• Be a networker, seller and closer • Build relationships with AI/ML stakeholders and be an active member of the community • Conduct discovery with prospects and share the Arize vision • Run a sophisticated prospecting strategy to “get the word out” and find deals • Create sales plays, write talk tracks and strategically identify new business opportunities • Deeply research accounts, stakeholders and competitors • Manage proof of concepts, drive adoption and grow accounts • Manage and navigate internal / external stakeholders to ensure success • Understand use cases, scope licensing and find more workloads • BANT or MEDDIC methodology preferred

Role Description The Account Executive II (AE) generates shareholder value by using a consultative retention approach for larger and/or more complex Small/Medium Business WM customers in an assigned book of business, territory/segment. The AE manages existing business relationships focused on achieving budgeted retention goals by developing and implementing sound retention strategies, utilizing strong negotiation efforts to preserve business, and securing and updating contract agreements from WM customers as well as growing revenues from existing customers. The role of the AE is to maintain a net positive business performance in the commercial space through proactive outreach, account retention and revenue protection efforts to maintain a mutually beneficial alignment between the customer and WM's growth goals. This position is remote; however, the employee will need to reside in southern CA based on business need. Essential Duties and Responsibilities - Serve as the lead point of contact for customer account management matters in an assigned book of business. - Establish and maintain a high level of customer satisfaction with internal and external customers. - Build and maintain strong, long-lasting customer relationships. - Align Waste Management products and services with customer needs. - Propose solutions that are compliant with appropriate local, state, and federal regulations. - Increase account penetration through consultative selling skills. - Negotiate, update, and renew customer service agreements to maximize profits. - Provide ongoing education of contract details and use strong negotiation skills. - Resolve challenging customer requests and collaborate with the Inside Sales Manager to resolve all customer escalations or issues. - Communicate rates, charges, and service strategies with conviction. - Understand and effectively use customer incentives and concessions within appropriate profit targets and level of authority. - Collaborate with sales team to identify and grow opportunities within territory. - Engage additional WM business opportunities, referring internally as appropriate. - Use Waste Management sales productivity software tools accurately and consistently (i.e., Salesforce.com/Customer Relationship Management and Pricing Tools). - Prepare reports as needed and/or handle general administrative duties as appropriate. Qualifications - Must live and work in the U.S. - High School Diploma or GED (accredited). - 1 year WM experience or 5 years of business-to-business account management at a proficient level. - Prior experience in inside sales (preferred). Physical Requirements - This job primarily operates in a professional office environment. - Routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. Benefits - Competitive total compensation package including Medical, Dental, Vision, Life Insurance, and Short-Term Disability. - Stock Purchase Plan. - Company match on 401K. - Paid Vacation, Holidays, and Personal Days. - Note: Benefits may vary by site.

• Own full-cycle sales responsibility for DeepHealth’s population health AI portfolio within the assigned territory. • Develop and execute a territory business plan that aligns AI use-cases (breast, lung, brain, prostate, thyroid) with target accounts, screening programs, and enterprise imaging strategies. • Prospect, qualify, and advance opportunities with hospitals, IDNs, academic centers, and large imaging groups. • Build and maintain strong relationships with executive and clinical stakeholders, including CIO/CTO, CMIO, Chief of Radiology, service-line leaders (oncology, pulmonology, neurology, urology), and population health leaders. • Collaborate closely with product specialists, clinical experts, and implementation teams to design compelling value proposals and solution configurations. • Lead commercial strategy for converting legacy on-prem/perpetual and single-modality solutions into cloud-based, exam- or subscription-based population health AI contracts. • Develop and present business cases, ROI analyses, and value-based proposals tailored to each account’s clinical, operational, and financial objectives. • Own pipeline management and forecasting for the territory, using CRM tools to ensure accuracy and visibility. • Respond to and coordinate RFPs, legal and InfoSec reviews, and contracting with support from internal stakeholders. • Partner with Customer Success to ensure smooth implementations and identify expansion and upsell opportunities. • Serve as the voice of the customer back to Product, Marketing, and Leadership to inform roadmap and go-to-market plans.

• Identify and prioritize high-potential markets and verticals for expansion • Deliver compelling presentations and proposals tailored to client needs • Create and maintain a healthy sales pipeline and forecast accurately • Collaborate with internal teams to achieve maximum value for Strada and the client