Role Description The Strategic Account Executive manages ongoing client relationships and service delivery for an assigned book of business. Acts as the client centric, client facing resource for assigned clients. Represents clients internally as advocate and coordinates with other functional areas within the company to implement client benefits, complete projects, and address service needs. May work closely with sales on prospective clients and RFP responses. The Strategic Account Executive is responsible for the up-selling of appropriate services to clients, renewal of existing contracts and retention of membership and client satisfaction. Must be self-directed and able to work in a less structured environment. Candidate will be able to hold him/herself accountable. Can be a resource, coach, and teacher to others. Must be able to assess and interpret customer needs and requirements and identify solutions and company capabilities. Can translate concepts into practice. Able to work on complex problems and issues and provide innovative and effective solutions that support both the client and the company's goals and objectives. You’ll enjoy the flexibility to work remotely from anywhere within the U.S. as you take on some tough challenges. This person is preferred to work in the Central or Eastern time zone. Primary Responsibilities: - Management of book of business - Secure renewal and upselling programs - Manage ongoing contract relationships and service delivery to clients for ten or more accounts - Act as outward-facing, dedicated resource for assigned accounts, typically with direct client contact (not call center) and partnership with brokers - Build relationships with employer/group clients (not individual members) and partners with Optum Rx CARES, Optum Rx Pharmacy Account Manager, and UMR Account Management team for overall and day-to-day service delivery - Represent client internally and coordinates with other functions to implement client systems, complete projects, and address ongoing service needs - Mentoring and training new Strategic Account Executives Qualifications - 4+ years of experience in PBM Client Relationship Management or Account Management - Experience with PBM client contract, compliance, negotiation and upsell - Experience partnering with PBM new client implementations - Experience presenting to senior level client leadership - Experience working with large national clients - Proven ability to prioritize and meet deadlines - Ability to travel up to 25% - Driver’s License and access to reliable transportation Requirements - Project Management Experience / Certification - Advanced understanding of PBM industry - Proven ability to work in self-motivated environment with limited supervision - Proven ability to demonstrate professionalism both with internal and external clients - Proven solid oral and written communication - Proven solid negotiation skills Benefits - Comprehensive benefits package - Incentive and recognition programs - Equity stock purchase - 401k contribution (all benefits are subject to eligibility requirements) Application Deadline This will be posted for a minimum of 2 business days or until a sufficient candidate pool has been collected. Job posting may come down early due to volume of applicants.

• Develop relationships at all levels across the partner to drive revenue growth • Gain a detailed understanding of the partner's business • Strong analytical skills to turn detailed data analysis into useful strategic insights • Enable partners to take full advantage of Sophos’ solution and services portfolio • Directly support partners to qualify and close complex customer deals • Own and manage the frequent joint business review and planning process • Collaborate to develop marketing plans with partners • Coordinate the involvement of Sophos staff to meet partner performance objectives • Drive high renewal rates by ensuring partners focus on renewals • Motivate and educate Partner sales and technical staff

• Build genuine customer partnerships. Run sales cycles end-to-end, while thinking far beyond the signature. • Navigate technical sales with credibility. Hold your own in a room full of engineers. Know when to go deep and when to pull in your SE. • Collaborate across the org. Partner tightly with your SE. Work with marketing to advance deals. Bring customer context to product and engineering with empathy for constraints. • Thrive in the early days. Build pipeline, create clarity from ambiguity, and put processes in place as you learn.

• Partner with the retirement wholesaling team, product, and implementation teams to provide support for pre- and post-sale activities. • Collaborate with external and internal wholesalers to enhance distribution through financial advisors, TPA’s, DCIO’s and other centers of influence. • Recognize trends, resolve systematic issues, and drive improvements. • Manage day-to-day activities of the wholesaling team including responding to RFP’s, being secondary for all inbound phone lines, email requests, and assisting in building territory sales strategies. • Act as a catalyst to drive sales growth and meet necessary sales targets for retirement sales. • Build, maintain, and enhance positive business relationships with financial advisors, serving as a resource for sales support for all territories. • Provide inbound and outbound telephone support, answering proposal, pricing and implementation questions; creating and following up on requests for information and proposals; and providing timely responses to problems encountered. • Document activity in contact management system. • Provide support to the wholesaling team by helping to conduct Zoom presentations and Client and Conference events, when appropriate. • Create, prioritize and guide teams strategy and roadmap for data analytics, CRM/Salesforce, and technology enhancements. • Represent sales leadership in cross-functional team meetings.