• Lead, coach, and inspire a team of PEO Account Executives to achieve and exceed performance goals • Drive revenue growth by ensuring the team consistently meets or surpasses quota targets and maintains a healthy, predictable pipeline • Support professional development through regular 1:1s, training, role plays, and strategy sessions that help team members strengthen skills and advance their careers • Act as a player-coach by joining demos and supporting key opportunities to model effective sales practices and stay closely connected to customer needs • Build and evolve a scalable, efficient sales motion for one of Deel’s fastest-growing product lines • Provide clarity and direction through shifting priorities by communicating the “why” behind strategies and executing with urgency and alignment

• Lead the operational execution of the Solution Architecture function, ensuring high‑quality feasibility assessments and solution designs. • Execute and oversee presale feasibility analyses, including: • Running RWD cohort counts across internal and external data sources. • Translating clinical and business criteria into computable logic. • Validating feasibility outputs and communicating methodological considerations. • Apply deep expertise in healthcare data (claims, EHR, registry, lab, specialty, linked datasets) and analytic methods to design scalable, high‑value customer solutions. • Co‑sell alongside Sales by: • Engaging directly with prospects to understand scientific, clinical, and business needs. • Translating those needs into technically feasible solution constructs. • Articulating Inovalon’s unique value propositions and data differentiation. • Supporting value‑based storytelling through feasibility insights and technical demonstrations. • Serve as the primary technical advisor during presale engagements, ensuring solution designs are feasible and aligned with platform capabilities. • Collaborate with subject matter experts, data scientists, engineers, and product leaders to architect custom solutions. • Develop technical proposals, feasibility summaries, solution design documents, and customer‑facing presentations. • Provide post‑sale technical guidance to ensure continuity between presale design and delivery. • Lead, mentor, and grow the Solution Architecture team; support hiring, training, and development. • Contribute to process improvements, documentation standards, and best practices for feasibility and solution design. • Represent Inovalon externally with data partners and collaborators as needed. • Maintain compliance with Inovalon policies, confidentiality requirements, and HIPAA standards.

• Own the full pre-sales technical experience for SLED and enterprise accounts—guiding prospects through evaluation, product demos, architecture design, and proof-of-concept stages • Collaborate closely with Account Executives and Sales Leadership to drive public sector growth and align technical value to agency and institutional goals • Partner with onboarding and Customer Success teams to accelerate time-to-value and ensure long-term adoption across large, distributed public environments • Support the review and alignment of technical content within RFPs and RFIs, providing subject matter expertise and compliance insight, without owning full proposal management • Serve as a strategic voice between Sales and Product—surfacing SLED-specific feedback, identifying feature gaps, and influencing roadmap direction • Build and maintain reusable technical assets including lab environments, demo flows, battlecards, and scripts to support a scalable AE-to-SE model • Represent NinjaOne at government and education-focused events, conferences, and customer forums • Help shape the future of the Enterprise SE function as a founding member of the team, contributing to playbooks, processes, and cross-functional alignment

• Exhibit Strong Communication Skills: You will influence decisions through effective presentations, demos, and workshops, showcasing your strong communication skills. • Understand the Customer’s Journey: You will guide customers through their buying journey aligned to their strategic priorities, recommending solutions that meet their critical business outcomes. • Prove Business Value: You will demonstrate the business value of BeyondTrust solutions in solving the customer’s business problems and driving their target outcomes during POCs. • Drive Expansion and Adoption: Develop technical relationships and create BeyondTrust champions with existing customers through Quarterly Technical Reviews. • Partner with Cross-Functional Teams: You will collaborate with teams such as Solutions Architecture, Customer Success, Professional Services, Product Management, and Engineering to ensure success throughout the customer journey. • Maintain Technology Expertise: You will establish and maintain a deep understanding of the BeyondTrust portfolio, the partner ecosystem, and the competitive landscape. • Industry Awareness: Stay current with industry trends, emerging technologies, and security threats. Continuously expand knowledge to provide thought leadership.