• Lead, mentor, and coach a small team of Solutions Architects, providing them with guidance and technical oversight. • Mentor the team to elevate their technical sales capabilities, presentation skills, and solution design excellence for direct prospects, brokers, and clients. • Own complex or strategic sales cycles while modeling best-in-class technical discovery, demos, and solution design. • Lead by example on complex technical sales cycles. • Build a scheduling regime for demo coverage that supports demand and the Ideal Customer Profile (ICP). • Support revenue targets related to technical sales requirements and assist the team with hitting and exceeding quota. • Collaborate with Sales Enablement to create advanced technical sales collateral, assist in training new associates, and develop/roll out technical talk tracks for the sales team and Solutions Architects on the Benefits Administration and ALEX platforms. • Act as the Revenue team's primary technical expert, mastering our products, technical architecture, security requirements, customer needs, and the sales process. • Serve as a trusted technical advisor for Benefits Administration opportunities. • Lead technical information requests, design tailored product solutions, and provide in-depth product demonstrations. • Lead plan design analysis to insure product fit. • Build a deep understanding of our products’ integration capabilities, including APIs, file sharing, and Single Sign-On (SSO), and help customers understand their architecture and benefits. • Be quick on your feet, helping the sales team field questions and objections during the sales process, and helping customers understand how our architecture excels compared to the competition. • Assist with RFP content when technical expertise is necessary. • Collaborate with Marketing and Product to represent the voice of the market, informing the development of our integrated benefits suite. • Contribute to the sales strategy and technical planning for future products and initiatives. • Leverage your deep understanding of our customers’ technical and security landscapes to identify which customers are prime fits for pilots and new products and inform our product roadmap.