Overview
Inbound/outbound tele-prospecting role. Works in a geographic territory and carries an individual quota responsibility to generate qualified sales ready leads. Maintains a minimum average of 40 outbound calls per day; covers 800 inbound calls, live chats, and client emails from company web site/marketing campaigns. Requires a thorough understanding of the company's large format product line; as well as customers' applications and workflows. Maintains a cursory understanding of competitors' products which will enable high level conversations necessary to properly evaluate a client's potential. Forwards qualified leads to sales team, non-qualified leads continue in Marketing nurture programs and call cycles.
Responsibilities
Ensures complete and timely coverage of all marketing leads generated from company web site, email campaigns, trade shows, live chat, and inbound calls.
Implements outbound prospecting to vertical market lists and open house events.
Collaborates with...
Feb 24, 2021
Overview
Inbound/outbound tele-prospecting role. Works in a geographic territory and carries an individual quota responsibility to generate qualified sales ready leads. Maintains a minimum average of 40 outbound calls per day; covers 800 inbound calls, live chats, and client emails from company web site/marketing campaigns. Requires a thorough understanding of the company's large format product line; as well as customers' applications and workflows. Maintains a cursory understanding of competitors' products which will enable high level conversations necessary to properly evaluate a client's potential. Forwards qualified leads to sales team, non-qualified leads continue in Marketing nurture programs and call cycles.
Responsibilities
Ensures complete and timely coverage of all marketing leads generated from company web site, email campaigns, trade shows, live chat, and inbound calls.
Implements outbound prospecting to vertical market lists and open house events.
Collaborates with...
Flexera Software is seeking a customer service professional with a love of problem-solving to join their Technical Support department.
Flexera Technical Support is the point of contact for all customers requiring technical support while using Flexera SVM commercial products. Support also works closely with and collaborates with our Sales, Development, and Research departments in order to provide continuous feedback towards product improvement. Training provided. Must enjoy working with customers to solve various technical scenarios.
Responsibilities:
Providing support to all customers needing technical support while using Flexera SVM enterprise products
Assisting customers on their initial setup and training them on their implementation
Documenting all Support Cases and Setups according the documentation process
Working with the team manager to ensure that service levels are met
Providing mentorship and training for Technical Support Engineers as needed
Handling major or...
Feb 24, 2021
Flexera Software is seeking a customer service professional with a love of problem-solving to join their Technical Support department.
Flexera Technical Support is the point of contact for all customers requiring technical support while using Flexera SVM commercial products. Support also works closely with and collaborates with our Sales, Development, and Research departments in order to provide continuous feedback towards product improvement. Training provided. Must enjoy working with customers to solve various technical scenarios.
Responsibilities:
Providing support to all customers needing technical support while using Flexera SVM enterprise products
Assisting customers on their initial setup and training them on their implementation
Documenting all Support Cases and Setups according the documentation process
Working with the team manager to ensure that service levels are met
Providing mentorship and training for Technical Support Engineers as needed
Handling major or...
Are you an Energetic Self Starter that Enjoys Driving Sales through Partners?
Do you have experience working with a Partner ecosystem to drive software sales? If so, IFS has a high growth opportunity for you to become our Channel Account Director who’ll be responsible for selling IFS through our rapidly growing Partner ecosystem.
The right person for this position will be someone who enjoys working with Partners as a force multiplier in the enterprise software space. This position will have a direct impact on helping our business execute our Partner strategy for growth.
If you:
Are a sales driven individual with a history of out-performing.
Are a person that couples your ability to sell with being able to motivate Partners to help achieve common goals
Thrive in situations where you like to manage multiple activities and feel tremendous satisfaction with a job well done.
Thrive in situations where you like to manage multiple activities and feel tremendous satisfaction with...
Feb 24, 2021
Are you an Energetic Self Starter that Enjoys Driving Sales through Partners?
Do you have experience working with a Partner ecosystem to drive software sales? If so, IFS has a high growth opportunity for you to become our Channel Account Director who’ll be responsible for selling IFS through our rapidly growing Partner ecosystem.
The right person for this position will be someone who enjoys working with Partners as a force multiplier in the enterprise software space. This position will have a direct impact on helping our business execute our Partner strategy for growth.
If you:
Are a sales driven individual with a history of out-performing.
Are a person that couples your ability to sell with being able to motivate Partners to help achieve common goals
Thrive in situations where you like to manage multiple activities and feel tremendous satisfaction with a job well done.
Thrive in situations where you like to manage multiple activities and feel tremendous satisfaction with...
Company Overview
ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.8 billion in 2018. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW has approximately 48,000 dedicated colleagues in operations around the world who thrive in the company’s unique, decentralized and entrepreneurial culture.
Hi-Cone, a division of ITW, is a leading supplier of plastic-based multi-packaging systems for global beer, non-alcoholic ready-to-drink (NA RTD) and general products industries. We are advocates of packaging alternatives that generate sustained margin contributions for our customers and major retailers. Our customers demand maximum quality, exceptional value, market performances and innovation. We meet those demands by offering cost-effective minimal packaging...
Feb 24, 2021
Company Overview
ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.8 billion in 2018. The company’s seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW has approximately 48,000 dedicated colleagues in operations around the world who thrive in the company’s unique, decentralized and entrepreneurial culture.
Hi-Cone, a division of ITW, is a leading supplier of plastic-based multi-packaging systems for global beer, non-alcoholic ready-to-drink (NA RTD) and general products industries. We are advocates of packaging alternatives that generate sustained margin contributions for our customers and major retailers. Our customers demand maximum quality, exceptional value, market performances and innovation. We meet those demands by offering cost-effective minimal packaging...
Flexera is the IT management solution that delivers from on-prem to the cloud. With exciting tailwinds across the globe, Flexera is looking to hire talented a Enterprise Regional Account Manager , who will drive net new business, while cross-selling into a current account base, and following up on leads generated by our marketing team. You’ll learn new things, get recognized for your efforts and develop skills that last a lifetime. The Enterprise Regional Account Manager directly generates revenue by selling solutions to new and current users within an assigned territory over the phone. Assists management in devising sales plans and strategies. The next generation of leaders needs to understand the ins-and-outs of the challenges facing customers who struggle to manage software and technology. We’re tackling these problems head on, through greater transparency, access to insight/data, increased governance and maximizing their return on investment. Care to join us?...
Feb 24, 2021
Flexera is the IT management solution that delivers from on-prem to the cloud. With exciting tailwinds across the globe, Flexera is looking to hire talented a Enterprise Regional Account Manager , who will drive net new business, while cross-selling into a current account base, and following up on leads generated by our marketing team. You’ll learn new things, get recognized for your efforts and develop skills that last a lifetime. The Enterprise Regional Account Manager directly generates revenue by selling solutions to new and current users within an assigned territory over the phone. Assists management in devising sales plans and strategies. The next generation of leaders needs to understand the ins-and-outs of the challenges facing customers who struggle to manage software and technology. We’re tackling these problems head on, through greater transparency, access to insight/data, increased governance and maximizing their return on investment. Care to join us?...
Account Management- Inside Sales Sales, sales, sales. Do you desire a career path? Do you have experience with inside sales/account management? Are you solution-orientated and have a proactive approach with your customers? Do you take responsibility from start to finish with your customers? We are looking for Account Management professionals who have the desire, passion and history of outstanding Account Management to join our team in our Hampstead, NH office. What you will do: You will provide proactive passionate account management Be a customer centric sales account manager The central point of contact with your customers, outside sales and technical sales team members Develop strong relationships with your customers Work in a value-based collaborative teams with short decision-making channels and excellent networking You will be a solutions provider not an order taker Requirements: You have a history of working with customers from start to finish in a long order management cycle...
Feb 24, 2021
Account Management- Inside Sales Sales, sales, sales. Do you desire a career path? Do you have experience with inside sales/account management? Are you solution-orientated and have a proactive approach with your customers? Do you take responsibility from start to finish with your customers? We are looking for Account Management professionals who have the desire, passion and history of outstanding Account Management to join our team in our Hampstead, NH office. What you will do: You will provide proactive passionate account management Be a customer centric sales account manager The central point of contact with your customers, outside sales and technical sales team members Develop strong relationships with your customers Work in a value-based collaborative teams with short decision-making channels and excellent networking You will be a solutions provider not an order taker Requirements: You have a history of working with customers from start to finish in a long order management cycle...
Our Solution Engineering team is responsible for providing the technical leadership throughout the sales process. This is a highly dynamic, customer-facing, and hands-on role within the Solution Engineering team where you will partner with the account management team on revenue generating opportunities.
Responsibilities:
Partner with sales representatives, solution engineering and services to drive revenue for Flexera’s software across the Corporate NAM territories
Provide pre-sales technical support for the sales team and sales process via telephone, email, webinars, and face-to-face communication
Produce and deliver customer demonstrations, technical presentations and proof of concept activities
Collaborate with the sales teams to determine the best solutions and present the capabilities of Flexera’s technology, support, and value
Understand and communicate the value proposition and competitive advantages of Flexera solutions
Demonstrate excellent customer service...
Feb 24, 2021
Our Solution Engineering team is responsible for providing the technical leadership throughout the sales process. This is a highly dynamic, customer-facing, and hands-on role within the Solution Engineering team where you will partner with the account management team on revenue generating opportunities.
Responsibilities:
Partner with sales representatives, solution engineering and services to drive revenue for Flexera’s software across the Corporate NAM territories
Provide pre-sales technical support for the sales team and sales process via telephone, email, webinars, and face-to-face communication
Produce and deliver customer demonstrations, technical presentations and proof of concept activities
Collaborate with the sales teams to determine the best solutions and present the capabilities of Flexera’s technology, support, and value
Understand and communicate the value proposition and competitive advantages of Flexera solutions
Demonstrate excellent customer service...
Overview
Product Engineer 1 – Robertshaw®
Robertshaw is a global design, engineering and manufacturing company that sells product solutions to the white goods industry. We leverage our product portfolio into adjacent markets and after sales channels. Primary applications include controls for clothes washers and dryers, dishwashers, refrigerators, electric and gas cooking. Robertshaw global headquarters is located near Chicago in Itasca, Illinois, USA. The company employs over 6,500 employees in 14 countries, has three engineering centers, 13 manufacturing locations, and five distribution centers.
Role Purpose
Developing product solutions to the white goods, commercial and industrial industries utilizing clean burning and energy efficient gas components. The primary responsibility of development engineer is to create a product design that fulfills a company or client's strategic goals while integrating the needs of marketing, sales, quality, and manufacturing departments....
Feb 24, 2021
Overview
Product Engineer 1 – Robertshaw®
Robertshaw is a global design, engineering and manufacturing company that sells product solutions to the white goods industry. We leverage our product portfolio into adjacent markets and after sales channels. Primary applications include controls for clothes washers and dryers, dishwashers, refrigerators, electric and gas cooking. Robertshaw global headquarters is located near Chicago in Itasca, Illinois, USA. The company employs over 6,500 employees in 14 countries, has three engineering centers, 13 manufacturing locations, and five distribution centers.
Role Purpose
Developing product solutions to the white goods, commercial and industrial industries utilizing clean burning and energy efficient gas components. The primary responsibility of development engineer is to create a product design that fulfills a company or client's strategic goals while integrating the needs of marketing, sales, quality, and manufacturing departments....
Our team is looking for a talented, motivated, and high-performing Major Account Executive to join our team in the Chicago area. Major Account executives are responsible for prospecting new business, upselling, and cross-selling within our extensive install base, as well as delivering results against a quota.
The Major Account Executive is a solutions/ consultative sales role where you will be solving your client's business challenges by offering relevant and compelling software, hardware, software as a service (SAAS) subscription services and professional services.
As a Major Account Executive, you will enjoy a highly competitive salary, commission and bonus plan. As well, Neopost provides many fun and engaging incentives thru out the year culminating with an annual all expenses paid, annual sales performance trip to extraordinary locations. Neopost also provides matching 401k program, benefits plan, travel reimbursement and sales education and professional development programs....
Feb 24, 2021
Our team is looking for a talented, motivated, and high-performing Major Account Executive to join our team in the Chicago area. Major Account executives are responsible for prospecting new business, upselling, and cross-selling within our extensive install base, as well as delivering results against a quota.
The Major Account Executive is a solutions/ consultative sales role where you will be solving your client's business challenges by offering relevant and compelling software, hardware, software as a service (SAAS) subscription services and professional services.
As a Major Account Executive, you will enjoy a highly competitive salary, commission and bonus plan. As well, Neopost provides many fun and engaging incentives thru out the year culminating with an annual all expenses paid, annual sales performance trip to extraordinary locations. Neopost also provides matching 401k program, benefits plan, travel reimbursement and sales education and professional development programs....
Overview
Product Engineer 1 – Robertshaw®
Robertshaw is a global design, engineering and manufacturing company that sells product solutions to the white goods industry. We leverage our product portfolio into adjacent markets and after sales channels. Primary applications include controls for clothes washers and dryers, dishwashers, refrigerators, electric and gas cooking. Robertshaw global headquarters is located near Chicago in Itasca, Illinois, USA. The company employs over 6,500 employees in 14 countries, has three engineering centers, 13 manufacturing locations, and five distribution centers.
Role Purpose
Developing product solutions to the white goods, commercial and industrial industries utilizing clean burning and energy efficient gas components. The primary responsibility of development engineer is to create a product design that fulfills a company or client's strategic goals while integrating the needs of marketing, sales, quality, and manufacturing departments....
Feb 24, 2021
Overview
Product Engineer 1 – Robertshaw®
Robertshaw is a global design, engineering and manufacturing company that sells product solutions to the white goods industry. We leverage our product portfolio into adjacent markets and after sales channels. Primary applications include controls for clothes washers and dryers, dishwashers, refrigerators, electric and gas cooking. Robertshaw global headquarters is located near Chicago in Itasca, Illinois, USA. The company employs over 6,500 employees in 14 countries, has three engineering centers, 13 manufacturing locations, and five distribution centers.
Role Purpose
Developing product solutions to the white goods, commercial and industrial industries utilizing clean burning and energy efficient gas components. The primary responsibility of development engineer is to create a product design that fulfills a company or client's strategic goals while integrating the needs of marketing, sales, quality, and manufacturing departments....
Our team is looking for a talented, motivated, and high-performing Major Account Executive to join our team in the Chicago area. Major Account executives are responsible for prospecting new business, upselling, and cross-selling within our extensive install base, as well as delivering results against a quota.
The Major Account Executive is a solutions/ consultative sales role where you will be solving your client's business challenges by offering relevant and compelling software, hardware, software as a service (SAAS) subscription services and professional services.
As a Major Account Executive, you will enjoy a highly competitive salary, commission and bonus plan. As well, Neopost provides many fun and engaging incentives thru out the year culminating with an annual all expenses paid, annual sales performance trip to extraordinary locations. Neopost also provides matching 401k program, benefits plan, travel reimbursement and sales education and professional development programs....
Feb 24, 2021
Our team is looking for a talented, motivated, and high-performing Major Account Executive to join our team in the Chicago area. Major Account executives are responsible for prospecting new business, upselling, and cross-selling within our extensive install base, as well as delivering results against a quota.
The Major Account Executive is a solutions/ consultative sales role where you will be solving your client's business challenges by offering relevant and compelling software, hardware, software as a service (SAAS) subscription services and professional services.
As a Major Account Executive, you will enjoy a highly competitive salary, commission and bonus plan. As well, Neopost provides many fun and engaging incentives thru out the year culminating with an annual all expenses paid, annual sales performance trip to extraordinary locations. Neopost also provides matching 401k program, benefits plan, travel reimbursement and sales education and professional development programs....
Konica Minolta Business Solutions U.S.A., Inc., a global Fortune 1000 company and one of Forbes 2017 America’s Best Large Employers, is transforming the way we all do business.
From smart office technology and information management to cloud, mobility and IT services, we have a rich history of creating the products and services necessary to drive innovation and make work possible from anywhere at any time. Our award-winning products and solutions help companies around the world move information faster, improve quality and productivity, enhance security and facilitate the sharing of information. We are proud that our portfolio leads the industry while exceeding environmental standards.
At Konica Minolta, you'll work for an amazing technology company with growth opportunities, great benefits and talented, passionate co-workers.
Position Objective
Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Digital Workplace™ with an expansive smart office...
Feb 24, 2021
Konica Minolta Business Solutions U.S.A., Inc., a global Fortune 1000 company and one of Forbes 2017 America’s Best Large Employers, is transforming the way we all do business.
From smart office technology and information management to cloud, mobility and IT services, we have a rich history of creating the products and services necessary to drive innovation and make work possible from anywhere at any time. Our award-winning products and solutions help companies around the world move information faster, improve quality and productivity, enhance security and facilitate the sharing of information. We are proud that our portfolio leads the industry while exceeding environmental standards.
At Konica Minolta, you'll work for an amazing technology company with growth opportunities, great benefits and talented, passionate co-workers.
Position Objective
Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Digital Workplace™ with an expansive smart office...
Job Function
The In-Charge Senior Accountant is responsible for preparing and reviewing financial statements, tax returns and special consulting services, along with sales and payroll tax reporting.
Professional Responsibilities
Analyzes, prepares, summarizes and reviews financial statement reports
Reviews general ledger maintenance and bank reconciliations
Reviews the compilation of balance sheets and income statements
Assists and reviews client financial transactions records
Compiles and reviews financial reports for client management, such as cash revenue and expenditure analysis, accounts payable and receivable
Assists clients with month-end closings
Maintains and reviews maintenance of cash, accounts receivable and accounts payable, inventory ledgers and other full-scare bookkeeping responsibilities
Complies with federal, state, and company policies, procedures, and regulations
Performs and reviews financial calculations, such as amounts due, interest charges, balances,...
Feb 24, 2021
Job Function
The In-Charge Senior Accountant is responsible for preparing and reviewing financial statements, tax returns and special consulting services, along with sales and payroll tax reporting.
Professional Responsibilities
Analyzes, prepares, summarizes and reviews financial statement reports
Reviews general ledger maintenance and bank reconciliations
Reviews the compilation of balance sheets and income statements
Assists and reviews client financial transactions records
Compiles and reviews financial reports for client management, such as cash revenue and expenditure analysis, accounts payable and receivable
Assists clients with month-end closings
Maintains and reviews maintenance of cash, accounts receivable and accounts payable, inventory ledgers and other full-scare bookkeeping responsibilities
Complies with federal, state, and company policies, procedures, and regulations
Performs and reviews financial calculations, such as amounts due, interest charges, balances,...
Brown & Joseph, Ltd is a nationally licensed Collection and Insurance Premium Audit Agency located in the Chicagoland suburbs. We are rapidly growing and need additional help with sales and business development to support our leading edge technology and innovative solutions. Our expansion is a result of our superior results and world class service for our existing clients. We are a well-established firm providing credit and collection consultation to the Property Casualty, Life and Health Insurance market for more than 20 years. We represent 8 of the top 20 Insurance Carriers and over 100 Carriers nationally. We are looking for a results driven Sales Associate to be responsible for all sales activities and sales associate job duties, from lead generation through to close. The successful candidate will be able to elevate company standards, achieve sales goals and meet client’s expectations. Work experience within the insurance industry is preferred. Experience: Prospecting. Cold...
Jan 24, 2021
Brown & Joseph, Ltd is a nationally licensed Collection and Insurance Premium Audit Agency located in the Chicagoland suburbs. We are rapidly growing and need additional help with sales and business development to support our leading edge technology and innovative solutions. Our expansion is a result of our superior results and world class service for our existing clients. We are a well-established firm providing credit and collection consultation to the Property Casualty, Life and Health Insurance market for more than 20 years. We represent 8 of the top 20 Insurance Carriers and over 100 Carriers nationally. We are looking for a results driven Sales Associate to be responsible for all sales activities and sales associate job duties, from lead generation through to close. The successful candidate will be able to elevate company standards, achieve sales goals and meet client’s expectations. Work experience within the insurance industry is preferred. Experience: Prospecting. Cold...
Companies spend millions on IT, year after year, without a clear picture of where it goes or how effectively it’s spent. Flexera shines a light into this technology black hole so executives can understand exactly what’s in their IT ecosystem and manage it more effectively. Flexera thrives on building a diverse workforce because it enables us to build our products with a wider appeal and serve our customers on a global scale. Companies invest in their IT architecture and applications with the best intentions, but decentralized models result in inefficiency and overspend often in the millions. Reporting directly to the Head of Global Product Management, the visibility is off the charts for this role as the leader for our Data Products portfolio. The Role Data-obsessed product management leaders need apply, please. This individual will head up our Data products portfolio team including hiring, mentoring and coordinating the work of the team members. You will also be responsible for...
Jan 24, 2021
Companies spend millions on IT, year after year, without a clear picture of where it goes or how effectively it’s spent. Flexera shines a light into this technology black hole so executives can understand exactly what’s in their IT ecosystem and manage it more effectively. Flexera thrives on building a diverse workforce because it enables us to build our products with a wider appeal and serve our customers on a global scale. Companies invest in their IT architecture and applications with the best intentions, but decentralized models result in inefficiency and overspend often in the millions. Reporting directly to the Head of Global Product Management, the visibility is off the charts for this role as the leader for our Data Products portfolio. The Role Data-obsessed product management leaders need apply, please. This individual will head up our Data products portfolio team including hiring, mentoring and coordinating the work of the team members. You will also be responsible for...
Responsibilities: Clearly and effectively communicating project needs to all internal departments. Effectively communicate with customer's project managers, superintendents, installation teams. Ability to read and understand a set architectural and construction plans. Has a vast knowledge of product and installation terminology allowing them to effectively manage projects. Able to accurately define scope of work, production rates, and allowances that could affect the job profitability from contract documents. Interpret cost estimate sheets to determine material and manpower requirements. Create, place and track vendor purchase orders Target purchasing and delivery strategies to achieve increased profitability on jobs Actively track and manage project specific materials both on-site and in warehouse. Create delivery work orders for both tooling and materials, and assemble installer packets. Proactive in scheduling both material deliveries and on-site resources. About Aerotek: We know...
Jan 24, 2021
Responsibilities: Clearly and effectively communicating project needs to all internal departments. Effectively communicate with customer's project managers, superintendents, installation teams. Ability to read and understand a set architectural and construction plans. Has a vast knowledge of product and installation terminology allowing them to effectively manage projects. Able to accurately define scope of work, production rates, and allowances that could affect the job profitability from contract documents. Interpret cost estimate sheets to determine material and manpower requirements. Create, place and track vendor purchase orders Target purchasing and delivery strategies to achieve increased profitability on jobs Actively track and manage project specific materials both on-site and in warehouse. Create delivery work orders for both tooling and materials, and assemble installer packets. Proactive in scheduling both material deliveries and on-site resources. About Aerotek: We know...
Itasca, IL | Chicago Office Back to Job Search page APPLY NOW Overview Company Overview: Mortenson’s success is not a matter of luck; it’s a result of our ingenuity, expertise, and exceptional people coupled with our unparalleled focus on customer service. Our foundation and culture are based upon our values of trust, safety, teamwork, responsibility, service and stewardship. We are inspired by a compelling purpose to build structures and facilities for the advancement of modern society and a mission to create an extraordinary customer experience. Mortenson has built a reputation for being a leader in our industry and in the communities in which we live and work. It all starts with our extraordinary people and collaborative teams. Mortenson has been voted a "best place to work" over 40 times since 2002… …What are you waiting for? The Big Picture: Do you have the aptitude to anticipate problems, critical issues, and opportunities as they arise? Do you possess the capability...
Jan 24, 2021
Itasca, IL | Chicago Office Back to Job Search page APPLY NOW Overview Company Overview: Mortenson’s success is not a matter of luck; it’s a result of our ingenuity, expertise, and exceptional people coupled with our unparalleled focus on customer service. Our foundation and culture are based upon our values of trust, safety, teamwork, responsibility, service and stewardship. We are inspired by a compelling purpose to build structures and facilities for the advancement of modern society and a mission to create an extraordinary customer experience. Mortenson has built a reputation for being a leader in our industry and in the communities in which we live and work. It all starts with our extraordinary people and collaborative teams. Mortenson has been voted a "best place to work" over 40 times since 2002… …What are you waiting for? The Big Picture: Do you have the aptitude to anticipate problems, critical issues, and opportunities as they arise? Do you possess the capability...
