• Work collaboratively with DNAnexus’ solution science, channels, and marketing organizations to build, and execute, a successful business plan for the assigned territory • Actively engage assigned biopharmaceutical industry accounts and meet with key stakeholders to generate sufficient pipeline of new opportunities • Maintain and grow the forecast projections for existing business • Identify and close new business opportunities in a timely manner • Ensure that all of DNAnexus’ touch points and activities are meeting customer expectations • Closely manage software trials and pilots through the establishment of mutually agreed upon success criteria that will result in a contract when successful • Contact via web-conference, telephone, email and in-person current and prospective customers on a consistent and systematic basis to develop and bring to closure software license orders (net new and renewal business) • Engage and support solution partners at the account level • Coordinate attendance of current and prospective customers to DNAnexus events and trade shows to drive knowledge, adoption and usage of the platform • Develop and maintain a 3x pipeline to quota of well qualified opportunities to meet and exceed all assigned revenue objectives and performance requirements on a quarterly and annual basis • Travel when necessary to develop and bring to closure business with new and existing customers • Demonstrate command of the DNAnexus product portfolio in-person, phone, or via web-conference

Role Description As a member of the Computronix Business Development team, you’ll join a highly collaborative, high-performing sales organization built on trust, respect, and a commitment to serving our clients and colleagues. In this role, you will own and grow a U.S. Southwest territory, working with government agencies and organizations on complex, multi-year initiatives. This is a true build opportunity, where you’ll establish relationships, develop a pipeline, and shape how the territory grows over time. Success in this role means taking a long-term, strategic approach to sales—developing relationships, understanding client needs, and guiding opportunities from early conversations through to implementation. Sales cycles can span months or longer, and success comes from consistent engagement, thoughtful positioning, and building trust over time. You’ll be starting with a clean slate in the territory, so success comes from being proactive and thoughtful in how you build a pipeline and create momentum. We’re looking for a consultative, relationship-driven Account Executive who is comfortable navigating ambiguity, working across multiple stakeholders, and helping clients solve complex operational challenges—not just closing transactions. In this role, you will: - Lead and develop new business opportunities in the regulatory, licensing, or permitting areas where governments are modernizing workflow systems. - Manage and grow a portfolio of accounts in the Southwest/Western USA region. - Prospect and qualify potential clients through a thoughtful, targeted approach, building a pipeline from the ground up within your territory. - Engage in relationship-based selling by building and developing key relationships with agency executives, CIOs, and other stakeholders to understand their needs and position our POSSE Enterprise platform as a long-term solution. - Maintain a working knowledge of product, product architecture, development tools, and common customer business operations. - Build and maintain knowledge of the marketplace and competition. - Collaborate with Pre-Sales technical staff on demos and proposals. Qualifications - Experience with complex or consultative sales cycles where solutions are tailored and involve multiple stakeholders. - Proven experience building relationships with client stakeholders and decision makers. - Experience selling enterprise software, SaaS, or other complex solutions (public sector experience is a plus, but not required). - A consultative mindset with the ability to understand client challenges and connect them to meaningful solutions. - Comfort working in environments where sales cycles are longer and require persistence, organization, and follow-through. - Bachelor’s degree or equivalent experience, with 3-5+ years of relevant sales or client-facing experience. - Passionate, driven, and self-motivated. - Personable, with strong communication, presentation, selling, and negotiation skills. - Ability to travel up to 25%. Benefits - Competitive compensation aligned with your skills and expertise. - The base salary range is $110,000- $148,000, plus commission. Base salary is commensurate with experience. - Comprehensive benefits include medical, dental, and vision coverage, plus retirement plans. - Professional growth opportunities through our in-house CX Academy and other ongoing learning initiatives. - Strategic autonomy—freedom to develop your territory plan, craft your sales approach, and pursue opportunities in a way that plays to your strengths. - A quality-first sales culture—no monthly pressure to churn out deals, with a focus on building a durable pipeline and long-term client value. - A true build role—opportunity to create a pipeline, shape your territory, and establish long-term client relationships from the ground up. Interview Process - Phone Interview with HR (virtual) - Pre-technical Interview (virtual) - Interview with Hiring Manager/Team (in-person) - Assessment - Final Interview with the Executive Team

• Discover and cultivate new business opportunities within a designated set of accounts within your assigned client portfolio. • Establish and strengthen connections across various levels of the organization, engaging with executives and decision-makers to understand their needs. • Comprehend the strategic and operational requirements of your target accounts and proficiently articulate how Celonis can address them. • Guide the sales journey, adhering to a structured approach through prospecting, initial contact, qualification, client engagement, needs analysis, solution proposal, and ultimately closing deals. • Collaborate with Value Engineering or personally conduct comprehensive presentations and demonstrations tailored to specific use cases, showcasing the value of our solutions. • Forge strong partnerships, particularly with leading consulting firms, SaaS partners, and the Big4. • Work closely with your virtual team, which includes business development representatives, value engineers, partner managers, and marketing specialists, to ensure seamless collaboration and success.

• Communicate product offerings to refinery, petrochemical, power generation and light industrial customer base • Respond to sales inquiries with accuracy, speed and effectiveness • Review contracts, address design and technical questions, project status updates • Maintain communication and expedite others for quote and order fulfillment • Develop knowledge of product lines, pricing, delivery time and other data as required • Maintain ownership and oversight of all customer requests and concerns until completed