- Build and own segment-specific blueprints documenting customer economics, procurement patterns, and technical requirements.
- Translate blueprint findings into structured inputs for Product, Policy, R&D, and Marketing functions.
- Maintain and refresh blueprints against market, competitive, and policy shifts.
- Own relationships for a portfolio of top-tier fleet accounts, ensuring health, growth, and retention.
- Lead negotiation and contract structuring for major, complex, multi-year agreements.
- Coordinate cross-functional pursuit teams on major RFPs and large bids.
- Provide business case analysis, financial modeling, and ROI assessments to support major pursuits.