• As an Enterprise Account Executive, you will be responsible for selling Optro products to both large publicly traded and private organizations. • Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline. • Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition. • Strategize multi-pillar platform sales across multiple business units and economic buyers. • Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs. • Identify prospective customers' pain points, educate them on Optro’s value, highlight our differentiators, effectively demo the product via video conference / onsite and guide prospects through the sales process with 25%-30% travel. including client and partner meetings as well as events and conferences. • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization. • Work closely with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations. • Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts.

• Engage with pre-qualified leads ($5K–$25K+) and close deals end-to-end. • Run structured discovery calls, lead prospects through decision-making, and close on the spot. • Handle objections, pricing discussions, and negotiations with authority. • Maintain high conversion rates and deal velocity; flag stalled deals immediately. • Translate complex offerings (virtual staffing, sales systems, AI-driven automation) into tangible business outcomes. • Adapt your pitch based on prospect needs and real-time feedback. • Provide rationale to clients that justifies pricing and ROI. • Identify conversion bottlenecks: lead quality, messaging, qualification gaps. • Recommend refinements to scripts, positioning, and closing frameworks. • Share best practices and insights with the team to improve overall results. • Set the performance standard for closing; mentor junior closers. • Uphold a high-performance sales culture through example and feedback.

Company Overview: When it comes to IT solution providers, there are a lot of choices. But when it comes to providers with innovative and differentiating end-to-end service offerings, there’s really only one: Zones – First Choice for IT.TM Zones is a Global Solution Provider of end-to-end IT solutions with an unmatched supply chain. Positioned to be the IT partner you need, Zones, a Minority Business Enterprise (MBE) in business for over 35 years, specializes in Digital Workplace, Cloud & Data Center, Networking, Security, and Managed/Professional/Staffing services. Operating in more than 120 countries, leveraging a robust portfolio, and utilizing the highest certification levels from key partners, including Microsoft, Apple, Cisco, Lenovo, Adobe, and more, Zones has mastered the science of building digital infrastructures that change the way business does business ensuring whatever they need, they can Consider IT Done. Follow Zones, LLC on Twitter @Zones, and LinkedIn and Facebook. Position Overview: The Field Account Executive – Mid Market is a field-based, individual contributor role responsible for driving net-new business acquisition and territory growth within Mid Market organizations. This role is heavily focused on outbound prospecting, new logo acquisition, and selling complex data center and advanced technology solutions. This position is ideal for a high-energy, hunter-minded seller who thrives in opening doors, managing complex sales cycles, and positioning technology solutions that solve real business challenges. What you will do as the Field Account Executive – Mid Market: The requirements below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job description is not intended to be a comprehensive list of the duties and responsibilities of the position, and the duties and responsibilities may change without notice. Client Relationship Management: - Drive aggressive outbound prospecting through cold calling, email, social selling, and field activity to generate net-new Mid Market opportunities - Build, manage, and execute a territory plan aligned to revenue targets and strategic growth initiatives - Practice strategic relationship development and management for each client and prospect to obtain a deep understanding of the client’s business. - Become a proactive and trusted client partner with aim to establish Zones as an extension of the client’s IT department. - Proactively collaborate with a variety of IT decision makers to improve their technology infrastructure and solve business problems. Product, Services and Solution Selling: - Own the full sales cycle from prospecting and discovery through solutioning, negotiation, and close - Lead sales motions centered on data center and advanced technology solutions, including compute, storage, networking, virtualization, backup, security, and hybrid cloud - Initiate conversations, identify opportunities and execute sales for core products, cloud, managed solutions and professional services. - Upsell, cross sell, and attach products and services to maximize margins using a consultative approach. - Research, prepare and proactively execute calls into prospects and client accounts using trained best practices. Internal Resource Management: - Partner closely with internal presales, solution architects, and technology partners to design and deliver customer solutions - Orchestrate internal Zones resources to sell solutions and provide Five-Star Service that exceeds client expectations. - Work in a ‘team sales’ environment and proactively partner with field sales, marketing, channel partner resources and other Zones departments to maximize efforts and sales opportunities. What you will bring to the team: - 3–7+ years of field-based B2B technology sales experience, preferably within the Mid Market segment - Demonstrated success in heavy prospecting, outbound sales, and new logo acquisition - Strong experience selling data center, infrastructure, or advanced technology solutions - Proven ability to manage complex, consultative sales cycles - Hunter mentality with strong cold calling, objection handling, and closing skills - Ability to clearly articulate technical concepts in business-focused language - Disciplined approach to territory, pipeline, and forecast management - High energy, resilience, and comfort with rejection - Coachable, curious, and motivated to continuously learn new technologies - Self-starter with an “own your business” mindset - Strong collaboration skills in fast-paced, team-oriented environments Attributes/Competencies: - Prospector/Closer: Demonstrated success calling prospects and following warm leads with desire to impact business landscape through closing on our suite of technology solutions. - Sales Instinct & Active Listener: Effective communicator who can identify business problems that can be solved with a connection to Zones’ products and solutions. - Ability to Rally: Retain high energy and positive attitude and “bounce back” mentality in the always evolving technology sales industry. - Collaborative: Team oriented, transparent, authentic, seeks win-win solutions with use of the vast Zones team of resources. - Organization: Motivated, confident, proactive self-starter with “own my business” attitude and strong ability to set and maintain a productive cadence throughout each day in a dynamic and fast-paced environment. - Curious Learner: Ability to absorb technology concepts and translate them to Zones’ solutions to impact clients’ expected business outcomes. #LI-AK1 #LI-Remote Zones offers a comprehensive Benefits package While we’re committed to providing top-tier solutions, we’re just as committed to supporting our own team. Our team members enjoy a variety of comprehensive benefits, including medical, dental and vision coverage, life insurance, disability insurance, voluntary accident, hospitalization and critical illness insurance options, a 401(k) plan with matching provision, and many more. Generally, Zones currently offers paid time off and personal sick leave in compliance to individual state requirements. At Zones, work is more than a job – it is an exciting career on a global team that is client centric, has a passion for technology, embraces change and lifelong learning in a collaborative culture. And as a Minority Business Enterprise, a Corporate Plus member of the Northwest Minority Supplier Development Council, and an Equal Employment Opportunity Employer, our community is just as diverse. If you’re interested in working on the cutting edge of IT innovation, sales, engineering, operations, administration, and more, Zones is the place for you! All qualified applicants will receive consideration for employment and will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, age, genetic information, or pregnancy. Zones participates in E-Verify. E-Verify is a system that compares information from a team member’s Form I-9 to federal records to confirm their eligibility to work in the United States.

Bring more to life. Are you ready to accelerate your potential and make a real difference within life sciences, diagnostics and biotechnology? At Beckman Coulter Diagnostics, one of Danaher’s 15+ operating companies, our work saves lives—and we’re all united by a shared commitment to innovate for tangible impact. You’ll thrive in a culture of belonging where you and your unique viewpoint matter. And by harnessing Danaher’s system of continuous improvement, you help turn ideas into impact – innovating at the speed of life. As a global leader in clinical diagnostics, Beckman Coulter Diagnostics has challenged convention to elevate the diagnostic laboratory’s role in improving patient health for more than 90 years. Our diagnostic solutions are used in routine and complex clinical testing, and are used in hospitals, reference and research laboratories, and physician offices around the world. Every hour around the world, more than one million tests are run on Beckman Coulter Diagnostics systems, impacting 1.2 billion patients and more than three million clinicians per year. From uncovering the next clinical breakthrough, to rapid and reliable sample analysis, to more rigorous decision making—we are enabling clinicians to deliver the best possible care to their patients with improved efficiency, clinical confidence, adaptive collaboration, and accelerated intelligence. Learn about the Danaher Business System which makes everything possible. The Senior Key Channel Executive is responsible for developing and executing strategic account plans in partnership with distribution partners across the non-acute market. This role requires deep understanding of customer business, financial, and technical needs, along with the ability to shape strategy and position Beckman Coulter Diagnostics solutions to drive sustained growth in a competitive landscape. You will collaborate closely with distributor partners and internal teams to expand market share, accelerate installed base growth, and deliver value across physician office labs, reference labs, and community-based healthcare settings, while influencing key stakeholders and advancing complex opportunities. This position reports to the Area Sales Manager, Channel Sales. Candidates must reside in territory, covering the Dallas & Austin, Texas area. In this role, you will have the opportunity to: - Lead strategic alignment with distribution partners and internal Beckman Coulter teams to prioritize accounts and drive execution across existing and competitive customers - Drive installed base growth and competitive displacement through menu expansion, utilization, and margin optimization, leveraging product experts to advance complex opportunities - Influence key stakeholders across non-acute settings (physician offices, reference labs, urgent care, public health) to develop, advance, and close strategic opportunities - Apply deep market and competitive insights to shape account strategy, influence decision criteria, and position Beckman Coulter solutions to align with customer technical, financial, and operational priorities - Own and drive execution of territory strategy, including business reviews, account planning, pipeline management, and pricing/contracting strategy to achieve revenue and financial targets The essential requirements of the job include: - Bachelor’s degree with 5+ years of sales experience in distribution, hospital, or laboratory settings or master’s degree with 3+ years of experience - Strong relationship management and influence skills with distributor partners, with the ability to drive alignment and coordinated execution across stakeholders - Demonstrated success in executing full sales cycle activities (prospecting, qualifying, closing, and account growth), preferably within diagnostics or healthcare - Ability to assess complex customer needs and position solutions aligned to technical, financial, and business objectives - Strong communication, presentation, and organizational skills, including disciplined territory management, pipeline accuracy, and delivery of business reviews Travel, Motor Vehicle Record & Physical/Environment Requirements: - Travel 50%-75% of the time; In Person Customer Facing Meetings 75% of the time. - Must have a valid driver’s license with an acceptable driving record It would be a plus if you also possess previous experience in: - Working knowledge of laboratory workflows, workload demands, and system needs within a physician office laboratory (POL) environment Beckman Coulter Diagnostics, a Danaher operating company, offers a broad array of comprehensive, competitive benefit programs that add value to our lives. Whether it’s a health care program or paid time off, our programs contribute to life beyond the job. Check out our benefits at Danaher Benefits Info. At Beckman Coulter Diagnostics we believe in designing a better, more sustainable workforce. We recognize the benefits of flexible, remote working arrangements for eligible roles and are committed to providing enriching careers, no matter the work arrangement. This position is eligible for a remote work arrangement in which you can work remotely from your home. Additional information about this remote work arrangement will be provided by your interview team. Explore the flexibility and challenge that working for Beckman Coulter Diagnostics can provide. The salary range for this role is $100,000 - 120,000. This role is also eligible for Sales Incentive Compensation (SIC). The total target compensation at plan (base + SIC) is $170,000 – $190,000 annually. Actual SIC earnings may exceed or fall below the target based on individual sales performance. This is the range that we in good faith believe is the range of possible compensation for this role at the time of this posting. This range may be modified in the future. We offer comprehensive package of benefits including paid time off, medical/dental/vision insurance and 401(k) to eligible employees. Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law. #LI-AA4 Join our winning team today. Together, we’ll accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. For more information, visit www.danaher.com. Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. The U.S. EEO posters are available here. We comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact:1-202-419-7762 or applyassistance@danaher.com.