• Actively prospects for sales opportunities while working strategically with Inside Sales, Solution Specialists and Partnerships to generate qualified opportunities • Uses the facts found in the needs analysis phase to present a compelling demonstration of the Workiva platform and create a customer belief that they must have Workiva solutions • Skillfully probes for objections and removes obstacles or eliminates barriers to gain commitment; solves different client challenges, and can pull forward the best possible solution • Naturally leads the sales process to a close by demonstrating Workiva’s value proposition • Updates customer relationship management tools regularly and timely • Provides consistent and accurate forward-looking information though pipeline analysis • Plans and executes sales strategy with purposeful action to complete the sale • Gathers internal support to pursue an account • Prioritizes selling activities and follows through in a timely fashion • Maintains a strong knowledge of Workiva solutions through a commitment to ongoing training

• Responsible for driving new business growth and strengthening broker relationships within the small business segment in a designated territory • Has high visibility and consistent presence in the market to build and grow broker relationships and drive sales • Develop and grow broker relationships through regular field visits, joint selling, and ongoing engagement to increase quoting activity and new business submissions • Deliver compelling product presentations to brokers, employers, and industry partners, clearly articulating value, differentiation, and cost containment strategies • Represent the company at industry events, broker meetings, and local market activities to strengthen brand presence and generate new opportunities • Maintain deep market expertise, including competitor positioning, pricing trends, and regulatory changes impacting the small-group segment • Prospect and close new small-business medical groups, leveraging product knowledge, competitive insights, and a consultative sales approach • Track and report pipeline activity in CRM; analyze sales performance, and market insights to inform strategy and forecasting • Partner with underwriting, client management, and marketing to ensure a seamless experience from quote to implementation

• Generate and work leads through prospecting, cold calling, and networking under sales manager supervision • Identify customer needs and use solution-based selling to demonstrate T-Mobile’s value • Recommend wireless solutions, including price plans, data services, handsets, and accessories • Negotiate and close deals • Develop skills in prospecting, call execution, and relationship management with leadership • Participate in product training and sales meetings • Create effective sales approaches, solutions, and proposals • Utilize sales force automation, manage sales funnel, and report on sales activities and forecasts • Maintain and grow the customer base within a territory model

• Sell as a trusted advisor. Take a consultative approach grounded in understanding the customer's actual challenges, not just their stated requirements. Empathy, active listening, responsiveness, and creativity all matter on every deal. • Co-sell with Workday. Build genuine, trusted relationships with Workday's sales teams so that Kainos is the go-to services partner. • Develop sector and segment-specific co-sell strategy, and lead pursuit teams (demo, value story, implementation services) to accelerate Workday subscription growth using Kainos resources. • Shape and execute deals. Position Kainos, understand the customer's requirements, and build proposals and contracts that best position our firm. Every deal needs to meet sales, revenue, and profitability objectives , and the work you contract must be deliverable and aligned to Kainos' strategy. • Flex across deal types. Run the leaner, quicker engagement and the longer, more complex pursuit with equal skill, and know which approach each opportunity calls for. • Negotiate and manage senior stakeholders. Present and refine proposals with senior and C-level stakeholders and negotiate strong commercial and contractual outcomes for Kainos. • Work as part of a team. Enterprise services deals are complex and require a team. Lead and leverage a multi-disciplinary team to maximize the customer outcomes. • Be a Kainos ambassador. Represent the culture, values, and behaviors that make Kainos distinctive in every customer interaction. • Develop others. You may coach or mentor a small number of colleagues, supporting their performance and career growth.