• Promote demand and increase market share for the promoted products through visits to physicians and key business customers; • Register and periodically evaluate the medical database defined by the business unit, following the targeting and segmentation criteria proposed by the productivity team; • Promote ABBOTT medicines to the medical community by providing scientific information and product benefits within your therapeutic area, discussing pathologies, clinical contexts, and the advantages of the recommended medications; • Plan visits, define engagement strategies, maintain follow-up using company tools, meet visit targets according to defined frequency and sequencing criteria, and maintain the controls and records required by the company, preparing reports of your activities; • Visit pharmacies in your territory to collect information on inventory and sales of EPD products, assessing distribution; • Participate in congresses and medical events within your therapeutic area to optimize the database and strengthen relationships with physicians, key opinion leaders, and medical societies relevant to the business.

• Establish, develop, and sustain strong, trust-based relationships with senior leaders at national and regional TPA firms, including executive leadership, operations, sales, and consulting teams. • Serve as the primary strategic point of contact and relationship owner for assigned TPA firms. • Execute against a tiered TPA engagement model, tailoring relationship strategies based on firm size, influence, complexity, and growth opportunity. • Act as an escalation partner for complex relationship, service, or operational matters, ensuring timely resolution and long-term partnership health. • Maintain a deep understanding of each TPA’s business model, priorities, and client base to proactively align solutions and support. • Develop and execute joint business plans with assigned TPA firms focused on sustainable plan growth, asset growth (AUM/AUA), and retention. • Drive new business opportunities in partnership with Sales, Investment Sales, Product, Marketing, and Client Service teams. • Identify opportunities to increase platform adoption, including investment solutions, technology capabilities, and value-added services. • Support competitive positioning and win strategies for priority opportunities, ensuring alignment between TPA objectives and recordkeeper capabilities. • Communicate the organization’s value proposition through in-person meetings, virtual engagements, phone, email, webinars, and industry events. • Lead TPA education and enablement efforts, including administrator training, sales and consulting team education, and strategic planning sessions. • Represent the organization as a subject matter expert on defined contribution trends, recordkeeping solutions, and industry best practices at TPA and industry conferences, including participating in speaking engagements when appropriate. • Strengthen day-to-day connectivity between TPA firms and internal teams to ensure consistent execution and a positive partner experience. • Act as the internal advocate for assigned TPA firms, clearly communicating partner feedback, needs, and priorities across the organization. • Collaborate closely with internal stakeholders across Sales, Investments, Product, Operations, Relationship Management, Client Service, and Marketing. • Leverage senior leadership to support strategic initiatives, resolve challenges, and deepen marketplace relationships. • Contribute insights on TPA trends, competitive dynamics, and evolving market needs to inform internal strategy and priorities. • Monitor relationship health indicators, including satisfaction, retention, plan growth, and platform utilization. • Analyze TPA and market trends to identify growth opportunities, retention risks, and areas for improvement. • Use data-driven insights to proactively enhance the partner experience and strengthen long-term relationships.

• Spearhead the growth of established AECO accounts by uncovering expansion opportunities and delivering solutions that address critical business needs. • Orchestrate the end-to-end buying process, collaborating with product experts and engineers to close medium and large-scale software contracts. • Build and maintain a robust sales pipeline by researching territory trends and developing long-range strategic sales plans. • Cultivate deep relationships across multiple customer personas to expand the scope and impact of Trimble's digital ecosystem. • Achieve and exceed annual sales targets while staying at the forefront of product innovation and construction industry trends.

Role Description Smartsheet is seeking change agents to join our West Coast Commercial Sales Team as an Account Executive. You will be responsible for increasing software sales and driving expansion across a territory of accounts. You will be motivated, passionate, and opportunistic, proactively identifying growth opportunities for clients. This remote role is part of the Commercial Sales team based in the US and reports to a Manager, Commercial Sales. - Build and manage a sales pipeline to meet or exceed software and services sales quotas within your book of business. - Execute a solution-based sales process encompassing multiple groups within our commercial mature accounts (500-4,999 employee size). - Develop new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and lines of business. - Leverage existing relationships to expand Smartsheet's footprint and drive revenue or growth during renewals. - Expand Smartsheet brand awareness at the c-suite, operational, and team level. - Facilitate and manage partnerships with Sales Engineers, Solutions Consultants, and Customer Success teams to support the full sales cycle and close business. - Create and maintain Joint Engagement Plans for strategic solution deals. - Maintain accurate and up-to-date records in Salesforce leveraging MEDDICC qualification guidelines to accurately forecast. - Utilize existing sales enablement tools to successfully implement a territory plan, identifying top accounts through in-depth account research using internal tools as well as external customer-related resources. Qualifications - 5+ years full sales cycle management with a history of proven performance in the SaaS space. - 3+ years of experience managing customer relationships and maintaining relationships in a B2B environment. - A thorough understanding of a SaaS evaluation process and the ability to execute on each stage in the sales cycle. - 3+ years of experience working with multiple functional departments and roles to manage customer life cycle from initial engagement through implementation to renewal. - The ability to research accounts to uncover opportunities for up-sell within existing plans and multi-thread opportunities across the organization. - Experience using CRM and power BI software (Salesforce and Tableau) to track daily activities, key metrics, and gain territory insights. - Passion for working with new technologies and technical concepts. - Bachelor's degree or the equivalent combination of other post-secondary education. Benefits - Employer subsidized medical/vision and dental coverage for full-time employees. - 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay). - Monthly stipend to support your work and productivity. - 15 days PTO, plus Sick Time Off. - Up to 24 weeks of Parental Leave. - Personal paid Volunteer Day to support our community. - Opportunities for professional growth and development including access to Udemy online courses. - Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account. - Teleworking options from any registered location in the U.S. (role specific). - US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans. - US employees receive 12 paid holidays per year. - Competitive base salary range for roles that may be hired in different geographic areas. Company Description At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws.