• Demonstrate a deep understanding of Nebius and the value to our customers. • Own and grow your territory: Maintain and deliver against a strategic plan for region/territory. Help AEs qualify and prioritise opportunities through an HCLS and compliance lens. Lead and support strategic discussions with pharma and biotech. • Client Engagement: Develop deep relationships with key stakeholders across the enterprise, positioning our AI and cloud solutions to address client-specific challenges. Act as a trusted advisor to pharma and biotech clients, driving engagement and long-term relationships. Identify opportunities to apply AI/ML, HPC, and data platforms in drug discovery and clinical operations. • Deal Support & Sales Acceleration: Partner with Account Executives to shape account strategy, value messaging, and proposal content that will secure deals to meet revenue targets. Help qualify and prioritise opportunities through an HC&LS and compliance lens. Support complex deal cycles where domain credibility and regulatory insight are critical. • Solution Selling: Demonstrate the value of AI and cloud solutions through consultative selling, product demonstrations, and presentations. • Regional Representation: Represent Nebius AI at regional and industry events, and customer meetings. • Market Knowledge: Stay updated on industry trends, emerging technologies, and competitive landscape to position our solutions effectively. • Forecast with accuracy; progress deals through the Salesforce sales process and deliver against ACV / activity targets.