• Develops and implements sales strategies for TPA's, Public and Labor groups, or state/government programs • Performs business development activities in assigned territory • Manages complex negotiations and consults on challenging renewals • Identifies clients' needs and utilizes product array to create solutions • Collaborates with account management on assigned business

• Monitor markets, industries, companies, competitors and sales activities in order to identify business development opportunities via partner channels • Pursue sales opportunities with third parties where ACA does not already exist or where there is scope to complement a partner’s existing ACA business (e.g. via State Reporting capability, via print and distribution capability) • Works closely with internal colleagues in Product, Operations, Technology and Service teams to evaluate and execute on new business opportunities. • Responsible for identifying, investigating, analyzing and negotiating new partnerships • Responsible for negotiating business terms and works with legal to develop and execute partnership agreements • Work with the Operations & Implementation teams in support of technical integrations required to execute business partnerships • Collaborates with the ACA Solution Engineer and Partner Strategy leader to maintain momentum for new partner pursuits • Develop deep broker relationships to support ACA business growth

• Assist in the development of new and improved alfalfa varieties as part of a leading research team • Support all activities associated with field nurseries and yield trials in a field-testing site at Mt Joy, PA • Perform research activities in field, including field preparation, seedbed preparation, planting, propagation, transplanting, plant maintenance, fertigation, integrated pest management, tissue sampling, crop rotation, plot maintenance, irrigation, pesticide application, forage quality sampling, field monitoring, data collection and record keeping • Coordinate field days and site tours • Report to Breeding Director by providing instant feedback and data collected from trials

• 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.