Role Description MDClone is seeking a high-impact Customer Success & Account Manager (CSM/AM) to join our world-class team. In this dual-focus role, you will be the primary driver of both customer value realization and commercial growth. You will serve as a trusted advisor, blending deep relationship management with a rigorous, execution-oriented approach to ensure our partners achieve their strategic objectives. You will collaborate across product, professional services, sales, and support to manage the full post-sales journey—from onboarding to expansion—ensuring MDClone remains indispensable to our clients’ missions. Primary Responsibilities - Success Plan Ownership: Develop and execute comprehensive customer success plans that align MDClone’s solutions with the customer’s specific business objectives and KPIs. - Strategic Account Management: Manage complex Enterprise relationships with large hospitals and life science partners, serving as the lead for both tactical health and long-term commercial strategy. - Value Realization & KPI Tracking: Closely engage with data teams, clinical end users, researchers, and C-suite sponsors to ensure measurable value and successful product adoption. - Renewal and Expansion: Own the full renewal lifecycle and identify upsell and expansion opportunities by deeply understanding each client's evolving business needs and MDClone's growing product portfolio. - Execution Excellence: Lead onboarding, adoption, and enablement phases with a strong focus on project execution and timely delivery of milestones. - Stakeholder Engagement: Build trusted relationships and maintain a consistent communication cadence, proactively mining opportunities for deeper engagement and relationship development. - Voice of the Customer: Act as a conduit between the client and MDClone’s internal teams to influence the roadmap based on real-world usage and feedback. Qualifications - At least 7 years of experience in customer-facing post-sale roles, with a proven track record of managing both customer success and account growth, including renewals and upsells. - Previous experience working with large, complex B2B customers, engaging with C-Level executives as well as technical and functional users. - Experience working with large hospitals, health systems, or life science companies is a significant plus. - Proven success in leading onboarding and renewals for both complex on-premises and SaaS products. - Experience with data analysis tools to track performance and inform strategic decisions. - Outstanding presentation skills, with the ability to communicate technical and data concepts to both technical and non-technical audiences. Requirements - Strong execution skills with a "can-do" attitude and a proactive approach to problem-solving. - Highly business-oriented with the ability to identify and drive retention, renewals, and upsells. - Ability to align customer needs with technical KPIs and long-term success plans. - Dedicated to the success of your clients and their mission. - Ability to easily relate to and understand technical concepts, data workflows, and complex software solutions. - Naturally builds trust and maintains long-term, high-value relationships with internal and external stakeholders. - Functions effectively under pressure in high-stakes enterprise environments. - A strong collaborator and communicator who can influence internal stakeholders to deliver for the customer. Benefits - Comprehensive compensation and benefits package, including holidays, vacation, medical, dental, and vision insurance, and retirement savings.

• Retaining, acquiring, and developing large enterprise accounts • Develop and complete strategic customer accounts plans • Effectively and credibly influence customers at all levels within their organizations • Develop and leverage strategic alliance partnerships to penetrate customer accounts • Identify opportunities, generate run rate revenue, and manage sales projects • Outline objectives, strategies and tactics and map key stakeholders and relationships for each account • Ensure coordinated and coherent account management efforts for each customer

Role Description Points of Light has embarked on a strategic growth plan that accelerates new donor pipelines and expands existing corporate partnerships to increase volunteerism globally. Corporate partnerships are a central part of this growth strategy and play a critical role in advancing our mission. This is an exciting opportunity for the right candidate to play a key role in Points of Light’s mission. Points of Light seeks an experienced and relationship-oriented Director of Corporate Partnerships to strengthen and grow our corporate engagement and fundraising strategy. The Director manages a portfolio of corporate relationships, develops tailored partnership proposals, and secures philanthropic investments that advance Points of Light’s mission to inspire, equip, and mobilize people to take action that changes the world. This position combines fundraising, relationship management, and partnership development. The Director leads proposal development and reporting for assigned corporate partners, managing relationships and securing philanthropic investments valued between $2.5 million and $4 million annually. The Director collaborates closely with the Senior Director, Corporate Partnerships, works cross-functionally with internal teams, and contributes to Points of Light’s multi-year philanthropic and corporate engagement goals. Qualifications - Bachelor’s degree - 8+ years of relevant experience preferably with a national organization and demonstrated success and contacts in foundation and major gift fundraising - Experience in leading collaborative fundraising projects, including programmatic initiatives and co-creation of programmatic gift opportunities - Hands-on experience with one or more donor databases/software. Salesforce preferred - Ability to create a welcoming work environment for all - Up to 35% travel will be required, some international travel required Requirements - Demonstrated ability to build and sustain relationships with corporate leaders, foundation representatives, and internal partners. - Proven success managing corporate partnerships and securing significant philanthropic investments through effective cultivation, solicitation, and stewardship. - Strong writing and communication skills with the ability to craft compelling, well-structured proposals, presentations, and reports that clearly articulate organizational goals and outcomes. - Strong analytical and planning skills with the ability to connect organizational priorities to corporate partner interests and develop actionable strategies that drive engagement and support. - Excellent organizational skills with the ability to manage multiple priorities and deadlines in a fast-paced environment while maintaining attention to detail. - Proficiency with Salesforce or comparable CRM systems, with the ability to track progress, manage information, and use data to inform decisions. - High level of professionalism, sound judgment, and ability to handle confidential information appropriately. - Resourceful and adaptable with the ability to respond to changing priorities and identify new approaches to strengthen relationships and outcomes. - Deep commitment to the mission and values of Points of Light and to advancing volunteerism and civic engagement worldwide. Benefits - Competitive compensation and excellent benefits including a robust PTO program: 18 days of PTO and 10 holidays; plus, we are closed December 25-January 1. - Medical, dental and vision benefits offered. - Free life insurance, along with long-term and short-term disability. - A 403b program with employer match. - 1 day of volunteer time off per month.

• Serve as the primary commercial contact for assigned accounts, providing proactive, high-touch service. • Build and maintain relationships with procurement, packaging, and supply chain stakeholders. • Lead customer-facing activities including business reviews, pricing discussions, and product line or development reviews. • Monitor customer scorecards, OTIF performance, and compliance requirements; drive internal service improvements. • Develop and execute annual strategic account plans aligned with IPL Schoeller’s Large Format Packaging strategy. • Identify and secure growth opportunities across existing and new accounts, including customer conversions. • Manage forecasts, demand trends, and sales pipelines in partnership with Sales Operations, Customer Service, and Supply Chain. • Support pricing strategy through quote preparation, margin analysis, and execution of approved pricing actions. • Collaborate with Operations, Engineering, Supply Chain, Finance, and Customer Service to ensure customer requirements are met. • Coordinate cross-functional efforts for new product introductions, engineering changes, and packaging updates. • Partner with the Senior Sales Director on forecasting, budgeting, and executive reporting. • Utilize ERP and CRM systems to manage opportunities, quotes, and performance reporting. • Track customer KPIs, market trends, and competitive activity to inform strategic recommendations.