• Own the success of advanced transportation systems across a portfolio of partners, serving as the primary point of contact for executive city and agency leadership and operating with a high degree of autonomy • Act as a trusted advisor and consultant to partners, translating their ideas and community needs into revenue opportunities and driving decisions that improve service outcomes • Build deep, long-term relationships with partners by identifying pain points, delivering solutions, and proactively recognizing opportunities for service growth and revenue generation • Lead the analysis of daily, weekly, and long-term service performance data, turning complex datasets into clear strategic decisions that improve quality, efficiency, and growth • Independently lead multi-year and complex contract renewals and service expansions, managing high-stakes negotiations with senior stakeholders to increase year-on-year revenue • Champion new products and capabilities internally, advocating for partners to facilitate the expansion of each partner's service size and scope

• Own the success of transportation systems in your partners' cities, serving as the primary point of contact for executive city and agency leadership • Act as a trusted advisor to partners, helping translate their operational realities and community needs into concrete service improvements and revenue opportunities • Build deep, long-term relationships with partners by identifying pain points, providing solutions, and recognizing opportunities for service growth • Analyze service performance data on a daily, weekly, and long-term basis to deliver actionable recommendations that improve quality, efficiency, and growth • Negotiate complex, multi-year contract renewals and service expansions that increase year-on-year revenue across your portfolio • Advocate internally for your partners, championing new products and capabilities that expand the size and scope of their services

• Play an integral role in new business pitches • Foster long-term relationships • Act as a catalyst in negotiating business terms to achieve enterprise-wide deployments of Fortinet solutions • Deliver meaningful results for all parties involved • Effectively on-board new clients • Proactively focus on growing and developing existing accounts • Generate a robust sales pipeline • Qualify opportunities and provide accurate forecasts • Collaborate with internal teams to deliver contract bids, proposals, RFI/RFP responses, and Statements of Work

Role Description This job works with independent discretion and is responsible for long- and short-term strategies to deliver the most value from assigned accounts. Ensures revenue goals are achieved. In a forward-thinking and consultative manner, assumes overall responsibility for managing accounts that are high-profile and high value to the organization. - Strategically manages the renewal and upsell opportunity through its lifecycle. - Balances the needs of the customer with that of the organization. - Focuses on the strategic management of the account portfolio. - Manages day-to-day service requirements. - Develops partnerships, including at senior levels, with customers and brokers. Benefits - Competitive base and incentive pay - 401(k) with robust matching and non-matching contributions - Rich medical & pharmacy benefits - 100% employer-paid dental and vision benefits - Holistic wellbeing program with deep financial incentives - Generous paid time off plus 12 paid holidays and your birthday off - Culture of growth and learning: career development; tuition reimbursement; recognition program - Family support: adoption assistance, fertility treatment, child, elder & pet care assistance - Social responsibility and volunteer opportunities - Employee discount program Requirements - This position requires that the applicant undergo a background check. - Qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable laws. Company Description At Delta Dental, we’re behind millions of smiles and counting. For over 68 years, we’ve served our communities by increasing access to affordable, quality care – but that commitment to care extends beyond the people we serve, to the dedicated employees who make those smiles genuine. - We champion an inspirational workplace through our commitment to trust, service, excellence, and innovation. - Joining us means working for a company that offers stability and balance, opportunities for leadership at all levels, and a work environment focused on teamwork and camaraderie. - Since 1955, we have offered comprehensive, high-quality oral health care benefits to millions of enrollees. - The Delta Dental of California network includes multiple affiliates providing dental benefits to more than 31 million people across 15 states, the District of Columbia, Puerto Rico, and the Virgin Islands. - Delta Dental Ins. is an equal opportunity employer committed to providing a professional work environment free from discrimination and harassment.