• Own key accounts for some of the largest utilities in the Central & Eastern regions of the United States with high priority projects and EV programs • Develop new leads for prospective clients among major utilities and inform regional priorities • Own and grow relationships with utility leaders, including executives and team leaders focused on electric vehicles, distributed energy strategy, grid planning, and operations teams • Exercise indirect influence to keep projects moving in a timely and efficient manner • Drive scoping discussions with utilities to balance stakeholder needs, internally and externally, and close deals that achieve both scale and rapid execution • Work closely with policy counterparts on regulatory engagement (e.g. filings to active dockets with a public utility commission) to develop the market in target states across Central and Eastern regions of the United States • Craft formal project proposals, presentation slides, and other tools to enhance your sales activities • Negotiate term sheets and contracts through final signatures • Support project management to smoothly transition new contracts into implementation • Coordinate with fellow associates on sales process improvements, product development, regulatory and policy goals, and competitive landscape • Special projects and other duties as designated by your manager or assigned designee

• Research and identify federal and commercial business opportunities. • Track solicitations, RFIs, and RFPs using SAM.gov and GovWin. • Support proposal development, data collection, and document coordination. • Prepare capability statements, presentation decks, and marketing content. • Participate in strategic planning and pipeline meetings. • Assist in building relationships with teaming partners and subcontractors. • Support the creation of capture plans and proposal outlines.

• Maintain in-depth knowledge of real-world data and evidence and outcomes research best-practices • Actively prospect and leverage potential new business opportunities • Cultivate strong, long-term relationships with key decision-makers and develop deep knowledge of the customer organization • Actively network in the industry to establish relationships and to identify potential opportunities • Aggressively pursue awareness of competitive activities, positioning and pricing, which includes specific reasons for awards and non-awards • Continuously monitor status of leads and opportunities to ensure a pipeline of opportunities is maintained • Analyze potential opportunities and develop sales strategies for each customer account • Ensure an appropriate strategy/solution is proposed to the customer. Monitor actions and results against plans • Plan and coordinate all customer sales activities, including leading customer meetings, developing presentations, and writing proposals • Establish brand recognition; communicate with internal Project Managers to assess overall level of customer satisfaction and progress of projects • Handle follow-up related to the sale and drive completion of contractual documents • Utilize CRM to establish reports and dashboards to analyze business development and sales activities and track progress • Maintain high visibility within customer organization • Share best practices with other business development peers to promote successful sales behavior • Collaborate with others throughout the company to develop the necessary sales strategies where appropriate

• Conduct high-volume outbound outreach (calls, emails, social) to healthcare facilities and users. • Educate prospective ambulatory care partners and suppliers about the value of Parachute’s digital ordering platform. • Qualify leads and schedule discovery meetings for Account Executives to drive expansion and integration. • Identify integration potential and articulate how Parachute fits into clinical workflows to reduce delays and improve patient care. • Build and maintain a healthy pipeline of prospects in HubSpot, with detailed tracking of engagement and progress. • Follow up on marketing campaigns, webinar attendees, and inbound leads to uncover interest and drive action. • Become a subject matter expert on how digital connectivity improves operations for both suppliers and ordering clinicians.