• Quickly become familiar with prospects’ industries and business models • Understand and articulate Airship’s value proposition across industries • Capture relevant insights and data from prospective customers to assess needs and problems • Translate recommendations into quantified value potentials • Deliver assessments & presentations to enable our target accounts to make decisions and take action • Sales Partnership: Work closely with Airship’s sales team and other functions to help define account strategies and prioritize sales initiatives, based on value potential and opportunity size • Value Selling: Build compelling business case presentations and ROI (Return on Investment) analyses aimed at accelerating, justifying, and/or expanding sales opportunities