• Define and execute the go-to-market strategy for enterprise and strategic accounts • Establish market presence and thought leadership within the benefits consulting, health plan, and employer communities • Build executive relationships with Chief Human Resources Officers, Chief Financial Officers, Benefits Directors, and Total Rewards leaders • Shape product evolution by bringing market intelligence and strategic client feedback to our innovation roadmap • Create referenceable success stories that establish our platform as the category leader in preventive health solutions • Architect and execute a comprehensive enterprise growth strategy targeting Fortune 1000 companies, mid-market employers (500+ employees), large health systems, and national benefits consulting firms • Identify and prioritize high-value market segments based on industry vertical, geographic concentration, benefits philosophy, and strategic fit • Build and leverage relationships with top-tier benefits consulting firms (Mercer, Aon, WTW, Gallagher, Hub, etc.) to establish channel partnerships and drive referral networks • Develop thought leadership positioning through speaking engagements, white papers, industry conference participation, and media engagement • Serve as the external face of the organization within the preventive health and benefits innovation ecosystem • Cultivate C-suite and senior executive relationships with decision-makers and influencers across HR, Finance, Operations, and Risk Management • Navigate complex, multi-stakeholder buying processes involving benefits committees, finance teams, legal/compliance, wellness committees, and executive leadership • Conduct executive-level consultations that position preventive health as a strategic imperative aligned with organizational objectives (cost containment, talent strategy, ESG/wellness commitments, productivity enhancement) • Build trust-based advisory relationships that position you as a strategic partner, not a vendor • Leverage industry credibility and professional network to accelerate market entry and relationship development • Lead comprehensive needs assessments to understand each organization's unique challenges, population health profile, benefits philosophy, and financial objectives • Design customized preventive health solutions incorporating clinical programming, engagement strategies, incentive design, communications planning, and measurement frameworks • Develop compelling business cases quantifying ROI through claims cost reduction, productivity gains, absenteeism/presenteeism improvement, and risk mitigation • Collaborate with clinical, operations, and customer success teams to ensure solution feasibility and exceptional implementation quality • Present to Boards, Executive Committees, and Benefits Committees with data-driven recommendations and strategic rationale • Manage complex, extended sales cycles (typically 6-18 months for enterprise accounts) with multiple touchpoints, stakeholders, and decision gates • Lead contract negotiations balancing client needs, competitive positioning, and company financial objectives • Coordinate cross-functional teams (legal, finance, clinical, operations, technology) to support deal closure and client onboarding • Maintain ongoing strategic relationships with key accounts to identify expansion opportunities, ensure satisfaction, and generate referrals and case studies • Serve as executive sponsor for strategic accounts during implementation and first year of partnership • Monitor healthcare policy developments, regulatory changes, market trends, and competitive dynamics affecting preventive health and employer benefits • Provide strategic input to product development, pricing strategy, and go-to-market positioning based on market feedback and competitive intelligence • Identify emerging opportunities in adjacent markets (health plans, provider organizations, public sector, international expansion) • Contribute to strategic planning, market positioning, and long-term growth initiatives at the executive level • Achieve annual partnership and revenue targets aligned with company growth objectives • Build and maintain a robust pipeline of qualified opportunities using disciplined opportunity management and forecasting practices • Mentor and collaborate with junior business development team members (as organization scales) • Model best practices in consultative selling, executive engagement, and strategic partnership development • Represent the organization with professionalism, integrity, and strategic acumen in all market interactions

• The Sales Manager is responsible for managing the assigned customers' focus on UPS and the data center market, including meeting or exceeding budgets and growth targets, ensuring the team works together synergistically to achieve the total regional goals and objectives. • Create new accounts and manage existing accounts in the data center and power backup industry and provide solutions to meet customers’ specifications and applications. • Familiar with critical power systems including UPS, PDU, STS, Busway, and/or switchgear in Data Center. • Create new and manage existing channel partners to ensure sales increase. • Familiar with CRM and sales process, report on the status of accounts and transactions. • Coordinate with the customers’ and Delta’s engineering team. • Promote products and increase revenue to meet the budget. • Provide customer assistance on applications, specifications, and quality matters. • Support market analysis on new products, new markets, and developments in the industry. • Supports the Company and product promotions at exhibitions.

• Responsible for generating new orders by selling Azuria’s portfolio of I&I-focused engineering and construction services to municipal, utility, and industrial clients. • Accountable for adding new clients and leveraging existing relationships to grow work specifically related to identifying, prioritizing, and correcting I&I and its detrimental impacts on wastewater collection systems and treatment facilities. • Achieve sales quotas through effective management of defined territories, key accounts, and I&I programs, working closely with operations and engineering to develop ongoing, profitable relationships while maintaining a professional image of Azuria. • Define and execute territory and account-level sales strategies focused on I&I reduction projects, including assessment, design, and rehabilitation work (CCTV, flow monitoring, CIPP lining, chemical grouting, manhole rehabilitation, lateral rehab, and related construction services). • Proactively generate and qualify I&I-related opportunities by targeting communities and utilities experiencing capacity constraints, SSOs, regulatory pressure, or elevated treatment and pumping costs due to excess clear water in their systems. • Perform structured account planning to identify, develop, and close I&I-driven engineering and construction programs, including multi-year wet weather, capacity, or consent decree–driven initiatives. • Build and maintain strong relationships with consulting engineers, municipal decision-makers, utility managers, and industrial clients to position Insituform as a trusted partner for I&I investigation and rehabilitation. • Collaborate with internal engineering, project management, and operations teams to shape technical solutions that address specific I&I defects such as defective joints, cracked pipes, leaking laterals, and manhole inflow sources. • Conduct customer meetings and technical presentations that clearly communicate the operational, financial, and regulatory impacts of I&I and the value of Insituform’s trenchless rehabilitation and sealing technologies. • Prepare proposals and recommend contract prices for I&I studies and construction projects; execute bid strategy, provide input into estimating, optimize pricing, and help assemble project teams (consultants, subcontractors, internal resources) to win and deliver profitable work. • Develop and maintain opportunity pipelines and sales forecasts specifically for I&I-related work, ensuring all activities and opportunities are current in the CRM system. • Gather and communicate market intelligence on I&I program funding, regulatory drivers, competing technologies, and local procurement practices, and respond to competitive analyses. • Provide input into the development of marketing content, case studies, and educational materials focused on the causes, risks, and solutions for I&I. • Support internal budgeting and forecasting by tracking booked I&I projects, backlog, and revenue projections, and by providing periodic variance analysis against plan for the I&I solutions portfolio. • Develop, review, and refine key performance indicators and dashboards that track I&I program wins, average project size, conversion rates from study to construction, and penetration of target accounts. • Perform other duties as assigned.

• Responsible for generating new orders by selling Azuria’s portfolio of I&I-focused engineering and construction services to municipal, utility, and industrial clients • Accountable for adding new clients and leveraging existing relationships to grow work related to identifying, prioritizing, and correcting I&I impacts on wastewater collection systems and treatment facilities • Achieve sales quotas through effective management of defined territories, key accounts, and I&I programs • Work closely with operations and engineering to develop ongoing, profitable relationships while maintaining a professional image of Azuria • Define and execute territory and account-level sales strategies focused on I&I reduction projects, including assessment, design, and rehabilitation work • Proactively generate and qualify I&I-related opportunities by targeting communities and utilities experiencing capacity constraints • Perform structured account planning to identify, develop, and close I&I-driven engineering and construction programs • Build and maintain strong relationships with consulting engineers, municipal decision-makers, utility managers, and industrial clients • Collaborate with internal engineering, project management, and operations teams to shape technical solutions addressing specific I&I defects • Conduct customer meetings and technical presentations that communicate operational, financial, and regulatory impacts of I&I • Prepare proposals and recommend contract prices for I&I studies and construction projects; execute bid strategy and provide input into estimating • Develop and maintain opportunity pipelines and sales forecasts specifically for I&I-related work • Gather and communicate market intelligence on I&I program funding, regulatory drivers, and competing technologies • Provide input into the development of marketing content, case studies, and educational materials on I&I solutions • Support internal budgeting and forecasting by tracking booked I&I projects, backlog, and revenue projections • Develop, review, and refine key performance indicators and dashboards for I&I program wins • Perform other duties as assigned.