• Own and manage a portfolio of sophisticated client accounts, delivering strong outcomes across retention, growth, and profitability • Build trusted relationships with clients and broker/consultant partners, positioning Guardian as a valued, long-term partner • Lead the renewal process end-to-end, including strategy development, data analysis, pricing alignment, and execution of rate actions • Drive client strategies that support key business priorities, including: Persisting customers through proactive engagement and relationship management • Growing premium by identifying cross-selling opportunities across in-force clients • Maintaining disciplined focus on case- and book-level profitability • Supporting thoughtful, effective annual enrollment strategies • Partner closely with sales, underwriting, and internal teams to deliver aligned, integrated client solutions • Lead client strategy discussions and planning sessions, balancing client needs with business objectives • Identify opportunities to expand and strengthen client relationships, driving long-term value and revenue growth

• Travel across the assigned territory, partnering with Financial Institutions. • Proactively generate leads and expand your portfolio in a fast-paced, business-to-business environment. • Act as a strategic advisor to merchants. • Maintain the highest ethical standards.

• Research and identify potential property owners who might be interested in becoming PadSplit Hosts and qualify them based on suitability. • Execute outreach strategies, including cold calling, emailing, and networking, to connect with traditional property owners. • Engage property owners in initial conversations to understand their needs, goals, and potential barriers to joining PadSplit. • Clearly articulate the benefits of PadSplit's model, such as increased revenue potential, simplified management, and societal impact. • Develop trust-based relationships with property owners, acting as a trusted advisor to address concerns and highlight opportunities. • Customize hosting solutions based on the unique circumstances of property owners, including financial modeling, property suitability, and compliance requirements. • Guide property owners through the decision-making process, negotiate terms, and finalize agreements for onboarding as PadSplit Hosts. • Coordinate with internal teams to ensure smooth onboarding for new Hosts, providing accurate property details and expectations. • Maintain detailed records in CRM systems, tracking outreach activities, conversion rates, and other key performance indicators. • Monitor the real estate market, competitive landscape, and legislative changes to refine outreach and value propositions effectively. • Organize webinars or in-person sessions to educate property owners on PadSplit’s benefits and address common misconceptions.

• Manage sales opportunities end-to-end, including developing bid strategies, pricing models, teaming arrangements, and proposal submissions • Collaborate with Systems Engineers and Solutions Architects to design technical solutions, identify organization-wide IT and mission needs, and address factors impacting solution delivery. Serve as a thought leader for the team • Build and maintain relationships with Veeam colleagues (inside sales, commercial sales, marketing, engineering), as well as external channel and alliance partners, to identify new opportunities and implement effective strategies • Engage with Federal Executives, Federal Systems Integrators, partners, and other stakeholders to define project requirements, resolve program issues, and develop long-term initiatives • Participate in and coordinate marketing activities targeting enterprise accounts • Execute territory, account, and opportunity plans to optimize revenue generation • Travel within the assigned territory as required • Provide written and oral reports to customer management, contract program managers, Veeam senior leadership, and government representatives • Fulfill additional duties as assigned