- Pipeline creation & territory strategy
- Build and execute a territory/account plan: target accounts, stakeholders, sequencing, and multi-threading strategy.
- Create net-new pipeline through outbound prospecting, partner motion, events, and customer referrals.
- Maintain disciplined pipeline hygiene and forecasting; operate a repeatable, metrics-driven cadence.
- Insight-led selling & deal shaping
- Practice insight selling: challenge the customer's initial framing and introduce a sharper point of view on where value is trapped.
- Run executive discovery to uncover operational bottlenecks and decision friction—and translate it into a crisp target-state narrative, urgency, and mutual action plan.
- Build internal alignment across CFO/CIO-led buying committees, including champions, economic buyers, IT/security, and process owners.
- Commercial ownership: value case, negotiation & close
- Own the business case, pricing strategy, proposals, negotiation, and contracting.
- Quantify and communicate value and tie it to executive priorities and budget.
- Drive the deal to closure with clear next steps, strong deal governance, and accurate forecasting.
- Orchestration across presales & delivery
- Partner with Solutions Engineers to run workshops/demos and de-risk technical concerns.
- Align with Customer Success on implementation readiness, success criteria, and expansion paths.
- Ensure clean handoffs from close → kickoff, maintaining continuity of value narrative and outcomes.
- Competitive positioning
- Position blp against point tools and fragmented stacks with an "end-to-end + exceptions-first" narrative.
- Anticipate and neutralize competitive plays with crisp differentiation and proof.