• Own full-cycle sales execution: Manage opportunities end-to-end: discovery, qualification, stakeholder alignment, proposal development, negotiation, and close. • Maintain a high-quality pipeline focused on upper mid-market and enterprise buyers; produce accurate, defensible forecasts. • Ensure consistent deal velocity through clear next steps, decision-criteria validation, and buying-group alignment. • Represent our offerings with clarity and confidence: Lead with our core packaged solutions: Transform Work and Modernize + AI. • Communicate value, methodology, and expected outcomes in a structured manner; respond to technical questions with practical accuracy. • Partner with technical leadership during deeper technical evaluations and security/compliance discussions. • Build executive trust and long-term relationships: Engage C-suite sponsors and operational leaders with clear, concise communication. • Establish credibility through thoughtful discovery and measured commitments—focused on business outcomes and ROI. • Coordinate with internal stakeholders to ensure clean handoffs and strong delivery continuity. • Contribute to a repeatable GTM motion: Maintain exceptional CRM hygiene and deal documentation. • Improve playbooks, talk tracks, and qualification frameworks based on field learning. • Collaborate with vertical GTM initiatives (e.g., healthcare/life sciences, hospitality, manufacturing, education).