The driving force behind our success has always been the people of AspenTech. What drives us, is our aspiration, our desire and ambition to keep pushing the envelope, overcoming any hurdle, challenging the status quo to continually find a better way. You will experience these qualities of passion, pride and aspiration in many ways — from a rich set of career development programs to support of community service projects to social events that foster fun and relationship building across our global community. The Role We are seeking a Director, Sales (North America New Business) to report to the VP, Sales. In this position, you will be responsible for new business sales of Digital Grid Management’s (DGM) automation solutions including SCADA, GMS, EMS, ADMS, OMS, DERMS to electric utilities or large industrials throughout North America. As a Director, you will lead and manage a team of sales Account Managers who are responsible for the sales and customer satisfaction of DGM’s new accounts. Your Impact - Provide leadership in the areas of strategic growth and market penetration in the assigned territory. - Build and execute account plans and strategies to achieve sales goals and business unit growth. - Manage portfolio of accounts, identify & propose qualified accounts, and establish list of target and strategic utility accounts. - Manage sales efforts and pursue sales leads. - Work with proposal and project delivery teams to ensure best in class technical and commercial offers to customers. - Manage customer relationships. - Conduct effective sales presentations addressing the business needs of the customer and propose value-added solutions. - Negotiate and close sales contracts. - Develop and maintain knowledge of the market, trends and issues to effectively apply DGM’s products and services to meet customer’s unique business goals. - Contribute market requirements to the product development team. - Identify growth opportunities with each account to expand the business. What You'll Need - Bachelor's degree in business, engineering, or related technical field. - 10+ years of proven success in SCADA and automation marketing and/or sales. - Established connections within the utilities market. - Strong interpersonal, presentation and communication skills. - Goal-orientated with a drive to win and achieve meaningful and tangible results. - Able to plan and execute responsibilities with minimal direction. - Knowledge of industry standard SCADA software platforms. - Ability to travel up to 40%. #LI-BC1

US Salary Range: $143,000 - $175,000 w/15% annual bonus About Us Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com. About the Role We’re hiring a Director of Customer Success who will lead a Customer Success team that works directly with our Case Management customers across the full customer lifecycle. This role will report to the SVP of Customer Success and be their trusted lieutenant for proactively orchestrating customers’ activation, onboarding, adoption, engagement, value achievement, retention, and expansion. This is an important and exciting role that offers the opportunity to make a significant impact to the thousands of Mission-driven organizations delivering direct services to vulnerable populations. Case Management’s Customer Success department owns the long-term relationship with our customers, and this role directly influences their experience and value realization. The successful candidate will be required to contribute to and deliver on departmental strategies to achieve company objectives and metrics, all while working closely cross-functionally to ensure a positive overall customer experience. The ideal candidate brings strong people management, a data-driven operating mindset, deep familiarity with the full Customer Success lever set, and the ability to build programs that scale without sacrificing customer outcomes. Responsibilities: Improve Your Teams’ Delivery of the Customer Journey - Deeply understand Case Management products and how our products and services can be used by customers to achieve their goals / desired outcomes and realize value - Define, implement, and maintain customer journey playbooks for your teams to consistently and proactively orchestrate our customers’ journey toward achieving their desired outcomes with our products and services - Incorporate self-service and technology-assisted touchpoints that keep customers engaged and progressing toward value at every stage - Demonstrate fluency across the full Customer Success lever set - high-touch, pooled, low-touch, and tech-assisted - and know how to sequence and combine them effectively for a mid-market customer base - Leverage AI-assisted tools and workflows to improve CS operations - including predictive risk scoring, automated escalation triggers, and intelligent segmentation - and champion practical AI adoption within your team - Build a culture of data-driven decision-making, using health scores, product usage signals, and engagement data to forecast risk, identify expansion opportunities, and measure program effectiveness Focus on Customer Value - Develop your team's organizational change management expertise so they can guide customers through adopting Case Management products and help those customers manage change within their own organizations - Implement and promote the Challenger approach among your team members - Define, drive, and demonstrate the customer value (ROI) delivered by Case Management's products and services - Hold your team members accountable to deeply understand our customers’ goals / desired outcomes and guide those customers toward achieving those outcomes - Manage escalations from your direct reports and follow a methodical escalation process to executives when necessary Drive Customer Revenue Expansion - Help define CSM involvement during the initial sale, renewal, and up-sell portions of the customer journey - Align Customer Success with the Sales and Marketing teams on renewal and up-sell strategy, ensure smart hand-offs, and help everyone focus on customers’ desired outcomes and selling with a retention focus - Collaborate with peers to provide feedback to Sales and Marketing on their prospecting approach and compliance with ideal customer profile(s) Cultivate a Customer-Centric Culture - Foster company-wide culture of Customer Success - Support company-wide definition(s) of “ideal customer” by product and segment - Contribute to a company-wide customer feedback loop (i.e., Voice of Customer) processes, especially gathering and acting on feedback from other teams and departments (e.g., Support, Renewals & Expansion, Sales, Marketing, Professional Services, Product) to improve our customers’ experience - Collaborate with your peers to clarify ownership for each touchpoint and internal process of the customer journey - Advocate for changes in other departments’ ways of working and collaborate with them to implement improvements Customer Success Tech Stack - Be an exemplary user of our Customer Success tech stack and promote your team’s and colleagues’ adoption of key processes in our CS tech stack and make it Case Management’s best source of truth for customer health, engagement, and CS metrics - Work with CS colleagues to create and refine dashboards and reporting to measure customer health and success - Collaborate with colleagues to implement ideas for using our tech stack to create scale for your teams while also improving customer experience and outcomes Own Key Team Metrics and Support Departmental and Company Metrics - Customer and revenue retention (gross and net) - Product adoption and scaled engagement effectiveness (activation and adoption rates, time to first value, verified outcomes, executive engagement, open and click-through rates, program completion rates, etc.) - Customer Success Qualified Leads (CSQLs) - Net Promoter Score (NPS) - Employee engagement metrics Own the Financial Models and Forecasts for Your Teams - Demand and capacity models - Budget and expenditure models - Retention forecasting and other key metrics (e.g., risk, churn, up-sell rates) - Others as defined over time Recruit, Groom, and Inspire a World-Class Team - Build a pipeline of great candidates - Establish a rigorous interview process - Set expectations on performance and provide constructive, timely feedback to team members - Communicate and incent your team members’ individual and team performance - Expand training and mentoring to grow your team members - Manage out underperformers Propose improvements to your team’s organizational structure - Define segmentation of the customer portfolio (as appropriate) - Implement and improve on the Success competency model, particularly for your team - Be informed of market compensation Achieve Operational Excellence - Continuously communicate metrics to team - Analyze and report on metrics to the SVP, Customer Success, CCO, and other executive stakeholders Qualifications: - Experience in a Customer Success managerial role responsible for revenue retention (GRR/NRR) within a SaaS environment serving Small-to-Medium-Business (SMB) and Mid-Market customers, with direct ownership of customer outcomes and retention strategy - Demonstrated ability to build and execute retention strategies at the portfolio level - including early risk identification, escalation frameworks, save plays, and executive engagement to forecast renewals and churn outcomes with accuracy - Experience preparing and presenting capacity planning models and forecasts to senior leadership - Proven ability to build and operate Scaled or Tech-Touch CS models, including customer segmentation frameworks that align human intervention levels to customer value, complexity, and lifecycle stage - Experience leading or closely partnering with Digital CS or Customer Marketing functions to develop programmatic engagement strategies (e.g., onboarding email sequences, health-based triggers, NPS follow-up workflows) that complement high-touch CSM coverage - Demonstrable experience using data to manage Customer Success functions, including customer health scoring, leading indicators of churn, and portfolio-level performance reporting - Strong people management skills, with experience leading teams through organizational change, including the introduction of new CS models, tooling, or coverage structures - Professional-grade communication and presentation skills; comfortable presenting strategy and results to C-level executives - Effective organizational change management skills, both internally (team) and externally (customers) - Humble and friendly personality with strong listening skills and openness to input from other team members and departments - An extreme sense of ownership for assigned responsibilities - Superior technology skills, especially with applications across the CS tech stack (e.g., Salesforce, Pendo, Zendesk, Five9, AskNicely, FullStory, Intercom), with particular emphasis on leveraging these tools to build scalable, automated customer programs At Bonterra, we’re building AI-powered tools to solve real human challenges—and we want teammates who share that enthusiasm. We value people who will champion AI and bring diverse perspectives from different industries, backgrounds, and cultures. Together, we create AI that breaks down barriers, empowers communities, and delivers better outcomes. At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization. ____________________________________________________________________________________ Our Culture At Bonterra, we’re innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573 billion more in global impact every year. At Bonterra, we foster an inclusive, equitable culture where every team member belongs and contributes to meaningful impact. Read more about our values and culture here. Compensation & Benefits We offer a comprehensive benefits package that supports your health, well-being and growth - explore full details here. Compensation and benefits for this role apply to full-time employees in the United States and may vary based on local standards, laws and norms. Pay is determined by location, skills, experience, and education, and is one part of Bonterra’s total rewards package, which may also include bonuses, incentives, equity, and a comprehensive benefits program. ____________________________________________________________________________________ Equal Opportunity & Accommodations At Bonterra, we are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, veteran status, or any other characteristic protected by law. If you require a reasonable accommodation during the application process, please submit a request.

• Lead the development and execution of a repeatable opportunity-sourcing system • Engage with market, startup ecosystems, customers, and internal resources • Define and maintain formal opportunity qualification criteria • Construct and manage a ranked venture backlog • Launch prototypes and pilots required to produce validated business potential • Personally participate in venture builds, customer onboarding, and validation discussions • Apply risk-adjusted investment logic and run weekly venture reviews • Own promotion readiness and handoff to business units • Track and report on success metrics • Prevent zombie initiatives and premature scale pressure

Overview Regional Aviation Director (MidWest Region) Homebased: AR, IL, IN, KS, KY, MO, OH AIR METHODS: GO ABOVE AND BEYOND HERE! Be a part of something bigger and join a growing and high-performing team that shares your passion for making a difference. As a leader in the air ambulance industry, Air Methods seeks to serve our communities with exceptional resources 24 hours a day, 365 days a year, while leading with safety in a rigorous and meticulous approach beyond standard protocols. Job SummaryResponsible for the organization, direction and administration tasks assigned within a regional area in relationship to overseeing aviation activities and personnel. Responsible for daily aviation duties and oversees the activities of aviation personnel within the region. May be required to work with other field management including aviation, maintenance, and clinical to ensure a coordinated and efficient response to service requests. Responsibilities Supervisory ResponsibilitiesDirectly supervises Regional Aviation Managers in Region. Carries out Supervisory responsibilities in accordance with the organization’s policies and applicable laws. Responsibilities include interviewing, selecting, hiring, and training employees, planning, assigning and directing work; appraising performance, rewarding and disciplining employees, addressing complaints and resolving problems. For Exempt Managers: Managers that carry out these responsibilities for two or more employees will have significant input in hiring and termination decisions.Essential Functions and Responsibilities include the following:• Exercise operational control over operations in region. Ensure all operations within region are compliant with regulations, operations specifications and General Operations Manual.• Accountable for aviation operations for the region and responsible for Regional Aviation Managers• Serves as the Regional Aviation subject matter expert and aviation liaison with customers.• Responsible for thorough knowledge of Air Methods’ policies and procedures, assigned area’s operational goals and objectives, and ensures flight operations activities are in compliance with Federal Aviation Regulations/Aeronautical Information Manual (FAR) and the General Operations Manual guidelines (GOM).• Coordinates with the Regional Safety Director in the region on safety related matters and issues.• Investigates aviation mishaps and performs a root cause analysis upon request with assistance from Regional Aviation Managers.• Advises the Director of Operations and Chief Pilot regarding out-of-compliance or safety issues.• Accountable to ensure audit deficiencies and compliance issues found in their area of responsibility are corrected by the Regional Aviation Managers• Monitors and responds to safety reporting submissions. Accident, Incident, Damage, Malfunction, Operations Report (AIDMOR), Aviation Safety Program (ASAP), Post Accident/Incident Plan (PAIP) and OAIR reports. Identifies and ensures reportable events requirements are complied with.• Performs duties as required by the Air Methods Emergency Response Plan.• Promotes safety by promoting Air Methods Safety Management System (SMS) and the ASAP program.• Provides counsel to aviation staff on technical and professional issues. Identifies and mentors high performing employees.• Implements and facilitates company programs and initiatives.• Provides training and direction to Regional Aviation Managers.• Oversees and approves new base set-up and final approval that base pilots are ready to take flights.• Final approval on Regional Aviation Manager and Pilot hiring, as well as aviation personnel disciplinary and termination procedures.• Coordinates internal audits as completed by Regional Aviation Manager; directly involved with external FAA base audits.• Resolves escalated Aviation issues from Regional Aviation Managers, Pilots, and Area Managers. Qualifications To perform this job successfully, an individual must be able to perform each essential function satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. In accordance with applicable laws, Air Methods will provide reasonable accommodations that do not create an undue burden so disabled employees may perform the essential functions of the position.Skills• Professional demeanor and excellent interpersonal skills• Excellent written and verbal communication• Ability to manage and administer a broad range of tasks• Ability to exercise sound judgment and make decisions in a manner consistent with the essential job functions• Ability to prepare written reports and correspondences and presentations to senior leadership• Proven leadership skills• Ability to build and maintain positive relationships internally and externally• Ability to be available 24/7 for operational requirements• Intermediate Microsoft Office Suite, including Excel, Word, PowerPoint and Outlook, Education & Experience• Bachelor’s degree from a four-year college or university and ten (10) years related experience and/or training; or equivalent combination of education and experience in aviation and air medical transports• Minimum of 2,500 flight hours• Two (2) years of experience in a Part 135 operation Certificates, Licenses, Registrations• Airline Transport Pilot Certificate (or Commercial instrument)• Possess an FAA Second Class Medical Minimum pay USD $130,250.00/Yr. Maximum Pay USD $166,063.00/Yr. Benefits For more information on our industry-leading benefits, please visit our benefits page here. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities Air Methods is an EEO/AA employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status. This position is subject to drug and/or alcohol testing per the DOT/FAA requirements (pre-employment, random, reasonable cause/suspicion, post-accident).