• Discovering, developing and maintaining benefits brokerage relationships that result in ongoing sales and retention of Guardian's Group Benefit products • Market, position, and sell Guardian’s entire Group Benefits portfolio products and technology solutions to designated brokers • Support the general wellbeing of the broker and client relationship • Understand territory dynamics to build, develop and maintain broker relationships • Accountable for consistently achieving or exceeding personal sales production expectations • Collaborate with cross-functional teams to examine market trends • Act as a market leader, sharing thought leadership, and maintaining strong community relationships • Identify, recommend, and champion process improvements and organizational initiatives • Achieve required industry licensing within 90 days of date of hire and maintain license through completing Continuing Education requirements

• Execute a broker‑focused go‑to‑market strategy and sales process targeting Advanced Markets and NQDC distribution partners • Develop account plans for high‑value brokers, consultants, and strategic prospects • Conduct proactive, outbound outreach — including cold calls, email sequences, and event‑based networking — to generate new opportunities • Research broker firms, market trends, and client needs to identify whitespace and position Andesa’s solutions effectively • Establish strong relationships with key decision‑makers and influencers across target firms • Lead prospects through the full sales cycle: discovery, solution alignment, demos, proposals, contracting, and handoff to implementation • Build and manage a pipeline of broker relationships, driving new business and expanding existing partnerships. • Educate brokers and their plan sponsor clients on our administration capabilities for nonqualified deferred compensation (NQDC) plans, executive benefits, COLI/BOLI-funded arrangements, and related solutions. • Tackle technical validation or software demonstrations of Andesa’s platforms and articulating how they modernize operations in Advanced Markets and unlock value for brokers • Partner with internal teams to scope solutions, tailor demos, develop pricing strategies, and deliver compelling proposals • Own RFP/RFI responses, coordinating cross‑functional contributors to deliver complete and timely submissions • Identify opportunities to expand Andesa’s presence within broker networks and adjacent markets • Provide market intelligence to Product and leadership teams to inform roadmap priorities and platform enhancements • Represent Andesa at industry events, conferences, and broker‑focused forums • Collaborate with Marketing and Customer Success to ensure alignment across the broker channel • Meet or exceed established sales quotas and activity targets • Develop and refine pricing strategies across markets and product types • Maintain accurate pipeline data, forecasting, and activity tracking within the CRM

• Promote the sale of high-end ultrasound imaging equipment, accessories, and service to Women’s Health imaging centers, Hospitals, OB/Gyn offices and Maternal Fetal Medicine centers • Prepare and present detailed technical proposals including on-site product demonstrations (sometimes in the presence of patients and patient family members) and implement a customer needs plan to assure potential sale is feasible within cost, time and environment constraints • Drive sales in a hospital, physician office, or imaging center and achieve quarterly and annual sales goals for assigned and acquired products as required • Call on physicians, imaging center directors, materials management, hospital administrators, and clinical directors to create awareness of the company's products

• Own SQLs passed from the BDR team and drive them through the full sales cycle to close. • Build and execute account plans — identifying upsell, cross-sell, and new pipeline opportunities within your book of business, and designing targeted outreach scenarios in collaboration with the SDR/BDR team. • Execute full-cycle sales — from initial discovery through to negotiation, closing, and post-close handover. • Build and maintain strong relationships with key stakeholders, including technical leads and business decision-makers. • Manage CRM (pipeline, forecasting, account records) accurately and consistently. • Develop a solid understanding of Soracom's platform to establish technical credibility in customer conversations, articulate value clearly, and connect customer challenges to the right internal resources — escalating to Solutions Architects when deeper technical expertise is needed. • Collaborate closely with internal teams (Marketing, Legal, Business Development) to drive deals forward and ensure a seamless customer experience. • Gather customer insights and share feedback with Product and Go-to-Market teams. • Represent Soracom at industry events, exhibitions, and conferences as needed.