• Conducting sensitive investigations into potential policy and/or Code of Conduct violations • Act as a neutral party through all aspects of the investigation and ensure a timely, fair, and quality process for all involved parties • Partner with HR leaders to build and sustain positive employee relations programs and best practices • Lead employment investigations for sophisticated in-scope ER investigations while providing advice to HR Partners • Advocate for the ethics hotline and coordination of associated programs • Coordination and facilitation of investigations training and other ER learning and development initiatives to assigned HR team • Provide thought leadership on embedding a true continuous performance improvement culture • Guide and mentor Managers and HR through PIP process • Preparation and training of HRGs on template toolbox materials • Conduct site organizational assessments • Analyze business unit’s ER data, identify trends, and communicate findings and recommendations. • Partner internally with Functional/Regional and Country HR leaders, Employment law, Compliance teams, Internal Audit, and other internal partners as appropriate to achieve the above responsibilities.

• Tactically drive Sales execution with the team as it relates to the overall commercial Academia and Government strategic plan of the business by providing outstanding sales strategies & value propositions, especially with high value and complex deals. • Focus on market creation, pipeline growth and new customer adoption by Academia and Government customers in coordination with the sales development, account management and Business Unit teams. • Influence business strategies using detailed market analysis, customer requirement summaries, and competitive intelligence as timely feedback to the product marketing teams. • Analyze and propose new Sales strategies for growing customer and business value through product positioning and differentiation. • Perform regular pipeline and opportunity reviews and report out to the Materials Science management team. • Identify and engage academic and government key opinion leaders (KOL) with potential for collaboration for development of new products, applications and workflows. • Manage specific campaign rollouts with the Sales and Sales Development Teams. • Contribute to regular sales training for both the Sales and Sales development Teams. • Retain, attract and develop highly skilled sales professionals. • Develop a strong working Team environment with the sales team and with the related groups including Sales Development, Product Marketing, Customer Service and the NanoPort.

• Lead the global AI business development strategy aligned with corporate growth objectives and AccuWeather’s AI and data roadmap. • Identify, evaluate, negotiate, and close strategic AI partnerships including LLM platforms, generative AI companies, enterprise SaaS providers, hyperscale cloud partners, and data licensing partners. • Develop revenue generating AI data licensing agreements leveraging proprietary weather datasets, real time forecasting systems, and predictive analytics capabilities. • Structure complex commercial agreements including data licensing, revenue share, API partnerships, co-development agreements, and joint go to market initiatives. • Collaborate with Product and Technology leadership to translate AI capabilities into scalable commercial offerings and partner ready solutions. • Build and maintain senior executive relationships across the AI and technology ecosystem to position AccuWeather as the preferred weather intelligence and environmental data partner. • Lead cross functional deal teams through evaluation, diligence, financial modeling, negotiation, and execution processes. • Monitor AI market trends, competitive landscape, regulatory developments, and emerging technologies to inform partnership strategy and investment priorities. • Develop and mentor a high performing AI focused business development team.

Company Description IT Management Corporation (ITMC.net/101VOICE) deliver IT mission-critical technology solutions to State, Local Government, Education, Healthcare, and public sector organizations. Since 2009, we have helped institutions modernize and secure their infrastructure through resilient networking, wireless, security, and cloud communication platforms. We have been recognized on the Inc. 5000 list four times and featured multiple times by CRN for growth, innovation, and customer success. Our solutions include enterprise networking, physical security, UCaaS, AI-enabled communications, and Push-to-Talk, enabling reliable and secure communication in environments where uptime and continuity matter most. Our focus is simple: Reliable technology that keeps organizations running. Job Description The Account Manager – Technology Solutions is responsible for developing, managing, and expanding customer relationships across the company’s full technology portfolio, including 101VOICE cloud communications services and ITMC infrastructure solutions. This role combines new business development with strategic account management, focusing on identifying customer needs, guiding clients through the full sales lifecycle, and driving long‑term account growth. The Account Manager collaborates closely with internal technical teams, vendor partners, and customers to ensure solutions align with operational requirements and organizational objectives. In addition to direct sales responsibilities, this role includes active partnership with manufacturers and vendor partners to identify joint opportunities, coordinate customer engagement activities, and support solution demonstrations, presentations, and partner-led initiatives. Market Focus The company’s primary go‑to‑market strategy centers on the SLED (State, Local Government, and Education) sector, including: - K–12 school districts - City and county government agencies - Higher education institutions Additional focus markets may include: - Healthcare organizations - Non‑profit institutions - Select strategic commercial accounts Opportunity Development & Pipeline Management - Identify and develop new opportunities within assigned territories - Manage leads from SDRs, marketing, and vendor partners - Build and maintain a qualified pipeline - Manage opportunities from discovery through contract execution - Maintain accurate CRM records and forecasting Account Management & Customer Expansion - Strengthen existing customer relationships - Identify cross‑sell opportunities across 101VOICE and ITMC - Conduct periodic account reviews - Advise customer technical and operational leadership Vendor & Partner Collaboration - Maintain strong relationships with manufacturer and vendor partners - Conduct account‑mapping and identify joint opportunities - Participate in joint sales calls, demos, and partner events - Support partner-led initiatives and enablement activities Customer Discovery & Solution Alignment - Lead discovery sessions with prospective customers - Assess communication and infrastructure requirements - Align proposed solutions to customer objectives - Work with internal solution engineers to develop solutions Presentations & Demonstrations - Deliver solution presentations and demos - Communicate value of UCaaS and infrastructure solutions - Support evaluations and stakeholder reviews Proposal & Contract Management - Develop proposals and pricing aligned with customer needs - Coordinate internal review for accuracy - Present proposals and support evaluations - Assist with contract execution and occasional collections follow‑up Sales Process Discipline - Ensure accurate CRM documentation - Track pipeline and sales progress - Maintain forecast accuracy and sales process consistency Performance Expectations Success is measured by: - Revenue growth across assigned accounts - Pipeline development and opportunity creation - Conversion of qualified deals - Customer expansion and retention - Partner‑sourced opportunities - CRM accuracy and forecast reliability Qualifications Required Qualifications - 3–7 years in technology, SaaS, UCaaS, telecommunications, or infrastructure sales - Proven experience managing complex B2B sales cycles - Strong consultative selling and discovery skills - Ability to manage multi‑stakeholder processes - Strong CRM discipline and organizational skills - Ability to work independently in a remote sales environment Preferred Qualifications - Experience selling into the SLED market - Experience with UCaaS, telecommunications, networking, or IT infrastructure - Experience working with manufacturer or vendor partners - Familiarity with HubSpot or similar CRM platforms Professional Attributes - Strong relationship‑building and communication skills - Ability to explain technical concepts clearly - High accountability and follow‑through - Strong organizational discipline and pipeline management - Self‑motivated, effective in a remote environment Additional Information Location: Remote (California‑based candidates only) Customer Engagement: Includes regular interaction with IT leaders, administrators, and operational teams across public sector and enterprise environments