• Global and regional brand agreements (70% of focus). Wrap up active conversations in progress. Open new ones with the brands we haven't reached yet. Drive pilots with major global brands that convert into enterprise rollouts over a 2-year horizon.C-suite rolodex in hospitality brands. You have active, warm relationships with Chief Development Officers, CIOs, CTOs, and Commercial leaders at major global and regional hotel brands. When you call, they answer. • Enterprise independent hotel groups and portfolio operators (30% of focus). Direct-sourced deals of $1M+ in booked SaaS ARR. These deals fund the team while the brand book matures. • One direct report today — Franchise Development Lead (economy and budget brands). You'll partner with him on the brand work and grow the team as the book grows. • Executive presence at industry events, advisory boards, and brand HQs. You are the face of Cloudbeds at the brand level. • Close partnership with the CGO, COO, Product, and Brand Partnerships teams to make sure what we sell, we can deliver.

• Own TiDB's AI ecosystem partnership strategy, including identification, prioritization, and development of partnerships that accelerate product innovation, customer adoption, and strategic market expansion • Identify and cultivate strategic relationships with AI platform companies, LLM providers, cloud hyperscalers, and ISVs building in the agentic AI and GenAI space • Drive product and solution-level integrations that embed TiDB into partner platforms and AI stacks • Build and manage a portfolio of technology partnerships aligned to TiDB's position as the database for agentic workloads that include supporting vectors, transactions, analytics, and elastic scale in a single engine • Develop joint value propositions and solution blueprints with partners that address real enterprise AI infrastructure challenges • Work cross-functionally with TiDB's Product and Engineering teams to scope and execute technical integrations with partner platforms • Identify opportunities to embed TiDB natively into AI frameworks, agent orchestration layers, RAG pipelines, and cloud-native application platforms • Leverage TiDB's capabilities, including vector search, Graph RAG, knowledge graphs, and unified data management to design compelling joint solutions with partners • Collaborate with partners to develop reference architectures, joint solution guides, and go-to-market assets • Develop and execute co-marketing and co-innovation initiatives to drive awareness of joint TiDB partner solutions in the AI/ML and enterprise data communities • Enable partners with technical resources, training, and tools to effectively build on and promote TiDB • Represent TiDB at partner events, AI industry conferences, and developer communities across North America and EMEA • Engage developer ecosystems, open-source communities, and platform adoption programs to accelerate ecosystem growth through grassroots technical adoption • Track and manage partnership pipeline, integration milestones, and business impact metrics, including ecosystem-influenced pipeline, joint customer opportunities, product adoption, and strategic market positioning • Provide regular updates to leadership on partnership progress, ecosystem health, and strategic opportunities • Continuously assess the competitive landscape and identify new whitespace opportunities for TiDB in the AI ecosystem.

• The Contractor Key Account Manager – West develops, implements, and manages the strategy and relationship with assigned large contractor accounts • Coordinates executive relationships within the key accounts • Sets goals, tracks pipeline, organizes sales activities, monitors current projects, and manages the resolution of the key customer challenges • Leading the development and implementation of the account plan and Statement of Work growth actions • Understanding the key business drivers, including significant and emerging business risks (e.g., sustainability/digital/cybersecurity) • Participating in the development of sales strategies for the account through providing current business and long-term plans for the customer • Defining sales targets, giving input on market price developments monitoring competitors’ activity with the account and ensuring that appropriate response strategies are implemented

Role Description Hazelett is seeking an Account Representative to join our Inside Sales team. In this customer-focused role, you'll build strong relationships with an assigned customer base while supporting the sales process from quotation through delivery. Working closely with engineering, manufacturing, purchasing, and logistics, you'll help ensure customers receive exceptional service and a seamless experience. This is an excellent opportunity for someone who enjoys problem-solving, building relationships, and working in a collaborative, fast-paced environment. We currently have two opportunities available: - Remote (U.S.) – This position is open to candidates located anywhere in the United States. Initial training will take place at our corporate headquarters in Colchester, Vermont. Periodic travel to our Colchester office is required for training, team meetings, and collaboration. - Hybrid (Colchester, VT) – This position combines onsite and remote work for candidates located near our corporate headquarters in Colchester, Vermont. Qualifications - Excellent customer service and relationship-building skills. - Strong verbal and written communication abilities. - Exceptional organizational skills with the ability to prioritize multiple projects. - Strong attention to detail and follow-through. - Experience with ERP systems and Microsoft Office. - Ability to work effectively both independently and as part of a collaborative team. - A proactive mindset with strong problem-solving skills. - Dependability, professionalism, and a commitment to delivering exceptional service. - Willingness to obtain Hazardous Materials Shipping Certification (training provided). Requirements - College degree or an equivalent combination of education and relevant experience. - Experience in customer service, inside sales, account management, or a related business function is preferred. Benefits - Hazelett offers 24 plans through its medical coverage and for most of the plans, Hazelett pays 100% of the premiums. - Hazelett pays 100% of Dental Premiums for one of the best plans in the state. - Life, AD&D, Short-Term Disability Insurance. - Matching 401k after 90 days. Fully vested since once you start contributing! - 9 Company Holidays. - 4 weeks of paid time off. - On-site Athletic Trainer. - Free use of our company beach on Malletts Bay and boat mooring at a discounted price. - Opportunities for growth and skill development. Company Description Hazelett Corporation is a global leader in continuous metal casting technology. Our strip-casting machines integrate mechanical, electrical, thermal, and automation systems to produce materials used in automotive structural components, aluminum, lead-acid batteries, and copper wiring. For more than 100 years, we've combined engineering excellence with advanced manufacturing to deliver world-class equipment that helps customers improve productivity and performance across the globe.