• Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base. • Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty. • Initiate and lead high-impact sales strategies and collaborative efforts with key partners. • Develop and nurture executive-level relationships to secure customer commitment and satisfaction. • Conduct strategic site visits to identify growth opportunities and enhance engagement. • Maintain impeccable account and opportunity data within CRM systems for accurate forecasting. • Deeply understand customer business dynamics to align and upsell SOPHOS solutions. • Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts. • Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success. • Engage in continuous learning and training to stay ahead of product developments and industry trends. • Record all sales activities diligently to ensure Salesforce (CRM) system reflects current and accurate data. • Collaborate with Sales Engineering and Marketing for comprehensive support throughout the sales cycle. • Provide valuable market insights and feedback to SOPHOS’s product and strategy teams.

• Consistently exceed sales quotas by acquiring new enterprise customers (New Logo Sales) and driving cross-selling and upselling opportunities within the existing customer base • Orchestrate the end-to-end customer engagement process, emphasizing long-term success and loyalty • Initiate and lead high-impact sales strategies and collaborative efforts with key partners • Develop and nurture executive-level relationships to secure customer commitment and satisfaction • Conduct strategic site visits to identify growth opportunities and enhance engagement • Maintain impeccable account and opportunity data within CRM systems for accurate forecasting • Deeply understand customer business dynamics to align and upsell SOPHOS solutions • Communicate SOPHOS’s value proposition effectively to retain and grow customer accounts • Adhere to and advocate for the SOPHOS Sales Methodology (MEDDPICC) as a framework for success • Engage in continuous learning and training to stay ahead of product developments and industry trends • Record all sales activities diligently to ensure Salesforce (CRM) system reflect current and accurate data • Collaborate with Sales Engineering and Marketing for comprehensive support throughout the sales cycle • Provide valuable market insights and feedback to SOPHOS’s product and strategy teams

• Cultivates strong, productive, and influential relationships with brokers/consultants driving new business growth. • Effectively position Allied’s unique value proposition within the target market. • Manage complex negotiations; positions products, rate levels and expanded product portfolios to increase sales and maximize revenue. • Collaborates with account management and underwriting for renewals on assigned book of business. • Provides effective presentations to Allied Benefit Systems constituents. • Educates key constituents on Allied Benefit Systems capabilities and effectively positions the value of Allied Benefit Systems solutions in the marketplace. • Develops and executes sales and growth strategy for products in assigned territory.

• Cultivates strong, productive, and influential relationships with brokers/consultants driving new business growth • Ability to meet or exceed new business targets established by Senior Vice President, Sales • Effectively position Allied’s unique value proposition within the target market • Manage complex negotiations; positions in products, rate levels and expanded product portfolios to increase sales and maximize revenue • Provides effective presentations to Allied Benefit Systems constituents • Educates key constituents on Allied Benefit Systems capabilities and effectively positions the value of Allied Benefit Systems solutions in the marketplace • Develops and executes sales and growth strategy for products in assigned territory and book of business • Represents Allied at civic and business functions to promote the image of the company • Collect information from prospective accounts to support collective intelligence • Meets all product and selling skills training requirements • Processes receipt and prepare Requests for Proposals (RFPs) to send to underwriting and stop loss vendors • Performs routine operational tasks associated with evaluating an RFP (e.g., disruption) • Helps resolve escalated problems (i.e., underwriting, reporting, billing, employer and member concerns, etc.) by working with the appropriate departments and the Account Manager to ensure resolution