• 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

Title: Account Director Location: Arlington VA US Full time Remote Primary Duties: - Develop fundraising and engagement strategy and a plan for executing integrated strategies as appropriate - Build and manage client relationships through regular meetings, calls, and ongoing communications - Lead and participate in live meetings, including QBRs; create meeting material with the assistance of account teams - Work with clients to determine organizational objectives and create strategies to reach goals - Develop clients’ annual communication calendars and budgets - Possess in-depth knowledge of client’s internal processes and resources and generate ideas to enhance overall performance - Provide in-depth analysis of campaign and segment performance and KPI data, developing data-driven strategies to address program challenges and build on successes - Build trusting, respectful and collaborative relationships with clients and colleagues ensuring collaboration among the wider team (including outside resources) and fostering positive team work. - Ensure fundraising and engagement best practices are kept top-of-mind - Provide risk assessment and management on all aspects of the client relationship - Manage a matrixed team of technical and client service staff to ensure all deliverables are on time and meet quality standards - Develop professional goals and development plan for individual team members, work with individuals to help them meet goals through regular meetings and ongoing feedback - Identify and use work experiences as opportunities to train and develop teammates - Balance strategic and tactical plans with client business goals and scope/contract deliverables - Manage client scope, including key deliverables, and ad hoc billing (creative, etc.), within contracted retainer Additional Responsibilities - Participates in webinars and attends conferences/workshops to expand skills - Support ad hoc agency initiatives like case studies, building out internal docs/processes, internal staff education/information sharing - Provide new business development support through proposal input, estimating scope of work, and participating in presentations - Participate in hiring process for new employees including interviews and assessments - Participates in monthly management meetings - Other duties as assigned Requirements - Team members who are most successful in this role typically have 8-10 years of direct response experience (direct mail or digital account management), preferably including direct response fundraising in an agency setting - Demonstrated success in client management and customer service - Ability to build lasting professional relationships with clients - Experience managing technical and client services teams, some of whom may work in a virtual/remote environment - Experience in creating and driving long-term fundraising strategies - Strong customer service and interpersonal skills - Proven project management and organizational and problem solving skills - Advanced written and oral communication skills with the ability to effectively present information, respond and follow-up on questions and inquiries from clients and colleagues, and communicate technical information to a non-technical audience - Strong attention to detail - Highly self-motivated - Proficiency in MS Office – particularly Excel - Experience with, or understanding of online constituent relationship management systems (eCRM) for nonprofits such as Convio/Blackbaud, Engaging Networks, EveryAction, and Salesforce; content management systems (open source and proprietary CMS); email marketing systems; HTML, CSS, and other web development tools and familiarity with digital advertising, Google Grant management, and SEO/SEM - Experience with or understanding of direct mail audiences and metrics, as well as a broad understanding of implementation Benefits What We Offer - Health and Wellness: employer-subsidized health, dental, and vision insurance in addition to employer paid short-term disability and life insurance. - Work-Life Balance: Flexible work hours, remote work environment (with access to our Arlington, VA offices for local employees), and generous time off - Financial Wellness: competitive salary, 401(k) with company match - Professional Development: ongoing training, career path development, and a dedicated budget for conferences and training seminars - Additional Benefits: an opportunity to work with smart people in a supportive environment that celebrates individuality - Compensation: our budget for this position starts at $90,000/year

• 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.