• 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.

Role Description As an Account Manager – Metal at ADDMAN Engineering, you will be responsible for driving revenue growth and expanding market share for ADDMAN’s Precision Machining commercial business across all of the ADDMAN Precision facilities. This role serves as the primary business development lead for precision machining, focused on generating new opportunities, growing orders with existing customers, and expanding ADDMAN’s footprint within targeted commercial, aerospace, and industrial markets. The Business Manager will work closely with Program Managers, Operations, Engineering, and Executive Leadership to align customer demand with manufacturing capabilities, ensuring profitable growth and long-term customer partnerships. This role balances strategic market development with hands-on customer engagement to deliver sustained revenue and backlog growth. Note: This position is subject to the International Traffic in Arms Regulations (ITAR); U.S. person status is required. Requirements - Own and execute the business development strategy for Precision Machining across the ADDMAN’s facilities. - Identify, qualify, and pursue new business opportunities with both new and existing customers to drive increased revenue and order intake. - Serve as the primary commercial point of contact for customers during opportunity development, quoting, and contract negotiation phases. - Collaborate closely with Program Managers to ensure smooth transition from contract award to program execution and customer onboarding. - Partner with Operations, Engineering, and Supply Chain to align customer requirements with facility capabilities, capacity, and cost structures. - Lead pricing strategy, margin analysis, and commercial negotiations to achieve profitable growth targets. - Develop and maintain a robust sales pipeline, providing accurate forecasts for bookings, revenue, and backlog. - Represent ADDMAN at customer meetings, industry events, and trade shows to promote precision machining capabilities. - Support development of standardized quoting, cost models, and commercial processes for precision machining. - Monitor market trends, customer needs, and competitive activity to inform growth strategy and capital investment planning. - Prepare and present business development status, forecasts, and performance metrics to leadership. - Drive continuous improvement initiatives related to commercial processes, customer engagement, and opportunity conversion rates. Qualifications - Bachelor’s degree in Engineering, Business, or a related discipline required. - Minimum of 5 years of experience in business development, sales, or commercial management within precision machining, aerospace, defense, or industrial manufacturing. - Experience supporting or selling into aerospace, defense, or regulated manufacturing markets preferred. - Working knowledge of AS9100 quality systems and ITAR compliance. - Familiarity with ERP/MRP systems, cost models, and quoting tools. - Experience working alongside program management and operations teams in a manufacturing environment. - Proficiency in Microsoft Office Suite; CRM or sales management tools a plus. - Security clearance is beneficial. Work Environment The role requires frequent interaction with manufacturing operations, where PPE such as safety glasses, hearing protection, and steel-toed shoes are required. Typical plant conditions with ambient temperature, standard lighting, and machining equipment in use. Physical Demands Ability to sit or stand for extended periods. Occasional lifting (up to 25 lbs.) and movement throughout manufacturing areas. May involve accessing or observing equipment in confined or elevated spaces, following all safety procedures. Safety and Policy Practices All employees are expected to comply with ADDMAN’s safety standards and environmental policies, including proper handling of hazardous materials. Employees must actively participate in maintaining a safe workplace and report unsafe conditions immediately. Equal Employment Opportunity ADDMAN Engineering is proud to be an Equal Opportunity Employer of Minorities, Women, Protected Veterans, and Individuals with Disabilities. Employment decisions are based on merit, qualifications, and business needs. ADDMAN reserves the right to modify job responsibilities as needed.

• 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.