• Exceed revenue quota goals on a quarterly and yearly basis • Address unique inquiries by providing accurate information and tailored solutions • Develop business plans aligning to assigned territory • Strategically engage with customers and partners to maintain high service levels • Collaborate with marketing for execution of marketing plans • Pursue all leads and ensure system updates • Lead technical resources to demonstrate SailPoint's advantages to customers • Own aspects of the sales cycle including qualifying, presentations, negotiations, and closing

• 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).