Available Locations include: Ontario, Canada About the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating revenue streams that help the company provide free service to millions in our community. What you'll do We are looking for a seasoned sales professional with proven expertise selling to Ontario Public Health and Government. The ideal candidate is based in Toronto and has a successful track record working with Ontariogovernment, procurement vehicles, strategic GSI's and Resellers. The candidate will possess both a sales and technical background that enables them to drive engagement at all levels with technical and non-technical buyers. As an Senior Named Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan as well as driving sales in a defined territory and/or account list to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services. Additional responsibilities will include: - Manage contract negotiations - Maintain a robust sales pipeline - Develop long-term strategic relationships with key accounts - Ensure customer satisfaction Examples of desirable skills, knowledge, and experience - A minimum 6 years of direct B2B experience selling security or networking products/solutions (cyber security, IaaS, PaaS, etc). - A minimum 3 years selling to Public Sector / Government accounts in Ontario - Experience managing longer, complex sales cycles - Deep understanding of computer networking and "how the internet works" - Aptitude for learning technical concepts/terms (technical background in network engineering or computer science is a plus) - Strong interpersonal communication (verbal and written) and organizational skills - Self-motivated; entrepreneurial spirit - Comfortable working in a fast-paced dynamic environment

• Cultivate relationships with executives in Business, Technology, Risk, and Compliance, elevating awareness of Sardine's brand and value proposition. • Conduct in-depth discovery sessions to comprehensively understand the challenges, initiatives, existing tech stack, and strategic priorities of potential clients. • Establish credibility, trust, and thought leadership in Digital Transformation, Digital Identity, Compliance, and Fraud domains. • Become an authority on Sardine's product offering, showcasing its composable nature and creatively providing solutions aligned with clients' business and technology challenges. • Manage end-to-end sales processes, collaborating with the Growth team and BDRs for targeted outbound strategies, qualifying sales opportunities, tailoring presentations and demos with the Solutions Engineering team, leading negotiations, and overseeing the contracting process to close deals successfully. • Collaborate cross-functionally within the Sardine team to provide market feedback from prospects and clients.

Role Description The Account Executive is accountable for expanding existing relationships and delivering high quality and efficient service to both internal and external clients through the proactive management of assigned enterprise client accounts of high complexity in our healthcare vertical. You will be responsible for building and maintaining strong relationships with key decision-makers, understanding the unique challenges of the healthcare industry, and providing innovative strategies to meet their needs. This role requires a deep understanding of how to service and consult on enterprise clients, exceptional financial acumen, and a commitment to delivering outstanding client service. How you'll make an impact - Consulting/ Strategy & Solution Delivery: - Acts as a client lead, helping to drive and execute strategic plans that will achieve our clients' goals. - Financial management of client accounts, presenting annual projections, renewals and discussing contribution strategies and collaborating with internal teams to put together and present on tailored reporting and analysis. - Oversee the implementation of and ensure seamless delivery of services and solutions with the support of our client management and data and analytics teams. - Driving Client Service Cycle (Strategy, Renewals, Open Enrollment). - Client Relationship Management: - Develop and maintain strong, long-term relationships with executives and other key stakeholders in enterprise healthcare organizations and is supported by day-to-day account management. - Act as a trusted advisor by understanding clients' business goals, challenges, and risk management needs. - Industry Expertise: - Stay informed about trends, regulations, and emerging risks in the healthcare industry. - Provide thought leadership and insights to clients, positioning Gallagher as a leader in the healthcare vertical. - Work closely with Gallagher’s regional and national teams to leverage resources and expertise. - Team Management: - Ability to manage internal team and project manage various workstreams to ensure timely execution of quality client deliverables. - May offer training, development, and/or supervision to lower-level staff. Qualifications - Bachelor's degree with 8+ years’ client service and/or claims management experience required. - Proficiency necessary in Microsoft office applications and in using technology as a tool to maximize productivity and quality. - Experience with Healthcare clients is a plus. - Appropriate licensing for Life & Health Insurance. Requirements - Successfully manages competing priorities. - Proficient in using technology as a tool to maximize productivity and quality. - Builds collaborative and mutually meaningful relationships with internal and external clients. - Comfortably engages others in a consultative dialogue. - Willing to go the "Extra Mile" to achieve results that benefit the client, the Branch and Gallagher. - Demonstrates composure, stamina, and resilience under pressure. - Ability to work collaboratively within a team as well as independently. Benefits - Medical/dental/vision plans, which start from day one! - Life and accident insurance. - 401(K) and Roth options. - Tax-advantaged accounts (HSA, FSA). - Educational expense reimbursement. - Paid parental leave. - Digital mental health services (Talkspace). - Flexible work hours (availability varies by office and job function). - Training programs. - Gallagher Thrive program – elevating your health through challenges, workshops and digital fitness programs for your overall wellbeing. - Charitable matching gift program. - And more...

• Thrive in a supportive but independent workplace with the opportunity to grow as our organization grows • Target new SLED customers through cold outreach and lead generation campaigns via phone calls and emails • Manage full sales cycle for State, Local Government and Education opportunities • Balance scheduling sales meetings with new clients on a weekly basis • Ensure all customers are on an active Keeper contract • Build and create a constant pipeline of prospect customers to scope • Act as a subject matter expert on all Keeper products, staying knowledgeable and up-to-date on changes, updates and new products • Participate in cold call and role play activities and shadow calls with colleagues • Develop relationships with prospect customer contacts across SLED accounts • Utilize additional sales resources to target and identify new public sector business opportunities • Leverage Salesforce.com database to accurately reflect pipeline and account activity • Facilitate the proposal review process for new business opportunities • Utilize cooperative contracts and purchasing vehicles to accelerate opportunities and support public sector procurement processes • Work with internal teams and partners to align sales efforts with SLED procurement requirements and contracting pathways • Ability to travel to and from customer meetings (locally and nationally) & rent and/or operate a vehicle on behalf of the company