Role Description As an Account Executive, you will report to the SVP of Sales. Within your territory, you will build relationships with key decision-makers, work with internal teams to meet prospect/client needs, and navigate through the prospect’s/client’s buying processes to reach successful closure. This position will play a key role in developing and executing Velsera’s business strategy and expanding our growth opportunities in the Life Science and Academic Medical Center segments. - 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 Velsera’s fast-growing Global Data Network. - Travel may be required up to 30%. Qualifications - 10+ years of direct selling experience in selling SaaS or genetics/genomics solutions to Life Science organizations (pharma, biotech, CROs) and Academic Medical Centers. - Proven track record of closing strategic enterprise deals of $1M+ in total contract value, with experience managing complex, multi-stakeholder sales cycles. - Knowledge of strategic sales development techniques essential and SFDC, Microsoft Office experience strongly preferred. - BS in Genetics, microbiology or a related degree. - An ability to network at all organizational levels. - Ability to understand and present technical and/or scientific concepts and material clearly and effectively. - Team player with an ability to thrive while working independently, and also support a team to drive new and current business. - English language is mandatory. Benefits - A full-suite of industry leading benefits (list by location). - Remote work flexibility. Company Description Velsera stands for a stimulating atmosphere where you can grow your capabilities in an open company culture. We want you to do the work you feel great at, or that you would like to become great at. You’ll work for a mission-driven organization that is making a true difference in the scientific and healthcare space.

• Prospect and develop new customer relationships with schools and libraries • Manage and grow an active pipeline of sales opportunities • Execute consistent outbound call and email outreach • Drive renewals and identify opportunities for expansion within existing accounts • Conduct consultative sales conversations and recommend subscription solutions • Maintain accurate CRM records, next steps, and follow-up activity • Work independently while staying aligned with team goals and expectations • Participate in coaching, training, and performance reviews

Role Description Extreme Networks is seeking a dynamic and experienced Business Development Account Executive to lead our growth initiatives within the Australian Federal Government and affiliated agencies. Based in Canberra, this role is responsible for identifying, developing, and closing opportunities across key departments, driving digital transformation through secure, cloud-driven networking solutions. The ideal candidate will bring a consultative sales approach, a strong understanding of public sector procurement, and a desire to grow Extreme’s presence in the national infrastructure and public services landscape. Key Responsibilities - New Business Development - Identify and pursue new business opportunities with federal departments, government-owned corporations, and affiliated agencies. - Establish relationships with senior decision-makers, program leaders, and procurement stakeholders. - Proactively engage with ecosystem partners, systems integrators, and government contractors to build pipeline. - Account and Territory Management - Develop territory plans and account strategies tailored to each agency’s mission, budget cycle, and transformation goals. - Align Extreme Networks’ capabilities to government priorities such as cybersecurity, secure access, remote connectivity, and infrastructure resilience. - Sales Execution and Pipeline Management - Lead the entire sales lifecycle from lead generation through to negotiation and contract closure. - Maintain accurate pipeline forecasts and opportunity records using the company’s customer relationship management platform. - Stakeholder Collaboration - Partner with Extreme’s technical teams to develop and deliver solution demonstrations and proposals. - Collaborate with marketing, channel, and services teams to support campaigns, events, and integrated sales efforts. - Compliance and Government Alignment - Understand and operate within Australian Federal Government procurement regulations, supplier engagement protocols, and ethical guidelines. - Prepare responses to formal requests for tender and engage in pre-tender positioning where appropriate. Qualifications - A minimum of 5 years and up to 10 years of experience in a business development, account management, or enterprise sales role. - At least 3 years of experience working directly with Australian Federal Government customers, preferably in technology, infrastructure, or cyber-related sectors. - Proven track record of meeting or exceeding sales targets in complex, multi-stakeholder environments. Requirements - Strong business acumen with the ability to articulate value propositions to both technical and executive audiences. - High level of professionalism and ability to operate in sensitive or confidential public sector environments. - Strong written and verbal communication skills. - Ability to work independently and collaboratively within a matrixed sales and technical organization. - Australian citizenship is required. - Holding an active Australian Government Security Clearance (Baseline, NV1 or NV2) is highly desirable but not mandatory. - Willingness and eligibility to obtain a security clearance in future, if required. Benefits - Competitive base salary with performance-based incentive compensation. - Superannuation and full benefits package. - Paid leave, volunteer time off, and personal development opportunities. - Support for relevant industry certifications and training.

Obtain and write exclusive tech stories focusing on societal trends, develop innovative pitches, cultivate industry relationships, and conduct interviews with key tech figures to deliver engaging content.