• Manage and drive direct sales engagements into the Federal verticals and strategic partners. • Your focus will be to create and implement strategic account plans focused on attaining enterprise-wide deployments of Fortinet products and services. • Develop executive relationships with key buyers and influencers and leverage these during the sales process. • Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. • Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships. • Generating Federal business opportunities and managing the sales process through to closure of the sale. • Generate a sales pipeline, qualifying opportunities, and accurately forecast pipeline. • Create and implement strategic cybersecurity solutions account plans. • Build and nurture executive relationships to propel successful sales processes. • Collaborate with internal teams to craft compelling proposals and negotiate terms with clients. • Achieve quarterly sales goals, consistently delivering on targets. • Play an integral role in new business pitches, foster long-term relationships, act as a catalyst in negotiating business terms to achieve Federal-wide deployments of Fortinet solutions and deliver meaningful results for all parties involved.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description The Account Manager II is responsible for managing and selling Renaissance Learning’s products and services within the assigned territory and achievement of revenue goals through: - Prospecting - New business - Customer renewals - Cross-sell and up-sell opportunities This position requires occasional travel for customer engagements, conferences, and other revenue-generating activities, ideally looking for candidates located in Birmingham, Mobile, or the Montgomery areas. This role has expected travel to customers of up to 60% during peak season and ideally needs someone located in Alabama. In this role as Account Manager II, you will be responsible for: - Managing Opportunities: Drive new business, cross/up-sell and renewal opportunities proactively by engaging multiple decision makers to ensure communication and agreement through the life of the opportunity and use internal and external networks to increase opportunity value. Grow assigned book of business to exceed revenue goals. - Consultative Solution Selling: Understand and sell solutions aligned to customers’ unique problems and strategic objectives. Lead across the account team, internal, and external partners to develop winning solutions bringing value for both the customer and Renaissance. - Closing Business: Understand and sell solutions aligned to customers’ unique problems and strategic objectives. Lead across the account team, internal, and external partners to develop winning solutions bringing value for both the customer and Renaissance. - K-12 Education Acuity: Possess a deep knowledge of the K-12 education space including public, private, and parochial schools. Strong understanding of K-12 districts and school administrative roles, funding, purchasing process, buying cycles, policies, practices, trends, and school board oversight. Know customer workflows, contacts, and how they integrate into decision-making processes. - Domain Expertise: Possess strong technical knowledge of common tools and trends in the ed tech space; staying current on probable future state policies, practices, and information affecting customer businesses. Know the competition and how strategies and tactics work in the marketplace. - Credibility: Build rapport based on factual accuracy, expertise across offerings, delivering on expectations and proactively providing market insights that inspire customers to think of Renaissance as a partner. Qualifications - 4+ years with prior experience in sales - Proficient in collaboration tools (e.g., Outlook, Microsoft Teams, etc.) - Familiarity with CRMs and other sales technology (e.g., Salesforce, MS Dynamics) - Knowledge of education customers, their organizational structures, and leadership personas - Excellent written and verbal communication skills, including presentation skills - Bonus Points: - Experience in education sales - Demonstrated capacity for resourcefulness and creative problem-solving Requirements - All your information will be kept confidential according to EEO guidelines. - Applicants must be authorized to work for any employer in the United States. We are unable to sponsor or take over sponsorship of an employment Visa at this time. Benefits - World Class Health Benefits: Medical, Prescription, Dental, Vision, Telehealth - Health Savings and Flexible Spending Accounts - 401(k) and Roth 401(k) with company match - Paid Vacation and Sick Time Off - 12 Paid Holidays - Parental Leave (20 total weeks with 14 weeks paid) & Milk Stork program - Tuition Reimbursement - Life & Disability Insurance - Well-being and Employee Assistance Programs

• End-to-End Partnership Management – Lead the full sales cycle from lead qualification through contracting and negotiations, ensuring smooth handoffs to Partner Success for implementation and ongoing account management. Regularly create and enhance CRM contacts, companies, and deals. • Implementation-to-Operations Liaison – Work closely with Partner Success, Provider Relations, Operations, and Clinical teams to ensure partnership implementations are fully integrated into Luna workflows and result in active visit generation. • Operational Alignment – Partner with internal teams to adapt onboarding, referral intake, and scheduling processes to meet each health system’s operational realities, ensuring no disruption in patient flow. • Executive Relationship Development – Cultivate and maintain relationships with C-suite and senior leaders across hospitals, physician groups, and payer organizations to reinforce strategic alignment and secure long-term growth. • Performance Tracking & Optimization – Monitor post-launch performance, reviewing referral and visit metrics, identifying barriers, and collaborating with Partner Success to address gaps quickly. • Strategic Sales Planning – Develop and execute market-specific sales and partnership strategies to achieve revenue and visit targets, adjusting as needed based on market feedback and healthcare trends. • Growth Campaign Execution – Coordinate with Marketing and Growth functions to launch co-branded campaigns and engagement initiatives with partner health systems. • Industry Expertise – Maintain a deep understanding of Luna’s solutions, the evolving healthcare delivery landscape, and value-based care trends to position Luna as a strategic ally for partners. • Team Leadership – Lead cross-functional, project-based teams to meet partnership goals, ensuring clarity of roles, milestones, and accountability across departments. • Market Presence – Represent Luna at industry conferences, partner meetings, and networking events to strengthen brand visibility and foster new business opportunities.

• Owning relationships with key schools helping them hire smarter and faster. • Leading school leaders through recruitment processes with a consultative approach. • Picking up the phone and building genuine relationships. • Collaborating closely with Sales, Ops, and our Tech team to make sure schools get the best possible experience. • Rolling up your sleeves and diving into whatever’s needed, this is a startup, so no two weeks look the same.