• Manage a portfolio of public-sector customers and serve as their primary strategic partner. • Lead business reviews focused on engagement, outcomes, customer value, and long-term success. • Build strong relationships with benefits leaders, HR teams, consultants, and executive stakeholders. • Partner cross-functionally to advocate for customer needs and deliver an exceptional customer experience. • Identify customer risks, expansion opportunities, and strategic initiatives that strengthen partnerships. • Share customer feedback internally to improve products, processes, and overall customer experience.

• Own a bookings quota and territory, independently sourcing and closing professional services engagements (Statements of Work, fixed-price agreements, multi-year contracts) • Build and maintain trusted relationships with government executives, program managers, and agency leadership • Lead solution-scoping conversations and develop compelling, customer-centric proposals • Navigate SLED/NGO procurement vehicles (e.g., NASPO ValuePoint, cooperative purchasing agreements, state-specific contract vehicles) • Partner with resellers like Carahsoft and other channel partners to maximize services reach • Maintain accurate forecasting and pipeline hygiene in Salesforce CRM • Deliver executive-level presentations and business value storytelling to C-suite and senior government stakeholders • Drive customer adoption and lifecycle management through proactive sales activities for both new and existing accounts • Demonstrated experience with capture strategies, teaming strategies and procurement strategies for large, complex professional services engagements • Demonstrated ability to work with cross-functional teams (license, product, internal operations, architecture and delivery teams) to

• Serve as the primary point of contact for enterprise clients across the full lifecycle — from deployment through renewal — managing program plans, risks, and growth opportunities • Build trust-based relationships with key stakeholders at all levels of the client organization, driving strong engagement, adoption, and long-term retention • Develop and maintain renewal strategies that reflect each client’s product utilization, value drivers, and any risks or blockers to continued partnership • Partner with the Account Team on expansion conversations, using Salesforce and other tools to stay ahead of churn and surface opportunities • Design and deliver effective onsite and web-based training, best practice presentations, and platform configurations tailored to each client’s unique needs • Present data and program performance insights to executive-level clients, translating metrics into clear narratives and actionable next steps • Contribute to CS team best practices, playbooks, and peer development — sharing what’s working and helping raise the bar for how the team serves clients

• Manage and grow an assigned portfolio of law firm clients • Build and maintain strong relationships with attorneys, partners, legal administrators, and librarians • Drive client satisfaction and support renewals of print subscriptions and continuation services • Identify new business opportunities within existing and prospective accounts • Promote and sell legal publications, including codes, treatises, practice guides, and subscription updates • Meet or exceed territory sales targets and revenue goals • Execute upsell and cross-sell strategies to increase account value • Maintain accurate records of sales activity, opportunities, and forecasts in CRM systems