• Develop and execute the long-term strategy for agency growth, profitability, and market expansion. • Inspire and lead a nationwide field organization focused on delivering exceptional results. • Recruit, develop, and retain top-performing agency owners, producers, and field leaders. • Strengthen agency productivity through coaching, sales enablement, technology, and modern distribution strategies. • Partner across Marketing, Product, Finance, Claims, Service, Human Resources, and Operations to create an exceptional experience for agents and customers. • Expand Horace Mann's presence within schools, districts, education associations, and local communities. • Lead innovative initiatives that enhance digital selling, lead generation, and agency performance. • Build a culture of accountability, collaboration, innovation, and continuous improvement.

• Attain annual sales quota and quarterly targets. • Deliver regional bookings goals through prospecting, qualifying, selling, and closing enterprise client accounts. • Demonstrated success in selling complex, multi-stakeholder, high-value enterprise solutions. • Collaborate with Sales Engineers, Marketing, Product, and Customer Success teams to deliver best-in-class customer experiences. • Manage prospective customer relationships through all phases of the sales cycle. • Develop and nurture relationships with potential enterprise customers in the North West region. • Develop and implement regional pipeline growth strategies. • Leverage all available resources, internal and external, to grow the regional pipeline of opportunities to 4x bookings goals or more. • Gather Account Intelligence to populate account plans for Top 25 / Top 100 Focused Account List. • Work with Focus Partners to cultivate prospect and customer accounts. • Collaborate for Field Events and Customer Meetings. • Build relationships with regional and national partners. • Track customer information and provide continuous forecast and pipeline accuracy through diligent CRM and forecasting platforms upkeep. • Ensure accurate and timely updates to the CRM system. • Ensure regional bookings are clean and complete to meet Quote to Cash requirements. • Manage the end-to-end sales process, ensuring smooth transitions from quote to cash. • Report customer feedback and competitive analysis to appropriate company personnel. • Assist in product development by providing valuable market insights.

• Attain annual sales quota and quarterly targets. • Deliver regional bookings goals through prospecting, qualifying, selling, and closing enterprise client accounts. • Demonstrated success in selling complex, multi-stakeholder, high-value enterprise solutions. • Collaborate with Sales Engineers, Marketing, Product, and Customer Success teams to deliver best-in-class customer experiences. • Manage prospective customer relationships through all phases of the sales cycle. • Develop and nurture relationships with potential enterprise customers in the Bay Area region. • Develop and implement regional pipeline growth strategies. • Leverage all available resources, internal and external, to grow the regional pipeline of opportunities to 4x bookings goals or more. • Gather Account Intelligence to populate account plans for Top 25 / Top 100 Focused Account List. • Work with Focus Partners to cultivate prospect and customer accounts. • Collaborate for Field Events and Customer Meetings. • Build relationships with regional and national partners. • Track customer information and provide continuous forecast and pipeline accuracy through diligent CRM and forecasting platforms upkeep. • Ensure accurate and timely updates to the CRM system. • Ensure regional bookings are clean and complete to meet Quote to Cash requirements. • Manage the end-to-end sales process, ensuring smooth transitions from quote to cash. • Report customer feedback and competitive analysis to appropriate company personnel. • Assist in product development by providing valuable market insights.

• Understand customer challenges and how the Red Hat Automation portfolio can be used to develop new strategic sales opportunities. • Lead customer presentations/sessions around business outcomes, Red Hat solutions, business value, competitive positioning and solution capabilities and product roadmaps. • Maintain relevant and detailed knowledge, including key differentiators, of the products in your domain (features, updates, success stories, etc.) as well as a broader knowledge of the overall Red Hat portfolio. • Maintain knowledge and enable account teams on current sales tactics in your domain (ISVs, use cases, solution blueprints, Red Hat Sales Plays, etc.). • Position right sized solutions (subs, services, partners) in the context of addressing the customer’s challenges or problems in their environment. • Advise on and speak to opportunity forecasts. • Identify new opportunities and drive further adoption and expansion at existing customers to scale to other relevant use cases and products. • Coordinate with Customer Success, Solution Architects, and other roles on the delivery of the proposed business value/solution.