• As a Key Account Manager your key area of responsibility will be own and develop specific, large, strategic accounts, taking responsibility for the revenue retention and growth strategy of the account. • This highly cross-functional role collaborates with Business Development, Solutions Engineering and Product to grow revenue and identify new areas of value for the customer targeted to the customers business divisions across senior leadership. • Seek, develop and cultivate collaborative relationships with the C-Suite of our Large Accounts, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices. • Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers. • Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion. • Own the management of Enterprise accounts to a best-in-class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account. • Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success. • Educate and articulate the value of continual investment in the data provided by Geotab and our partners. • Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development. • Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy. • Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals. • Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace. • Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets. • Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions. • Utilize an in depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotabs services and paths of issue management via processes which are efficient for Geotab and the customer. • Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share. • Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab. • Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Seek, develop and cultivate collaborative relationships with the C-Suite of our Large Accounts, leveraging these high-level connections to understand strategic priorities, align solutions with executive goals, and secure long-term partnerships by providing innovative, valuable business recommendations around large fleet best practices • Actively expand the subscription base and increase the usage of Geotab's products and services, including marketplace offerings like cameras and asset trackers. • Directly responsible for meeting and exceeding assigned revenue targets for account growth, ensuring a strategic approach to generating revenue through account expansion. • Own the management of Enterprise accounts to a best-in-class standard, ensuring the basics of excellent account management are covered within regular business reviews to ensure the accuracy of forecasting, early identification/management of issues and appropriate SLT engagement from Geotab as well as ensuring Geotab is driven to the next level within the customer by actively seeking ways in which Geotab’s products and services can be utilised to drive innovation within the account. • Consult with strategic customers on best practices in change management, technology implementation, customer experience, and other topics critical to program success. • Educate and articulate the value of continual investment in the data provided by Geotab and our partners. • Utilize pilots to quantify the value created by engaging with the Geotab ecosystem with the support of Strategic Account Advisors and Business Development. • Provide strategic feedback to Geotab’s regional leadership based on localized and global activities and successes, fostering a cohesive global strategy. • Maintain up-to-date knowledge of all Geotab products, marketplace products, and industry trends that impact assigned verticals. • Develop an informed short and long term customer strategy roadmap for internal Geotab stakeholders including Product, DNA, and Marketplace. • Identify and map out key stakeholders within Geotab and within each strategic global account, ensuring comprehensive coverage and understanding of all ongoing discussions and opportunities including emerging markets. • Utilize project management skills to oversee and manage account activities effectively, ensuring a consistent and impactful approach across all regions. • Utilize an in-depth knowledge of Service Delivery and support processes to ensure assigned customers are maximising the benefits of Geotab's services and paths of issue management via processes which are efficient for Geotab and the customer. • Promote and raise the profile of the Geotab solution offering, ensuring that the company achieves positive brand equity and captures market/mind share. • Understand the competitive landscape and provide feedback and direction to Marketing and senior leadership within Geotab. • Provide input on new business opportunities, competitive analysis, market trends, and business environment.

• Identify and close upsell and cross-sell opportunities to maximize revenue from existing accounts. • Develop and maintain strong relationships with key stakeholders within client organizations. • Create, develop, and execute strategic territory and account plans • Understand clients' business objectives and challenges to position Cloudinary's solutions effectively. • Collaborate with cross-functional teams, including Sales, Customer Success, and Product, to deliver exceptional service and support to clients. • Act as a trusted advisor to clients, providing guidance on best practices for media management and optimization. • Monitor client usage and performance metrics to identify areas for improvement and optimization. • Maintain accurate and current account and opportunity forecasting within internal sales tools. • Stay updated on industry trends, competitive landscape, and emerging technologies to better serve clients. • Ensure customer satisfaction and retention.

• developing and maintaining assigned long-term client relationships • provides sales or consultative support to clients • serves as the liaison between clients and operational servicing units • may participate in pricing and resource discussions • serves as point of contact for client matters • may help identify and develop new servicing opportunities with existing clients • involved in negotiating servicing agreements and servicing fees for existing clients • participates in the analysis, assessment and documentation of client requirements • forecasts and tracks key account metrics • serves as an escalation point for high severity requests or issues