• Partner with Sales throughout the deal cycle as a trusted pricing and commercial advisor. • Evaluate customer requirements and translate them into multi-year contribution strategy recommendations. • Communicate change management considerations and employee experience implications while balancing pricing rationale and commercial value to prospective clients and brokers. • Translate complex ICHRA regulations and market dynamics into clear guidance for brokers, prospects, and internal teams. • Partner closely with Account Executive and Channel Partners to conduct meaningful first impressions with brokers and prospective clients. • Prepare strategic recommendations to discuss potential strategies and educate brokers and prospects about Thatch and ICHRA as an alternative solution to support business goals. • Analyze market data and plan options to surface key trade-offs and inform prospect decision-making. • Drive strategic inputs into renewal, retention, and expansion motions for high-touch customers, in close partnership with Customer Success and Sales. • Stay current on evolving ICHRA regulations, Internal Revenue Service guidance, and Department of Labor requirements to ensure accurate client advisement. • Familiarity with benefits compliance and ICHRA regulations. Ability to understand and articulate compliance to the GTM team. • Identify and articulate compliance risks to prospective employers. • Contribute to the ongoing refinement of knowledge sharing and internal compliance in partnership with legal and solutions.