Trace3

Account Manager

• Develop and execute strategic prospecting activities to identify and qualify new opportunities within assigned Federal accounts and territories.
• Build and maintain a healthy sales pipeline through outbound prospecting, referrals, partner engagement, industry events, marketing campaigns, and customer networking.
• Research Federal agencies, organizations, mission priorities, acquisition strategies, contract vehicles, and key decision makers to support account planning activities.
• Conduct customer discovery conversations to understand business objectives, operational challenges, technical requirements, and mission priorities.
• Partner closely with Account Executives to develop territory strategies, account plans, and opportunity pursuit activities.
• Collaborate with Business Development, Capture, Solution Architects, Engineering, Marketing, and OEM partners throughout the opportunity lifecycle.
• Learn and effectively communicate Trace3 Government's portfolio of technology solutions, including cloud, cybersecurity, AI, networking, infrastructure, data & analytics, digital modernization, and managed services.
• Support opportunity qualification, pipeline management, forecasting, CRM hygiene, quote development, proposal activities, and customer follow-up.
• Maintain accurate and timely documentation of customer interactions, pipeline activity, forecasts, and sales opportunities within Salesforce.
• Develop an understanding of the Federal procurement lifecycle, including GWACs, IDIQs, BPAs, SEWP, GSA Schedule, and agency-specific acquisition processes.
• Build productive relationships with OEM partners and internal stakeholders to support customer engagements and solution development.
• Consistently achieve established activity, pipeline development, and performance objectives.
• Continuously expand technical, business, and Federal market knowledge through formal training, certifications, coaching, and self-development.
• Represent Trace3 Government professionally during customer meetings, conferences, partner events, and industry engagements.
• Perform additional duties and responsibilities as assigned.

Junior Account Manager

Account Executive

• Own the overall growth strategy for an assigned Federal territory by developing and executing comprehensive account plans aligned to customer mission priorities.
• Proactively identify, qualify, and create new business opportunities through disciplined prospecting, executive engagement, partner development, and strategic account planning.
• Expand existing customer relationships by identifying whitespace opportunities and positioning the full portfolio of Trace3 Government capabilities.
• Consistently achieve or exceed assigned revenue, gross profit, and strategic growth objectives.
• Build trusted relationships with senior government leaders, acquisition professionals, program managers, technical leadership, and executive sponsors.
• Lead consultative customer engagements focused on understanding mission challenges, operational priorities, and long-term modernization initiatives.
• Position Trace3 Government as a trusted advisor capable of delivering measurable mission outcomes through commercial innovation.
• Serve as the quarterback for every customer opportunity by leading cross-functional teams consisting of Business Development, Engineering, Solution Architecture, Project Management, Customer Success, executive leadership, and strategic technology partners.
• Lead opportunity qualification, capture planning, competitive positioning, win strategy development, proposal support, and executive engagement activities.
• Coordinate internal and external resources to maximize customer success and increase probability of win.
• Develop customer strategies that integrate professional services, engineering, cybersecurity, AI, cloud, infrastructure, software, managed services, and strategic technology partnerships.
• Develop joint business plans with strategic OEM partners to create pipeline, executive engagement opportunities, and mutual revenue growth.
• Stay current on emerging technologies, Federal market trends, acquisition strategies, and competitive positioning to effectively advise customers.
• Maintain a healthy sales pipeline through disciplined opportunity management, CRM accuracy, and consistent forecast discipline.
• Deliver accurate revenue forecasts, pipeline reporting, and business insights to sales leadership.
• Effectively manage the complete sales lifecycle from opportunity identification through contract award and successful transition to delivery teams.
• Demonstrate intellectual curiosity, extreme ownership, integrity, accountability, and professionalism in every customer interaction.
• Foster a collaborative, high-performance culture by sharing best practices, mentoring peers, and contributing to continuous improvement initiatives.
• Represent Trace3 Government at customer engagements, executive briefings, industry conferences, partner events, and community activities.

Account Executive II

• Generate new and repeat sales within the Strategic Accounts department by providing product and technical information in a timely manner.
• Determine customer requirements and expectations in order to recommend specific products and solutions. Recommend alternate products based on cost, availability or specifications as needed.
• Present price, credit and terms in accordance with standard procedures and customers’ profitability profiles.
• Accurately process customer transactions including orders, quotes or returns.
• Obtain information from vendors relating to shipment dates and expected date of delivery to provide accurate information regarding product items.
• Increase sales and average order size by means of cross-selling, up-selling, add-on sales and offering promotional sale items.
• Educate customers about terminology, features and benefits of products in order to improve product related sales and customer satisfaction.
• Monitor scheduled shipment dates to ensure timely delivery and expedite as needed.
• Contact customers following sales delivery to ensure ongoing customer satisfaction and resolve any complaint.
• Remain current on consumer preferences, changes in local codes and product developments by attending sales meetings, vendor training and IT trade shows, or reading IT trade journals.
• Setup and maintain customer files.
• Register sales opportunities with partners.
• Identify trends in customer satisfaction or dissatisfaction.
• Perform other duties as assigned.

Inside Sales Representative

Principal

• Proactively find new opportunities for Innovation offerings within existing Trace3 customer base
• Proactively develop net new Trace3 clients via above mentioned Innovation offerings
• Engage senior-level executives by building relationships, establishing credibility, conducting substantive content discussions, diagnosing needs, solving problems, and identifying relevant resources
• Manage each engagement with client from introduction to successful team hand-off with interval check-ins until close
• Carefully balance the needs of all team members (internal and client staff) to lead each project to a successful outcome
• Sense patterns among client needs to shape the ongoing research and product creation
• Ensure collaboration amongst all teams (Innovation, Trace3 Field, & Client)
• Ensure clients and Company’s interests are properly aligned
• Escalate risks and issues to Sales and Innovation management as necessary
• Manage communication between Trace3 and each client - making the determinations as to what, when and how things are communicated
• Be the key point of contact and partner for each assigned client engagement
• Establish a rapport and confidence with assigned clients and Trace3 Sales Reps
• Work closely with Sales to ensure client engagements are relevant, provide value to all parties, and are in line with goals of Sales and Client.
• Drive revenue with existing and net new clients via all Innovation offerings

Innovation Principal

QA Engineer

• Design, develop, enhance, and execute high-volume performance test scripts using LoadRunner Enterprise (VuGen) and Apache JMeter across multiple protocols (HTTP, SAP, SOAP, etc.).
• Plan and execute comprehensive performance testing efforts, including Load, Stress, Endurance, and Capacity testing.
• Collaborate with Application Architects, Product Owners, and technical teams to translate requirements into effective performance test scenarios and measurable outcomes.
• Troubleshoot complex scripting challenges including correlation, parameterization, and dynamic content handling.
• Analyze performance metrics and monitoring data to identify application and infrastructure bottlenecks.
• Integrate LoadRunner with Dynatrace and Splunk to support workload modeling, root cause analysis, and performance insights.
• Diagnose and resolve authentication-related issues (e.g., LDAP, SAML, SSO) within performance scripts.
• Support performance testing across COTS, SaaS, and custom-built applications deployed in on-prem, AWS, and Azure environments.
• Investigate and troubleshoot Performance Center infrastructure issues (e.g., memory constraints, controller/generator limitations).
• Document test strategies, execution results, and recommendations in Confluence and communicate findings clearly to stakeholders.
• Participate in Agile ceremonies, contribute to story refinement, and provide proactive status updates within a collaborative team environment.
• Recommend performance testing best practices and continuous improvements based on current LoadRunner capabilities and industry standards.

LoadRunner Performance Tester

Revenue Operations

• Own the end-to-end seller experience: identify friction points and bottlenecks across the GTM workflow, from lead to close to renewal, and drive systematic elimination of non-selling time
• Set the prioritization roadmap for architecture, tooling, and process improvements; decide what gets built, what gets bought, and what gets integrated
• Be accountable for whether changes actually stick: new tools, new motions, and new processes are only valuable if reps adopt them — you own adoption, not just delivery
• Partner with regional sales leaders and frontline reps to surface pain points and translate them into a backlog of improvements the team can execute
• Own the GTM system architecture: design the integration map across CRM (NetSuite), quoting (ConnectWise), pricing guidance, MoneyMap, and the broader RevTech stack
• Lead GTM Engineers who build and automate workflows across the sales motion — lead-to-close, renewal-to-expansion, deal registration, pipeline automation — and prototype new RevOps capabilities
• Oversee the GTM Tooling team: CRM administration and configuration, data engineer responsible for customer data quality and master data integrity, and day-to-day management of the RevOps tech stack
• Own build-vs.-buy decisions for every component of the GTM tech stack; document rationale and maintain the integration roadmap
• Sequence technology investments behind the data foundation: instrument against existing systems first, integrate second
• Design and deliver seller onboarding, training, and certification programs in partnership with HR; reduce new rep ramp time from 20+ months toward a 12 to 18 month target
• Develop and deploy sales play collateral in partnership with Marketing; ensure plays are not just published but adopted — embedded in rep workflows, tracked, and iterated based on performance data
• Drive partner and ecosystem enablement in coordination with Marketing and Partner Management; embed co-sell motions in seller workflows
• Own the enablement measurement framework: track play utilization, onboarding completion, certification rates, and rep confidence scores — and connect them to pipeline and win rate outcomes
• Lead Trace3's AI-enabled seller productivity roadmap: AI-generated account briefs, automated proposal drafting, next-best-action prompts, and propensity-driven territory planning
• Own the Win Room and deal monitoring capability: track live deal progress against playbook benchmarks, surface at-risk pipeline before deals slip, and create intervention mechanisms for sales leadership
• Partner with IT and the product/engineering function on foundational data and platform decisions that enable AI-powered commercial use cases
• Identify, prototype, and hand off new RevOps capabilities — moving from innovation to operational ownership at a cadence the business can absorb
• Own change management for every new tool, process, or GTM motion RevOps introduces; work in partnership with HR and the enterprise change management function where relevant
• Build the measurement infrastructure to track adoption — not deployment — of every significant initiative the RevOps function delivers
• Serve as the voice of the seller inside RevOps: ensure that the function builds for field reality, not internal convenience

VP, RevOps Technology – Enablement

Product Marketing

• Own territory design end-to-end: account segmentation logic, rep book composition, coverage ratios by segment and region, and rebalancing triggers
• Rationalize and standardize Trace3's go-to-market coverage model across all regions, reducing inconsistency and aligning rep books to highest-propensity accounts
• Define and maintain white-space account coverage targets; hold regional leaders accountable to coverage plans against priority account tiers
• Serve as the standing internal owner of Trace3's propensity-based territory design framework and refresh it on cadence
• Stand up pipeline governance as a function: define coverage ratios, stage definitions, and data hygiene standards; instrument against Trace3's CRM from day one
• Own forecast accuracy as a managed metric, moving from an unmeasured baseline toward a plus or minus 10 percent commit-vs.-actual target
• Run a weekly pipeline review that regional leaders treat as a source of truth, not a reporting obligation
• Track win rate by segment and coverage model; use conversion data to drive ongoing territory and formation adjustments
• Own comp and incentive strategy for the sales organization in partnership with Finance; design plans that reward the right behaviors — account penetration, deal quality, and formation compliance, not just bookings volume
• Run annual comp plan cycles and manage mid-cycle adjustments; ensure plans are modeled, tested, and communicated before the selling year begins
• Partner with Finance to drive comp efficiency over time through smarter plan design
• Stand up the GTM Strategy and Ops analytics capability from scratch: instrument unmeasured metrics, build the exec-level pipeline and coverage dashboard, and own the GTM domain of the RevOps scorecard
• Map and transition existing regional sales ops talent into the centralized RevOps structure; run the capability review that determines placements and identifies gaps for external hiring
• Hire and develop the GTM Strategy and Ops team: Strategy Analysts, Pipeline and Coverage Analysts, and Cost/Comp Analysts as the function scales

VP, GTM Strategy – Operations

Pricing Analyst

• Set and own company-wide pricing strategy for products and services: margin targets, price positioning, discount governance, and the deal review framework that enforces them
• Own deal-level margin improvement as a managed, measurable target: track bookings margin versus guidance floor by product family, identify where margin is leaking and why, and drive systematic improvement quarter over quarter
• Define pricing guardrails and exception thresholds; establish clear decision rights for rep-level approvals, deal desk reviews, and escalations to sales leadership or Finance
• Partner with Finance on margin target setting and profitability review cadences; ensure pricing strategy reflects the economics of the business, not just competitive positioning
• Work directly with the SVP of Revenue Operations and regional sales VPs to drive pricing attainment as a managed behavior across the selling organization
• Own the pricing guidance algorithm: understand the clustering methodology, product family taxonomy, and deal categorization logic well enough to govern updates, explain the output to sales leadership, and defend recommendations under scrutiny
• Approve updates to the guidance algorithm based on Technical Pricing Analyst recommendations; partner with the GTM Tooling team on execution of approved changes in the tool
• Drive deal-guidance adherence from a low baseline toward an 80 percent-plus target; treat exception rates as diagnostic data, not acceptable noise
• Own the Pricing Guidance tool pilot: define success criteria, coordinate the seller pilot group, review exception reports from day one, and lead the post-pilot retrospective that shapes the scale rollout
• Oversee deal intelligence operations: the team of Deal Intelligence Analysts who provide pricing consultative support to the frontline, assist GMs with deal review decisions, and provide guidance based on prior approval cycles
• Set deal review thresholds and response times; define what requires review, who owns it, and what the SLA is — with a target deal-desk cycle time of less than 24 hours
• Build the deal review as a learning system: every exception, every approval, and every loss contains signal about where the pricing framework needs adjustment
• Lead the Technical Pricing Analyst who processes and synthesizes margin improvement, win/loss, and deal velocity analytics and recommends adjustments to the guidance algorithm
• Own the analytical foundation the pricing function runs on: product family tagging accuracy, deal categorization completeness, and the data quality standards that make the guidance output trustworthy
• Translate analytics outputs into pricing strategy recommendations the selling organization can act on; the output of this function is a decision, not a report
• Build and lead the Pricing and Deal Intelligence team: Technical Pricing Analyst (1) and Deal Intelligence Analysts (3); hire the team, set performance standards, and develop their capabilities over time
• Establish the operating standard for the pricing function: what a deal review looks like, how exception rates are tracked and reported, how algorithm updates are proposed and approved, and what the weekly cadence with sales leadership looks like
• Build a pricing function that sellers experience as a deal partner that makes them more competitive, not a compliance function that slows them down.

Director, Pricing Strategy – Deal Intelligence

Risk

• Manage the enterprise data governance operating model, including governance councils, domain working sessions, decision logs, and follow-through actions.
• Define and maintain enterprise governance standards, policies, and procedures that support scalable and trusted analytics delivery.
• Establish governance operating cadences and cross-functional collaboration processes across business and technical teams.
• Provide leadership, coordination, and operational direction for Reporting & Analytics Business Systems Analysts (BSAs), QA resources, and other data-focused analysts supporting enterprise reporting and governance initiatives.
• Establish standardized intake, requirement, testing, documentation, and governance processes across analytics delivery teams.
• Improve cross-functional collaboration and delivery quality by aligning governance requirements with business analysis, QA validation, and reporting development practices.
• Support resource prioritization, workload management, and continuous improvement across the Reporting & Analytics support functions.
• Define and manage enterprise data ownership and stewardship structures, including clear roles, responsibilities, and decision rights across key business domains.
• Partner with business leaders and technical teams to ensure accountability for enterprise data quality, consistency, and lifecycle management.
• Facilitate governance discussions, issue resolution, prioritization, and policy adoption across stakeholders.
• Own and maintain the enterprise business glossary and measure governance process, including:
• Standard business definitions
• Approval workflows
• Change management and version control
• Documentation standards
• Improve consistency of enterprise reporting by reducing duplicate metrics and conflicting KPI definitions.
• Define governance standards for metadata management, lineage visibility, access conventions, retention policies, and certification of trusted datasets.
• Partner with analytics and engineering teams to improve transparency and traceability of enterprise data assets.
• Support scalable governance practices within cloud-based analytics and lakehouse environments.
• Embed governance requirements into delivery and agile processes so governance becomes part of standard execution rather than an after-the-fact activity.
• Coordinate with data quality and business stakeholders to align governance standards with monitoring, issue management, and remediation ownership.
• Support consistent and governed reporting practices across Power BI, Excel, and enterprise analytics platforms.

Manager, Data Governance

Director

• Own and evolve the enterprise data and analytics strategy, priorities, and multi-quarter roadmap aligned to business outcomes and measurable value realization.
• Establish and lead the centralized data and analytics operating model, including intake, prioritization, delivery planning, funding coordination, and executive governance routines.
• Define organizational standards, operating cadences, and success metrics for enterprise analytics delivery.
• Serve as a trusted advisor to executive leadership on data, analytics, reporting modernization, and AI-enabled business capabilities.
• Lead cross-functional execution across data engineering, data platform, analytics, and reporting teams to ensure scalable and reliable delivery.
• Drive enterprise adoption of a cloud lakehouse architecture leveraging Microsoft Azure technologies, including Azure Fabric and modern analytics platforms.
• Define and enforce reusable data patterns, semantic models, metadata standards, scalable data products, and documentation practices.
• Partner with infrastructure and security teams to ensure governance, scalability, resiliency, and compliance across enterprise data services.
• Stabilize and modernize enterprise reporting by driving consistent metrics, trusted semantic definitions, and standardized reporting practices across Power BI, Excel, and other enterprise reporting tools.
• Reduce duplicate reporting, inconsistent KPIs, and manual reporting processes by establishing centralized governance and delivery standards.
• Define and track analytics performance metrics including:
• Adoption and utilization
• Delivery cycle time
• Data quality and reliability
• Self-service enablement
• Business value realization
• Establish and manage enterprise delivery governance, steering committees, prioritization frameworks, and escalation paths.
• Build team capacity and capability through coaching, role clarity, partner/vendor management, and operational maturity improvements.
• Develop scalable intake and prioritization models balancing strategic initiatives, operational support, and business demand.
• Collaborate closely with business stakeholders to align technical execution with enterprise priorities and measurable outcomes.
• Partner with security, architecture, and business teams to define the enterprise roadmap for AI-enabled productivity tools and workflow-integrated copilots.
• Support governed and practical adoption of AI capabilities focused on operational efficiency and business enablement.
• Evaluate emerging technologies and analytics capabilities that improve enterprise reporting, automation, and decision support.

Director, Data & Analytics Enablement

Sales Engineer

• A SE III will be working in concert with our Federal Account Executives ensuring customer needs, solutions and deadlines are met.
• The SE III will strive to build, enhance, and maintain relationships with our current and future customers as the technical lead for products and services.
• This role will be responsible for increasing the functional output of the sales team through consistent and effective communication internally and externally to our customers.
• An SE III is customer facing and is constantly focused on identifying new opportunities for growth and scoping solutions for both products (Bill of Materials (BOMs)) and services (Statement of Work (SOWs)).
• The SE III will evaluate and develop Data Center reference architecture solutions, establish and train common tools, create technical policies, plans, and playbooks to enable a cohesive repeatable set of core go to market products and solutions for highly regulated market customers and current account needs.
• The position will help develop executive-level relationships within new strategic markets and existing technically complex accounts to improve mission and system performance.
• The ideal candidate will have experience in the formulation and representation of complex system integration activities and solution development to meet or exceed client requirements.
• The ability to develop strategic and technical roadmaps that support revenue and profit margin growth is a key skill.
• Most importantly, we are looking for an individual who can effectively communicate enterprise best practices and technologies with engineering and sales stakeholders equally.

Sales Engineer III – Federal

Cloud Engineer

• Design, provision and deploy AWS infrastructure (EC2, VPC, IAM, S3, RDS, Lambda, CloudWatch and related services) following industry best practices and organization standards.
• Execute cloud migrations with minimal downtime, ensuring data integrity and application continuity across environments.
• Implement Zero Trust architecture principles throughout infrastructure and systems to ensure security posture.
• Configure and manage identity and access management (IAM) policies, active directory integration for role-based access controls.
• Produce internal and customer facing documentation for the configuration and use of deployed systems.
• Configure and manage active directory services for system, application and environment access including security and group policies within active directory.
• Implement security controls and hardening measures to meet compliance requirements and organizational security standards as implemented.
• Conduct security assessments of cloud resources and remediate identified vulnerabilities
• Monitor system and application performance metrics using CloudWatch and other observability tools to assess, provide recommendations on and take action in order to resolve performance issues.
• Perform root cause analysis on incidents and recommend corrective actions to prevent recurrence
• Maintain and enhance documentation of infrastructure configurations for all environments.
• Provide reports and actions taken necessary to work as a team and enable handoff of issues within and between teams.
• Evaluate and make recommendations on cloud and system technologies including executing proof-of-concept and minimum viable product testing as part of program engineering efforts.
• Support application migrations into infrastructure as code and cloud native approach.
• Provide feedback and revision to customer-based requirements when core program direction and requirements do not align
• Ability to build strong and friendly relationships with partners, stakeholders and customers to limit escalated issues.
• Experience in troubleshooting, developing and deploying containerized applications and system workloads using Docker, including building optimized Docker images, managing container lifecycles and debugging container runtime issues across environments.

Cloud Engineer III

DevOps Engineer

• Support day-to-day operations of the CU Boulder following systems:
• Maintain, monitor, patch, and upgrade application and middleware environments
• Manage and support logging, monitoring, and reporting platforms
• Troubleshoot and resolve complex issues; perform root cause analysis
• Support system implementations, upgrades, and production rollouts
• Collaborate with cross-functional teams and stakeholders
• Document system configurations, processes, and operational procedures
• Evaluate and recommend tools to improve performance, reliability, and cost efficiency
• Coordinate and participate in maintenance windows, including after-hours activities