- Develop and execute account plans: stakeholder mapping, entry strategy, and path-to-close
- Lead structured discovery and qualification in complex buying environments
- Build credibility with technical, commercial, and executive stakeholders
- Navigate long-cycle deals with clarity, discipline, and focus on deal quality
- Identify expansion signals and shape them into qualified opportunities
- Own the commercial execution of expansion deals
- Build and maintain a healthy, high-quality pipeline
- Run a disciplined qualification methodology (e.g. MEDDPICC)
- Maintain strong CRM hygiene and reliable forecasting
Stakeholder managementCRM