• Manage and grow a portfolio of active ISV and tech partners, serving as their primary point of contact at AirOps • Drive co-sell motion end-to-end: joint pipeline sourcing, deal registration, AE intros, and closed revenue attribution • Own co-marketing execution with partners: joint landing pages, launches, webinars, and events that generate qualified leads for both sides • Coordinate product integration work between partner teams and AirOps engineering, keeping roadmaps and commitments on track • Build and maintain partner enablement materials so partner sales teams can confidently position AirOps • Track and report on partner-sourced and partner-influenced pipeline; use data to prioritize where to focus • Identify expansion opportunities within existing partner relationships (new use cases, deeper integrations, marketplace listings)

• Responsible for the client relationship of accounts that deliver $1 - $2 M annually • Responsible for achieving revenue goals for accounts and coordinating opportunity activities/initiatives • Accountable for identifying and managing the sales cycle for growth opportunities • Responsible for managing account forecasting, scoping/billing and revenue recognition • Collaborates with the Client Engagement team to identify and escalate red flags for current projects and ongoing work • Assists with gathering information for marketing proposals and other decks presented internally and externally

• Support Account Managers to ensure an effectively communicated, coordinated and focused sales effort against key commercial priorities • Negotiate with applicable account representatives, to build and maintain favorable and effective relationships with customers • Provide support for all activities necessary to managing the customer relationship effectively including trade funds, invoicing and claims queries, relevant sales promotions, merchandising, shelf management and national sales programs etc.

• Focus on growing and maintaining existing business-to-business accounts by directly selling insurance products and services to public school districts. • Consult with current customers to provide value and meet financial needs. • Build strong relationships with customers and association executives. • Develop customized needs-based employee benefits packages through annual benefit enrollments, group presentations, and new account development opportunities. • Defined Territory – Each Account Representative is assigned a territory to manage and develop new accounts.