• Follow our proven sales process and lead opportunities from first conversation through closing. • Own a named account list and prospect consistently to build new pipeline. • Conduct deep discovery to uncover priorities, motivations for change, and decision criteria. • Identify and engage multiple stakeholders through strong multi-threading. • Partner closely with Product Specialists to lead compelling demos, workshops, and trials. • Prepare and deliver high-impact demos and proposal presentations. • Maintain exceptional Salesforce hygiene and ensure pipeline and forecasts are accurate at all times. • Build urgency and maintain strong deal momentum across long, complex sales cycles. • Travel to trade shows, industry events, and onsite meetings with key prospects.

• Build and nurture relationships with new and existing Federal partners, customers, and stakeholders • Identify, qualify, and execute opportunities to expand MixMode into new government branches and sectors • Own customer relationships from first contact to contract award • Coordinate with fellow team members (solutions, contracting, product, program management) to deliver exceptional support to prospective customers • Build and track sales metrics within our customer relationship management system to enhance company forecasting capabilities • Execute a consultative sales process that aligns the value of our software product with the needs of an organization • Serve as a player/coach with future people management opportunities as the MixMode sales team scales • Support solutions and contracting team with proposal and presentation material creation

Role Description The Senior Employee Benefits Account Executive is accountable for expanding existing relationships and delivering high quality and efficient service to both internal and external clients through the day-to-day account management of an assigned group of client accounts of moderate to high complexity. - Contributes to key business outcomes such as revenue growth, client retention, and client satisfaction. - Enhances AJG's value to clients and prospects, achieving operating/margin targets. - Fosters a culture of performance and continuous improvement. - Supports the business priorities of Branch Managers, production team members, and the client service function. - Independently manages accounts of increasing complexity. - Grows revenue by counseling clients on additional business opportunities via cross-selling & up-selling. - Drives Client Service Cycle and delivers high quality client service consistent with the agency's operational standards. - Achieves operational productivity and performance metrics consistently. - Builds relationships with existing clients by providing exceptional ongoing customer care. - Seeks referrals from current client base to solicit new business prospects. - Secures existing business and actively drives the sale of additional services. - Acts as a strategic relationship manager and client liaison. - Provides oversight in the sale of products/services by enhancing sales or services to prospects and existing accounts. - May offer training, development, and/or supervision to lower-level staff. - Develops and maintains strong personal relationships with appropriate insurance carrier personnel. - Proficient in enrollment and program guidelines; can negotiate with providers as needed. - Fluent in the client’s industry and current events that can modify the coverages needed. - Reviews changes in carrier offerings and policies and relays information to the larger service team. - Facilitates and collaborates with account team on the agency’s renewal strategy. - Provides clients with tailored benefits programs and reviews methods of handling risks. - Identifies and explains gaps in program. - Works with the producer to write new business. - Educates clients concerning the regulatory environment and assists clients with compliance issues as necessary. Qualifications - Bachelor's degree with 7+ years client service and/or claims management experience. - Must hold appropriate licensing as required and be able to travel up to 50% of the time. - Proficiency in Microsoft Office applications and in using technology to maximize productivity and quality. - Previous experience in managing client relationships is essential. - Strong written and verbal communication skills. Requirements - Insurance knowledge preferred. - Self-funding experience preferred but not required. Behaviors - Willing to go the "Extra Mile" to achieve results that benefit the client, the Branch, and Gallagher. - Ability to develop professional relationships with internal and external stakeholders. - Demonstrates composure, stamina, and resilience under pressure. - Ability to work collaboratively within a team as well as independently.

• Leverage sales experience to strategically build relationships. • Proactively cold call AV Integrators to educate on Daktronics products. • Develop strategy to onboard target integrators. • Collaborate with AV Sales team to gather market intelligence and effective strategies. • Understand project and customer needs, organizing appropriate sales and support teams. • Develop and present dynamic presentations in various settings. • Plan, prioritize, and document sales activities. • Daily use of Salesforce to manage accounts, sales opportunities, leads, and all customer management functions.