• Achievement of defined business segment bookings, revenue, and margin targets. • Development and execution of a business plan and sales strategies that aligns with the overall business strategy. • Develop and grow key customer relationships with target accounts. • Maintain a high level of product and market knowledge. • Participate in cross functional teams that support all customer-facing roles within the assigned territory. • Broker and negotiate complex contracts in large national and regional payer accounts. • Drive direct client sales focused on net new logos as an expert prospector, routinely establishing contacts, gaining referrals and booking appointments with target accounts. • Sell to senior leaders and C-level executives at National and Regional Health Plans • Manage and prepare sales support for key prospect meetings (both onsite and via telephone) • Full accountability for pursuing and completing RFI/RFPs • Contract review and management (MSA, SOW, SLAs) • Provide meeting and trade show support as required, including scheduling required executive meetings at and attend key industry trade events (e.g., AHIP, RISE, Risk Adjustment Summits, Blues Summit)

• Achievement of defined business segment bookings, revenue, and margin targets. • Development and execution of a business plan and sales strategies that align with the overall business strategy. • Develop and manage a growing team of sales professionals. • Develop and grow key customer relationships with target accounts. • Maintain a high level of product and market knowledge. • Participate in cross functional teams that support all customer-facing roles within the assigned geographic region. • Broker and negotiate complex contracts in large national and regional payer accounts. • Sell to senior leaders and C-level executives at National and Regional Health Plans • Manage and prepare sales support for key prospect meetings (both onsite and via telephone) • Full accountability for pursuing and completing RFI/RFPs • Contract review and management (MSA, SOW, SLAs) • Provide meeting and trade show support as required, including scheduling required executive meetings at and attend key industry trade events (e.g., AHIP, RISE, Risk Adjustment Summits, Blues Summit)

• Driving sales at strategic named accounts and attaining quarterly and annual quotas. • Develop sales strategy and plans for assigned account groups. Our Directors carry a $1M - $2M roll-up quota per Strategic AE. • Exhibiting ethical and effective leadership. You are not only strategic but a great mentor and coach. • Building, growing, and maintaining a high-performance team of Account Executives. Our RVPs know how to select the best talent and set them up for success. • Build a prospecting strategy for new sales opportunities; build short-term and long-term plans to support an adequate forecast and achieve quota. Our Directors will be responsible for driving 30% net new logo business wins and 70% expansion of accounts to hit quota. • Engage and provide sales consulting to Executives and senior business leaders to influence investment in the Rescale technology. While you will have a 2:1 resource ratio to our pre-sales engineers, we deeply educate our Sales teams so that they can have technical conversations with all customer points of contact. • Build strong and effective relationships with key Partners and internal Rescale teams. Coordinate activities with other organizations within the company and key Partners required to execute the sales strategy. Entrepreneurial self-starters flourish here.

• Apply a solution selling approach to customized multi-product/multi-vendor solutions (hardware, software, and services). • Employ a Growth Mindset to maintain expert level knowledge of current and competitive telematics solutions. • Act as a Trusted Partner to customers, partners and colleagues. • Manage a pipeline of opportunities that lead to regular exceeding of monthly quotas. • Manage relationships with existing clients to assist with reorders, upsells, and renewals. • Manage customer contract negotiations with the support of management, finance, legal and other teams. • Develop and maintain a large pipeline of new and existing opportunities using Salesforce.