• 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.

• Manage a portfolio of mid-market accounts within an assigned territory • Identify, develop, and close expansion opportunities • Act as the Commercial Quarterback coordinating with Customer Success Coaches, Solution Consultants, Solution Delivery, Marketing, and Renewal Specialists • Build and execute account growth plans in partnership with cross-functional teams • Serve as the primary commercial point of contact engaging stakeholders across business levels

• End-to-end ownership of a set of strategic partnerships with LLMs, Hyperscalers, AI developer tools, data platforms and niche providers who can fill product gaps. • Market analysis and due diligence, with emphasis on quantitative support for new partnerships and market entries. • Deal structuring and negotiation: term sheets, rev share, data licensing, API embedding, pipeline and revenue commitments • Expand and elevate Mixpanel exposure within our newest strategic partners; driving alignment up to, and including, C-level relationships • Work closely with Channel & Enablement teams seamless handoffs, as needed, around GTM execution: co-sell motions, joint pipeline, co-marketing in service of revenue or branding • Inbound partner management — screen fast, route correctly, don't let it become a distraction • Own the room with cross-functional stakeholders including Product, Engineering, Sales, and Legal to close and activate partnerships • Design and execute unique playbooks with partners with aligned, committed outcomes; not a rinse and repeat of collateral creation, account mapping and team socialization • Collaborate with marketing & demand gen teams to launch partnerships and campaigns designed to spread awareness and drive pipeline • Define and evangelize the value proposition with partners; what are we doing together, why and who should care; Product Marketing is there for support, but this is yours to own.