• Lead complex enterprise sales cycles by diagnosing root business problems before positioning solutions. • Engage CIOs, COOs, Heads of Operations, Digital, and Business Leaders as a peer-level advisor. • Reframe customer challenges and quantify the cost of inaction, not just the benefit of change. • Build and execute strategic account plans grounded in customer economics and regulatory realities. • Map economic buyers, influencers, blockers, and internal politics within large organizations. • Coach internal champions and manage the buying process, not just sales stages. • Build ROI models and payback narratives even when data is incomplete. • Defend value through procurement and legal negotiations without defaulting to discounting. • Prepare rigorously for every meeting with clear hypotheses, objectives, and next steps. • Partner closely with Product, Marketing, Revenue Operations and Customer Success to ensure durable customer outcomes and expansions.