Stone Hendricks Group

• Build and maintain relationships with clients and insurance carriers • Conduct coverage analysis for commercial prospects and clients, and gain a clear understanding of the scope of their business • Coordinate efforts and introduce resources to control or mitigate risk exposures • Deliver exceptional and timely service • Consistently increase knowledge through research and trends in products, staying up-to-date on current topics in the insurance and risk management marketplace****

• Install, configure, patch and upgrade SAP NetWeaver, S/4HANA, ECC, BW systems and Add-ons (SAP router, Solution Manager). • Manage SAP system landscapes (development, QA, production) including clients, instances, and transports. • Install and maintain SAP kernels and support packages; apply OSS notes and SAP patches. • Proactively monitor system health (CPU, memory, DB, I/O), job schedules, spool and application logs, tune parameters for performance. • Implement and manage SAP early-watch/health checks, alerting, and automated monitoring. • Administer supported databases (HANA, Oracle, MSSQL, DB2): backups, restores, high-availability, and disaster recovery planning/testing. • Manage storage, file systems, and growth forecasting, coordinate capacity planning with infrastructure team. • Manage SAP user administration, roles/authorizations (PFCG), SSO, and integration with corporate identity providers (AD/Azure AD). • Administer CTS/CTS+ and ChaRM processes; enforce transport governance and maintain transport routes. • Support release cycles, coordinate cutovers, perform system clones and refreshes. • Participate in system upgrades, migrations (on-prem ↔ cloud), S/4HANA conversions and platform modernization projects. • Implement automation for repetitive tasks (shell, PowerShell, Python, SAP tools). • Operate SAP on virtualized and cloud platforms (AWS, Azure, GCP) including cost optimization, instance sizing, and cloud-native backup/replication. • Manage SAP-specific cloud services (HANA on cloud, SAP Cloud Platform connectivity). • Support integrations, middleware connectivity, and troubleshoot cross-system issues. • SAP Solution Manager, SAP HANA Studio, HANA Cockpit, DB tools (Oracle RMAN, SQL Server), OS (Linux variants, Windows, AIX), monitoring (Nagios, Prometheus, Dynatrace), cloud consoles (AWS/Azure/GCP).

• Business Development: Actively identify, prospect, and secure new commercial accounts on a national scale. • Niche Expertise: Develop and maintain a deep understanding of the Senior Living/LTC market or your specific portable niche. • Consultative Selling: Utilize proven alternative risk financing and captive insurance models to reduce client spend and improve risk profiles. • Client Relationship Management: Act as a strategic partner to clients, leveraging our in-house Virtual Assistant and Commercial Client Manager to handle administrative workflows. • Brand Representation: Represent the firm at industry conferences and networking events.

• Drive the sale of BOLI/COLI solutions to corporate clients, with a primary focus on financial institutions. • Effectively communicate and collaborate with stakeholders across Tax, Legal, and HR departments. • Navigate and manage extended sales cycles, typically ranging from 6 to 12 months, with a strong emphasis on pre-sale due diligence. • Maintain a deep understanding of regulatory environments surrounding both life insurance and the banking industry as it relates to BOLI/COLI. • Build and sustain long-term client relationships through trust and high-touch service.

• Develop and implement personalized financial plans for clients, addressing their investment, retirement, estate, and insurance needs. • Provide ongoing financial advice and support to clients, adapting strategies as needed to meet evolving goals. • Build and maintain strong client relationships, fostering trust and long-term partnerships. • Acquire and manage a book of business, expanding the firm's client base. • Conduct thorough financial analyses and market research to identify investment opportunities. • Ensure compliance with all regulatory requirements and ethical standards. • Participate in business development activities, including networking and client acquisition. • Stay up-to-date on industry trends, regulations, and product offerings.

• Perform on-site property risk inspections and surveys for commercial clients. • Evaluate and report on fire protection systems, loss expectancy, and general property conditions. • Use our proprietary technology to efficiently gather data and complete risk surveys. • Collaborate directly with clients to help them understand risks and manage their insurance premiums effectively. • Provide expert recommendations for improving property risk profiles and risk mitigation strategies. • Work independently, managing your own schedule, while contributing to a remote team environment. • Stay current with industry trends and standards in risk management and property engineering.

• Lead large, handles complex analytics and reporting projects, delivering accurate, accessible, and repeatable business reporting and insights to stakeholders across all levels. • Possesses comprehensive knowledge in the business and data landscape, standardized reporting, experimentation, and analysis to support performance discussions across multiple channels. • Proactively help the business leverage data and insights to enhance our ability to inform on event management efforts and increase the efficacy of our approaches. Provide rhythm of the business analytics support, actionable insights, and recommendations to optimize and scale flagship events. • Apply a customer/stakeholder-oriented focus and user experience design best practices to ensure data analysis is easily consumable through visualization, presentation, and storytelling. • Working with technical team on technical requirements to enable data availability, data quality, transformations, and integrity for analytics and wider business self-service usage. • Execute data analysis using multiple data sets and sources. Lead discussions interpreting results and connecting them to relevant business context. Provide actionable recommendations to optimize business investments in a way that can be repeated and scaled as needed. • Define, build, and maintain performance metrics, dashboards, and analysis. Provide relevant information in an automated, self-service, and efficient manner to enable business optimization and tracking. • Provides coaching, and/or mentoring to other members of the group and act as a data analytics lead.

• Drive new logo acquisition; while working with existing customers to retain and expand our usage • Grow sales pipeline to meet or exceed the Company’s business plan, by bringing in new accounts, leveraging existing accounts and by building partnerships with key accounts to fortify the Company’s position to develop new business. • Consult with VP- and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered • Develop a contact network of GSI’s and channel partners to ensure our products/services can be sold broadly and effectively throughout the enterprise • Maintain an up to date sales pipeline, account information, and sales process in salesforce.com including call lists and account progress reports. • Develop and execute on an effective prospecting plan as part of the territory sales plan and demonstrate effectiveness in selling into the key accounts within the territory. • Work with other members of management to ensure that implementation and customer support is in place to support all new business and champion your customers’ implementations to ensure wild success • Work closely with and establish engagement between functional areas such as sales engineering, engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs • Execute on account plans to deliver maximum revenue within an assigned territory

• Understand prospect’s business and complex technical requirements and craft an overall solution vision demonstrating our fit and value from customer requirements. • Create innovative technology focused solutions of our software in a pre-sales environment. • Develop and deliver value-based demonstrations of our software and related applications, of both standard and customized product value. • Develop and present proof of concepts (POCs) to demonstrate product feasibility. • Manage sales follow-up, meetings, proposal and internal account planning through the sales cycle. • Bridge the gap between business needs and technical capabilities. • Collaborate with Sales Teams to discuss, strategy, pipeline and opportunities. • Drive the technical deal signoff process with Sales, Product Management and Engineering.