• Build, grow, and own a portfolio of client relationships, driving long-term revenue and partnership value. • Identify and convert new opportunities within existing and new accounts. • Partner with Delivery and Technical Leads to ensure projects align with client goals and deliver tangible business results. • Be the voice of the client inside Lateral translating their commercial objectives into clear internal focus. • Develop and execute account strategies: mapping stakeholders, anticipating needs, and expanding our footprint through trust and results. • Stay close to delivery without being in it: you’ll track satisfaction, renewals, and the health of the partnership, ensuring we keep raising the bar.

• Develop and execute SLED-focused go-to-market plans for assigned vendors, aligning with Climb’s public sector priorities. • Build bottom-up business plans using market and performance data to define opportunity size, penetration strategy, and revenue targets. • Advise on procurement nuances, reseller dynamics, and channel best practices while delivering actionable insights and competitive assessments. • Serve as the primary SLED liaison for strategic vendor partners, representing SLED in executive meetings, QBRs, and planning sessions. • Partner with sales, vendor management, marketing, operations, and finance to ensure seamless execution of GTM initiatives. • Coordinate reseller engagement activities, trainings, and promotional programs to drive adoption and growth. • Set goals, track KPIs, and report on GTM performance to inform strategic decisions.

• Strategic market development & lead qualification • Identification and prioritization of strategic hospital and outpatient medical center (MVZ) accounts based on market potential, digitization level and decision-making structures • Proactive outreach and qualification of C‑level stakeholders (board, executive management, commercial leadership) • Consulting & solution design • Conducting in‑depth discovery conversations to understand digital challenges and clinical processes • Developing clear value stories and ROI arguments for diverse stakeholder groups • Full ownership of the sales cycle (Lead → Won) • Planning, managing and documenting all sales activities including forecasting, pipeline management and decision analysis • Ensuring structured multi‑stakeholder buy‑in and navigating complex decision paths within hospital networks and operator companies • Contract negotiation and closing in close collaboration with Operations and Customer Success • Market positioning & stakeholder influence • Building long‑term executive relationships and positioning medflex as a strategic digitalization partner • Representing medflex at professional congresses, industry events and committees to increase visibility in relevant networks • Feeding strategic market and customer requirements back to Product & Management

• Act as the initial point of contact for clients, carriers, and others on the Client Service Team. • Guiding and mentoring Benefit Analysts throughout the process. • Keeping clients in compliance with required documentation and reporting. • Analyzing utilization reports and claims data. • Explaining client needs and recommendations. • Preparing and reviewing RFPs for marketing coverage. • Collaborating with carrier representatives for smooth implementation. • Conducting employee open enrollment meetings.