• Serve as the primary day-to-day point of contact for assigned client accounts • Build trusted relationships with key stakeholders • Oversee the planning and execution of integrated, multi-channel marketing programs • Coordinate cross-functional teams (data & analytics, strategy, operations, technology)

• Own a select book of business of key partnerships. • Build deep, trust-based relationships with key partner stakeholders. • Lead the strategy and project plan for account health and growth. • Ensure effective communication across stakeholders to ensure alignment and transparency. • Drive revenue retention and expansion through consultative selling, renewals, and upsell opportunities. • Collaborate with product, engineering, and marketing to deliver scalable solutions.

• Work jointly with external/internal engineers, product managers, customer experience, and account managers to assist in providing bug fixes and solutions as they arise with our products. • Work closely with internal Product Managers to coordinate bug fixes and enhancements while helping to guide the internal engineering teams to understand external partner limitations and issues as they crop up. • Maintain and build internal as well as customer-facing documentation (including but not limited to how-to and knowledge base articles). • Monitor FTK services on a fixed cadence to ensure our product is never in a state that renders it unusable to our partners and their customers.

• Lead, mentor, and coach a small team of Solutions Architects, providing them with guidance and technical oversight. • Mentor the team to elevate their technical sales capabilities, presentation skills, and solution design excellence for direct prospects, brokers, and clients. • Own complex or strategic sales cycles while modeling best-in-class technical discovery, demos, and solution design. • Lead by example on complex technical sales cycles. • Build a scheduling regime for demo coverage that supports demand and the Ideal Customer Profile (ICP). • Support revenue targets related to technical sales requirements and assist the team with hitting and exceeding quota. • Collaborate with Sales Enablement to create advanced technical sales collateral, assist in training new associates, and develop/roll out technical talk tracks for the sales team and Solutions Architects on the Benefits Administration and ALEX platforms. • Act as the Revenue team's primary technical expert, mastering our products, technical architecture, security requirements, customer needs, and the sales process. • Serve as a trusted technical advisor for Benefits Administration opportunities. • Lead technical information requests, design tailored product solutions, and provide in-depth product demonstrations. • Lead plan design analysis to insure product fit. • Build a deep understanding of our products’ integration capabilities, including APIs, file sharing, and Single Sign-On (SSO), and help customers understand their architecture and benefits. • Be quick on your feet, helping the sales team field questions and objections during the sales process, and helping customers understand how our architecture excels compared to the competition. • Assist with RFP content when technical expertise is necessary. • Collaborate with Marketing and Product to represent the voice of the market, informing the development of our integrated benefits suite. • Contribute to the sales strategy and technical planning for future products and initiatives. • Leverage your deep understanding of our customers’ technical and security landscapes to identify which customers are prime fits for pilots and new products and inform our product roadmap.