• Develop and execute territory and account strategies aligned with IPSC's growth objectives within assigned state government accounts. • Generate, qualify, and advance new business opportunities across state agencies, including Medicaid, Public Health, Health and Human Services, Health Information Exchanges (HIEs), Emergency Medical Services (EMS), Behavioral Health, and other health and human services organizations. • Establish and maintain trusted relationships with governors' offices, cabinet agencies, CIOs, Medicaid directors, public health leaders, procurement officials, legislators, and other executive stakeholders. • Identify, pursue, and influence opportunities involving federal funding programs, including Medicaid modernization, Rural Health Transformation, public health initiatives, interoperability, and health data modernization. • Lead account planning activities, develop executive engagement strategies, and coordinate cross-functional resources to position InterSystems for long-term success. • Collaborate closely with Sales Engineers, Solution Architects, Product Management, Marketing, Customer Success, and Executive Leadership to develop winning customer strategies and compelling proposals. • Build and maintain strategic relationships with systems integrators, consulting firms, technology partners, and industry associations to expand market reach and jointly pursue opportunities. • Be highly present with our customers, partners, and those we are privileged to serve. • Represent InterSystems at industry conferences, state association meetings, executive briefings, and customer events to strengthen brand awareness and cultivate new relationships. • Maintain accurate opportunity management, forecasting, and account planning activities within our global records system and other sales management tools. • Serve as a trusted advisor to customers by understanding their strategic priorities and aligning InterSystems' technology portfolio to deliver measurable business and healthcare outcomes. • Stay informed of legislative, regulatory, funding, and technology trends impacting state government healthcare markets and translate those insights into actionable business development strategies.

• Prospecting: Identifying and developing new business prospects, focusing on providing Finance & Insurance products to large automotive dealers, while also supporting P&C product marketing within the assigned territory. • Relationship Management: Building and maintaining strong relationships with both new and existing customers. Effectively communicating with internal and external stakeholders via various channels (in-person and virtual) to maintain solid relationships. • Closing: Managing and growing your assigned territory to achieve profitability and exceed sales targets. • Direct Sales: Conducting sales presentations either in-person or via Microsoft Teams. • Consulting: Collaborating with field team members to ensure seamless implementation of programs and products, while strengthening customer relationships. • Building market share: Working remotely in an entrepreneurial environment.

• Own delivery performance across a portfolio of projects, including risk, schedule, cost, margin, and customer satisfaction • Lead, mentor, and develop Project Managers to ensure consistent execution and professional growth • Serve as the primary escalation point for project risks, issues, and customer concerns • Review and approve project forecasts, cost-to-complete reports, and financial projections • Ensure projects are delivered at or above target gross profit margins • Support resource planning and staffing forecasts in partnership with engineering and business development • Align project execution with Thermo Systems standards, QMS requirements, and strategic objectives • Support change order management and ensure proper contract and scope alignment • Build and maintain relationships with customers, contractors, and key stakeholders • Track installation progress against the approved schedule and short-interval plans; identify risks to milestones and drive corrective actions. • Coordinate daily/weekly field meetings (toolbox talks, trade coordination meetings, look-ahead planning) as required by the site. • Maintain clear visibility of site constraints (access, permits, shutdown windows, staging areas, material availability) and communicate impacts proactively to the Project Manager. • Champion safety-first practices across project teams and job sites • Ensure adherence to company policies, QMS standards, and project governance processes • Drive consistent project execution standards across the organization • Identify opportunities to improve project delivery, efficiency, and team performance

• Asesorar a los clientes y comercializar telefónicamente las suscripciones de Actualícese. • Identificar sus necesidades y ofrecer la mejor solución de acuerdo con su perfil. • Realizar la venta telefónica de suscripciones de Actualícese. • Asesorar a clientes sobre nuestros productos y servicios especializados en temas contables, tributarios y legales. • Identificar necesidades, gestionar oportunidades comerciales y cumplir los objetivos de ventas.