SENIOR EXPERT LIGHTHOUSE PROJECTS

<div style="border-top: none; border-right: none; border-left: none; border-image: initial; border-bottom: 1pt solid windowtext; padding: 0in 0in 1pt; font-size: 14px;" id="isPasted" fr-original-style="mso-element:para-border-div;border:none;border-bottom:solid windowtext 1.0pt; mso-border-bottom-alt:solid windowtext .5pt;padding:0in 0in 1.0pt 0in;"><p style="border: none; padding: 0in; font-size: 14px;" fr-original-style="border:none;mso-border-bottom-alt:solid windowtext .5pt; padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">ROLE OBJECTIVE&nbsp;</strong></p><p style="margin: 6pt 0in; text-align: justify; line-height: 130%; border: none; padding: 0in; font-size: 14px;" fr-original-style="margin-top:6.0pt;margin-right:0in;margin-bottom:6.0pt; margin-left:0in;text-align:justify;line-height:130%;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;">Sr. Expert, Strategic Business is responsible for identifying, pursuing, and closing complex, high-impact client opportunities that drive transformational growth for the company. This role focuses on large, multi-stakeholder “lighthouse deals” and strategic partnerships across key sectors, requiring deep market insight, executive engagement, and cross-functional orchestration from opportunity identification to delivery handover.</p><p style="margin: 6pt 0in; text-align: justify; line-height: 130%; border: none; padding: 0in; font-size: 14px;" fr-original-style="margin-top:6.0pt;margin-right:0in;margin-bottom:6.0pt; margin-left:0in;text-align:justify;line-height:130%;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;">The incumbent acts as the pursuit leader — shaping deal strategy, coordinating solution design, and ensuring alignment between internal stakeholders, clients, and partners to achieve strong win rates and maximize deal value.</p><p style="text-align: justify; border: none; padding: 0in; font-size: 14px;" fr-original-style="text-align:justify;border:none;mso-border-bottom-alt: solid windowtext .5pt;padding:0in;mso-padding-alt:0in 0in 1.0pt 0in;"><strong fr-original-style="" style="font-weight: 700;">RESPONSIBILITIES</strong></p></div><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Strategic Pursuit Leadership</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Identify and lead pursuit of complex, high-impact opportunities across strategic accounts and priority verticals.</li><li>Develop and execute pursuit strategies aligned to the organization’s growth priorities.</li><li>Manage the end-to-end pursuit lifecycle — from qualification and stakeholder mapping to bid governance, pricing, negotiation, and closure.</li></ul><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Cross-functional Solutioning and Governance</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Orchestrate collaboration across presales, delivery, legal, and finance teams to design winning solutions and commercial models.</li><li>Govern opportunity qualification (e.g., gate reviews, RFP strategy, price-to-win, risk assessment).</li><li>Ensure adherence to pursuit governance and deal approval frameworks.</li></ul><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Client &amp; Partner Engagement</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Build strong executive-level relationships with clients, partners, and ecosystem stakeholders.</li><li>Act as the trusted advisor to C-level client executives — shaping business outcomes rather than selling products.</li><li>Drive co-selling and partnership-led opportunities to expand strategic deal coverage.</li></ul><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Market and Growth Strategy</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Conduct account and sector research to identify market white spaces and new opportunity areas.</li><li>Contribute to strategic planning through insights on competitive positioning, client trends, and emerging technologies.</li><li>Develop account pursuit playbooks and repeatable frameworks for large deal management.</li></ul><p style="margin: 3pt 0in; text-align: justify; line-height: 130%; font-size: 14px;" fr-original-style="margin-top:3.0pt;margin-right:0in;margin-bottom:3.0pt; margin-left:0in;text-align:justify;line-height:130%;"><strong fr-original-style="" style="font-weight: 700;">Knowledge Management and Enablement</strong></p><ul fr-original-style="" style="font-size: 14px;"><li>Institutionalize learnings from each pursuit, maintaining pursuit win/loss analyses.</li><li>Mentor junior pursuit leads and account managers on large deal governance and client engagement best practices.</li></ul>