• Lead Strategic Revenue Growth: Own and exceed annual targets for net-new revenue by penetrating a defined list of strategic, high-value SLED prospect and customer accounts. • Drive Complex Land-and-Expand: Strategically win large-scale, initial identity security deals that pave the way for broad, multi-year platform adoption and account expansion. • Serve as a Thought Leader: Partner with C-level and IT executive decision-makers to consult on complex identity and access management (IAM) and cybersecurity roadmaps. • Develop Advanced Outbound Strategy: Create and execute proactive, data-driven engagement plans tailored to reach and influence key technology and security leaders within public sector agencies. • Manage End-to-End Sales Cycle: Efficiently navigate and manage the full sales lifecycle, including RFI/RFP responses, complex contract negotiations, and final close. • Collaborate Cross-functionally: Quarterback your team including Solutions Engineers, Customer Success Managers, and Product Experts to deliver tailored, high-value identity security solutions.

• Develop and implement comprehensive sales strategies to expand and manage a portfolio of business, with the objective of driving profitable growth. • Own assigned territory, including business development, leveraging performance metrics to create annual plans and manage territorial performance. • Conduct in-depth agency diagnostics to assess performance and identify growth opportunities. • Facilitate agency appointments and build long-term relationships through office visits (both in person and virtual). • Prospect, onboard and set performance goals for new agencies, while providing training and support. • May pre-qualify accounts as needed. • Influence agency partners through effective communication and negotiation skills. • Collaborate with internal teams, such as Product and Underwriting to ensure alignment of sales strategies with business objectives. • Understand Travelers Enterprise focus and seize opportunities to cross-sell Travelers products by discussing with business partners in other lines. • May identify book transfer opportunities. • Develop knowledge of competitor products and capabilities and local market trends. • Utilize advanced data and analytics for sales decisions and performance measurement, leveraging extensive knowledge of Travelers' systems and platforms to support the sales process. • Leverage AI technologies to optimize industry processes, enhance decision-making, and drive innovation, while continuously learning and adapting to emerging AI trends and tools. • Perform other duties as assigned.

• Owner, Builder, Closer • Build the Region: Act as a "market founder." • Full-Stack Sales: Own the entire lifecycle from hunting upsell and cross-sell opportunities. • Engineer ROI: Move beyond "features" and analyze solutions that solve business problems. • Cultivate Local Champions: Build high-trust, multi-level relationships that turn customers into long-term advocates. • Drive the Feedback Loop: Synthesize market feedback to help adapt our product and messaging for regional dominance.

• Developing and managing a portfolio of business within the correspondent sales channel • Partnering with clients and internal teammates to provide innovative solutions • Reporting to the VP, Correspondent Sales • Responsible for the conveyance of the PHH Mortgage/Correspondent Lending value proposition • Demonstrates sales skills and product knowledge for effective partnerships • Develop and execute annual business plan in conjunction with VP, Sales • Manage client and prospect relationships to maximize opportunities and optimize market share • Develops a database of qualified leads through various means • Responsible for sourcing and developing client relationships and referrals • Maintain accurate records of all sales and prospecting activities