• Drive Strategic Prospecting and Deal Closure - Own and nurture key executive & C-suite/L2 relationships to understand and anticipate all potential needs that IRM could support. • Lead the full sales cycle, including joint ownership of contract negotiations, required documentation, and team coordination to close deals and secure revenues. • Shape and Solution Complex Client Needs - Lead discovery and first meetings, driving a relevant and differentiated solution play that matches customer demands with IRM's proposition. • You will drive "process forward" innovations, particularly focusing on customer-driven innovation. • Lead Account Management and Planning - Own overall account strategy, defining the vision, white space mapping, competitive landscape, and stakeholder mapping. • You will also act as the quarterback for accounts, accountable for everything from opportunity identification to issue resolution.