icapitalnetwork.com/about-us Twitter: @icapitalnetwork | LinkedIn: https://www.linkedin.com/company/icapital-network-inc | Awards Disclaimer: https://www.icapitalnetwork.com/about-us/recognition/ iCapital is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender, sexual orientation, gender identity, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.