• Exceed revenue quota goals on a quarterly and yearly basis. • Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions. • Develop business plans aligned to your assigned territory. • Strategically engage with customers and business partners to maintain high-level customer service. • Collaborate with marketing to develop and execute marketing plans through/with partners and end users. • Pursue all leads supplied and ensure internal systems are updated. • Lead technical resources to demonstrate SailPoint's advantages. • Follow-up with customers and partners post-sale to ensure ongoing coverage, including new sales opportunities. • Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and closing process. • Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors. • Navigate and manage discussions across all levels of a customer’s organization.

• Ensure an excellent prospect experience, embodying MEDDPICC - ‘Being the Demo’ • Consistently execute PG activity, ensuring a qualified pipeline from both an inbound and outbound perspective • Contribute to the continuous leveling up for both our internal CSTMR team and our customers • Collaborate with colleagues to ensure customers are getting the most value out of their MEDDICC Membership • Be the 'voice of the prospect/customer' and feedback into the organization, infusing the ability to prioritize initiatives internally • Raising the bar within our winning culture through cross-functional collaboration • Define and execute quarterly plans to (over)achieve revenue goals • Being a stakeholder in the utilization and feedback flow, informing the development of our products, such as mOS (MEDDICC Operating System) , our SaaS platform EaaS (Enablement as a Service) , our enablement products and services MEDDICC Measure, our customer performance tools, including the MEDDICC Maturity Model

• Establish and maintain an ongoing relationship with key group decision-makers and brokers, and third-party administrators, as well as their support staff, in order to retain existing business and develop new business. • Coordinates activities with Group Services and other Administrative Departments (if applicable) to ensure that customers receive service which meets or exceeds their expectations and all predetermined standards. • Service new and existing clients. • Coordinate the development of proposals as necessary. • Coordinate and/or conduct open enrollment meetings for existing and new accounts as necessary. • Become familiar with competitive information and trends within the employee benefits industry. • Collect such information and make it available to the appropriate Dominion personnel. • Track all activities through corporate sales system(s) and submit all reports on a timely basis. • Attends and participates in sales meetings. • Must adopt and be proficient in CRM Systems (Salesforce).

• Develop a sound understanding of the relevant product and disease area to facilitate detailed discussions with medical professionals • Facilitate account management skills (account planning, field resource coordination; close, support customer education and promotion needs, reporting) • Demonstrate effectiveness working independently and in team environments • Establish phone presence; commanding & disarming, ability to create rapport, network, build, and maintain productive business relationships • Adhere to new therapeutic areas and channels of business and adapt to organizational change • Leverage and use customer networks, resources and tools via phone/web to expand connectivity, reach and interest across stakeholders • Identify, prioritize and drive opportunities to create access, policy, programs and processes that drive product demand • Engage targeted healthcare professionals in in-depth informational/promotional communications in accordance with policies and procedures set by the client • Verify and complete required data entry including details of the target’s responses, notes and any follow through actions in accordance with policies and procedures set by the client • Profile and manage targeted list of healthcare professionals and provide value-added benefits to grow product volume • Maintain call productivity and metrics that are required by the supplier and the client • Manage daily sales call activity to optimize time and maximize the achievement of sales and market share objectives • Listen and respond appropriately to customer needs and questions, thereby ensuring acceptance of, or agreement with a “call plan” objective • Maintain the required product expertise including competitive product knowledge • Demonstrate thorough knowledge of the Client’s products and ensure clear, concise and accurate communication of product information with target audiences using proper medical terminology • Successfully complete the Client’s product training (self-study, testing, field work and classroom training at the Client’s site or electronically) and meet training expectations set by the Client in order to proceed to servicing the Client’s customers within the parameters of the program • Create and maintain a positive impression with the Client and the Client’s customers • Execute sales strategies in compliance with Federal Healthcare Program requirements, FDA’s promotional regulations, and Client policy • Must safeguard patient privacy and confidentiality by following the guidelines set forth in the Privacy and Security Rules of the Health Insurance Portability and Accountability Act (HIPAA)