• Development of new business opportunities through proactive identification and qualification of key contacts within assigned strategic accounts and targets. • Develop and implement account strategies and sales plans to achieve or exceed quota targets. • Establish relationships with key client decision makers to understand their business goals and how we could help them achieve desired results • Anticipate and mitigate prospect/client challenges through proactive engagement methodologies. • Cross-functional collaboration within Velsera and prospect/client teams to develop and scope solutions. • Manage up-to-date activity, planning, and forecasting of all qualified opportunities throughout the sales process to closure status. • Maintain a current and appropriate understanding of Velsera product portfolio as well as genomics, bioinformatics analysis, and prospect/client-related scientific direction. • Active participation at industry meetings and conferences as required to represent Velsera. • Develop and deliver presentations, and proposals to meet expressed and anticipated customer needs • Follow industry trends and competitor strategies to distinguish and leverage key differentiators. • Maintain a strategic plan for all accounts and provide regular pipeline and forecast updates to senior leadership. • Recruitment and sourcing of data to support the ever expanding Global Data Network • Travel may be required up to 30%

• Develop and execute strategic sales plans to drive growth including new account relationships • Achieve growth objectives through prospecting, active lead management, and relationship building with Tier 1, 2, and 3 Service Providers, Power-cooperative, and Utility. • Maintain and grow existing client revenues through cross-selling of ePlus core competencies • Establish and maintain manufacturer/partner relationships to develop joint sales opportunities • Implement an ongoing account management plan, including leveraging all specialized resources • Provide monthly forecast and quarterly reviews for assigned territory • Travel will be required, with the majority limited to the local territory. A smaller portion may involve air travel as needed.

• Developing new business through outbound prospecting, networking, and self-sourced opportunities across the DACH region • Owning the full sales cycle for prospects, from first meeting to close • Running high-quality discovery and demos with self storage operators • Qualifying opportunities rigorously • Closing new ARR and contributing directly to revenue targets • Working with Marketing to refine ICPs, messaging, and objections • Feeding real market insight back into Product and GTM strategy

Role Description This role is responsible for driving enterprise software sales across a defined territory in the Northeast, focusing on building strong, long-term relationships with key accounts. The Senior Account Executive will engage with senior IT, engineering, and business leaders to understand their needs, present tailored solutions, and close complex, multi-stakeholder deals. This position requires a strategic, consultative sales approach, with an emphasis on understanding technical environments and delivering measurable business value. The ideal candidate will manage a robust pipeline, collaborate with internal and partner teams, and leverage proven sales frameworks to exceed revenue targets. Remote work is supported, while maintaining strong engagement across a dynamic, fast-paced sales organization. - Build and maintain trusted relationships with enterprise customers and key prospects - Qualify and manage opportunities using frameworks such as MEDDPICC - Conduct proactive research, networking, and prospecting to expand territory coverage - Present and demonstrate software solutions, emphasizing value, ROI, and business impact - Collaborate with partners, regional SIs, and cloud providers to support solution delivery - Manage and grow a pipeline, cross-selling solutions where appropriate - Maintain accurate records in sales systems and provide regular reporting on sales activities Qualifications - 8-10+ years of enterprise IT or software sales experience in the United States - Experience selling complex solutions to multiple stakeholders, with financially justified proposals - Knowledge of DevOps, Java middleware, open source, or related enterprise software - Proven ability to achieve or exceed sales targets and manage full sales cycle - Strong strategic, consultative, and relationship-building skills - Familiarity with sales tools such as Salesforce.com, SalesLoft, 6sense, or similar platforms - Practical experience with MEDDPICC or other structured deal qualification frameworks - Excellent communication, listening, and negotiation skills - Self-motivated, adaptable, and collaborative team player Requirements - 8-10+ years of enterprise IT or software sales experience in the United States - Experience selling complex solutions to multiple stakeholders, with financially justified proposals - Knowledge of DevOps, Java middleware, open source, or related enterprise software - Proven ability to achieve or exceed sales targets and manage full sales cycle - Strong strategic, consultative, and relationship-building skills - Familiarity with sales tools such as Salesforce.com, SalesLoft, 6sense, or similar platforms - Practical experience with MEDDPICC or other structured deal qualification frameworks - Excellent communication, listening, and negotiation skills - Self-motivated, adaptable, and collaborative team player Benefits - Competitive base salary with commission, OTE $260,000 - $300,000 - Stock options and variable bonus opportunities - Health, dental, and vision insurance - Short and long-term disability and life insurance - HSA/FSA accounts - Flexible time off and paid company holidays - Parental leave - 401(k) plan with company match - Remote work environment