• Own the complete enterprise sales lifecycle across strategic accounts—from initial engagement through commercial negotiation, procurement, legal review, executive alignment and close. • Develop and execute a territory strategy focused on winning large enterprise restaurant brands. • Build executive relationships with CEOs, CFOs, COOs, CIOs, CMOs and other senior stakeholders. • Lead highly consultative discovery to understand customer strategy, operational challenges and commercial priorities before positioning solutions. • Develop compelling business cases demonstrating measurable financial outcomes and return on investment. • Generate enterprise pipeline through strategic outbound prospecting, executive networking, referrals, industry events and account-based selling. • Represent Loop at executive meetings, customer events and industry conferences, strengthening our reputation within the restaurant technology ecosystem.

• You will find, create, facilitate, and close new business opportunities in your assigned accounts • Represent and sell the full suite of Top Hat and approved partner products and services, including Top Hat’s digital textbook content and SaaS platform • Effectively position & message Top Hat’s value proposition to professors or department leaders, using a mixture of inside and outside sales techniques • You will work closely with Customer Success Managers and internal product and marketing partners to ensure a great customer experience for professors and to maximize revenue growth

• managing, developing, and executing sales strategies • building strong relationships with customers • driving revenue growth • contributing to the company's financial success • understanding partner’s individual business needs and value propositions • serving as liaison between Channel Sales Leadership, Account Managers, Marketing and Distributors and your assigned resellers

Role Description We are seeking a highly motivated leader and team player to drive and support a plan to accelerate and scale the growth of our AWS business. You will focus on enterprise customers in the Banking, Insurance, and Wealth Management industries. This role includes responsibility for meeting sales quota and pipeline forecasting. You will build close relationships with customers, AWS, and ServiceNow field sellers while leading virtual teams including solution sales, solution consulting, partner, product, and operations. This is a key and strategic role that requires a balance of sales, strategy and a roll-up your sleeves and 'get it done' attitude. Success requires the execution of a plan to develop and accelerate the growth of AWS revenue both with top existing customers and to land new enterprise customers. You must be a highly motivated team player with expertise working in a fast paced, cross-functional manner where change is constant. You have the ability to establish broad senior level relationships. You have a proven track record of delivering results and getting things done. You demonstrate strong business acumen, have outstanding communication skills and are able to effectively build relationships, negotiate complex contracts and influence large purchase decisions for the biggest brands in the world. What you get to do in this role: - Create an AWS sales plan with Americas leadership to drive growth and then bring it to life. - Leverage your passion for driving sales results to close. - Build trust and deep multi-tiered relationships through the customers' organization, from business unit teams to CxO level. - Work with the greater ServiceNow solution teams to develop a ServiceNow solution based on the customer's strategic outcomes. - Manage relationships between ServiceNow, AWS and executive-level customers. - Present the value of the partnership evangelizing joint innovation use cases. - Negotiate complex contracts. - Build mindshare within AWS field sales leadership and account teams to drive sales. - Develop a clear roadmap across the customer, AWS and ServiceNow teams to promote an outstanding customer experience. - Ensure customers are at the center of everything. Deliver high-value outcomes for customers. - Ensure alignment with Value Selling (ie: Value Prompter), NowSell principles and partner 3-way sales. - Tackle strategic projects to smooth hyperscaler adoption across ServiceNow inclusive of operations, finance, reporting, enablement, and deal desk. - Responsible for weekly pipeline reporting, progress updates, customer references, deal registration. - Work with marketing to plan events, land public customer references and drive customer engagement including stage presence at major events. Qualifications - 10+ years of experience in large client management, and aligning account strategies to revenue opportunities. - 5+ years of experience as a Client Director or equivalent role with validated multi-million-dollar sales solutions experience and Executive level relationship management. - Previous sales experience in IT Service Management, HR, Security Operations, Customer Service and IT Operations Management (within software or IT sales organizations). - Ability to understand broad, macro-level business and IT needs for the largest, most well-known brands in the world. - Background experience from a career working at ServiceNow and/or AWS. - Strong track record of exceeding sales targets by 150-200%. - High energy, enthusiasm, and passion for the business. - Excellent understanding of growing and sustaining businesses in a highly competitive and changing marketplace. - Comfortable with ambiguity, complexity, and thinking on multiple levels of abstraction; demonstrates use of critical thinking techniques. - Excellent spoken and written communication, interpersonal, relationship building skills. - Experience leading virtual and matrixed teams. - ServiceNow platform and AWS Cloud Practitioner training a plus (not required). - Travel up to 50%. Requirements - For positions in this location, we offer a base pay of $174,180 - $258,000, plus equity (when applicable), variable/incentive compensation and benefits. - Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. - Compensation is based on the geographic location in which the role is located and is subject to change based on work location. Benefits - Health plans, including flexible spending accounts. - A 401(k) Plan with company match. - ESPP, matching donations. - A flexible time away plan and family leave programs.