• Partner with Account Executives to execute account-specific engagement plans for managed accounts, often spanning extended sales cycles (9-18+ months) • Conduct deep research to identify key personas, organizational structures, and compliance requirements, and potential pain points related to data security and privacy • Craft personalized, persona-specific messaging across email, LinkedIn, and phone channels - tailored to both technical and executive security audiences • Orchestrate outreach to, and engage with, multiple stakeholders - including CISOs, Security Architects, Data Privacy Officers, Compliance/GRC leaders, and Engineering • Develop working knowledge of tokenization, data protection concepts, and compliance frameworks (PCI-DSS, HIPAA, GDPR) to engage credibly with technical buyers • Qualify opportunities and hand off to AEs with full context: stakeholder maps, identified pain points, and compliance drivers • Maintain accurate account data in Salesforce.com and Groove (or similar); meet and exceed KPIs for opportunity creation and conversion • Collaborate with the Enablement team to refine messaging, objection handling, and competitive positioning. Provide feedback from the field to inform product positioning, marketing campaigns, and competitive intelligence