• Own a portfolio of strategic accounts and renewals in an assigned territory • Drive customer adoption and unlock further digitalization • Identify growth opportunities and negotiate favorable renewal terms • Conduct regular business reviews with customers to ensure they derive value from our product • Collaborate with internal resources to develop growth and risk mitigation strategies for key accounts • Evaluate portfolio and analyze usage, health, data, and behavioral patterns to prioritize outcomes for the customer • Travel occasionally to build customer relationships (up to 10%)

• Identify, qualify, and advance priority accounts with complex political and regulatory dynamics. • Build pipeline within your assigned territory, document that effort in the company’s CRM, and report on that progress on a weekly basis • Maintain a data and process-based forecast and report that to Sales leadership on a weekly basis • Support the sales cycle by navigating gatekeepers and influencers in school districts and local government. • Participate in account planning, deal strategy sessions, and proposal development, and ensure government relations insights are embedded in sales efforts. • Assist in removing political and regulatory roadblocks to close high-value sales opportunities. • In partnership with our Government Relations team, track and report on government engagement impact on pipeline progress and deal conversion. • Develop and execute strategic go-to-market and government relations plans within the Southeast, focusing on municipal and state-level initiatives. • Build and maintain strong relationships with key stakeholders, including: - Mayors, City Councilors, and other municipal officials - School Superintendents, School Boards, and Transportation Directors - Court staff, Prosecutors, and Law Enforcement Agencies - State Legislators and their staff (including former Chiefs of Staff) • Advocate for legislative and regulatory changes that support the use of AI-powered school bus safety technology. • Conduct research and analysis on relevant legislation, regulations, and policy issues. • Represent BusPatrol at public hearings, conferences, and other relevant events. • Develop and implement grassroots campaigns to raise awareness of school bus safety issues. • Collaborate with internal teams, including Government Relations, Marketing, and Legal, to achieve business objectives. • Monitor and report on legislative and regulatory developments.

• Strategy Development & Execution: Drive the execution of Sonar’s partnership strategy specifically with the identified distribution technology partners, aligning closely with overall company growth objectives. • Opportunity Identification & Analysis: Identify, evaluate, and prioritize strategic partnership opportunities. Conduct market analyses of the distribution technology partner landscape, and track their efforts to include home grown or partner-based code quality and security solutions within their first party solutions. • Relationship Building & Management: Build, nurture, and manage strong, long-term relationships with key technical, product, and business leaders at the target companies. Conduct quarterly reviews in conjunction with Sonar’s Sales and Channel Partner organizations. • Deal Negotiation & Execution: Lead the end-to-end partnership lifecycle with selected technology resell or OEM partners. Define engagement models, draft term sheets, negotiate complex distribution agreements, align key internal stakeholders, and drive integration and GTM deals to closure. • Cross-Functional Collaboration: Work closely with internal Sonar teams (Product Management, Engineering, Research, Legal, Marketing, Sales, Finance) to align on deal terms and construct plans for integration development, sales team enablement, sales team alignment, and transaction execution.

• The Account Manager works within Client Services teams to support the Account Leads and execute direct mail fundraising programs on behalf of our clients. • The Account Manager works as a liaison between clients, vendors, and internal teams. • Account Managers ensure the timely and successful delivery of a wide variety of project management and client-facing duties. • Draft year-long fundraising schedules • Guide production management and design process for projects • Create and manage approval of project budgets • Create draft project strategies • Draft project list orders • Create package specs • Manage production vendors • Manage all project schedules and deliverables • Proof memos, strategy briefs, copy and art for clients