• Own end-to-end territory planning, including segmentation, prioritization, and go-to-market execution. Actively generate pipeline through outbound prospecting, events, digital campaigns, and channel partnerships. • Conduct deep discovery to uncover pain points tied to revenue, risk, or competitive advantage. Build ROI-driven proposals that clearly quantify value and influence economic buyers. Use MEDDPICC to create urgency and executive alignment. • Map account stakeholders and understand internal power structures to build multi-threaded relationships. Engage champions, influencers, and decision makers across technical, operational, and financial functions. • Proactively and consistently build a robust pipeline across the assigned territory by effectively leveraging technology (e.g., SFDC, Outreach) and professional relationships. Demonstrate the ability to create, manage, and close multiple deals concurrently across various customers and sales cycles. Maintain strict weekly discipline dedicated to prospecting to ensure continuous, active pipeline creation for future business. • Maintain an accurate pipeline through disciplined CRM management and forecast new business revenue with precision. Skillfully navigate sales cycles in enterprise organizations involving multiple stakeholders (Sales Engineering, Value Engineering) and competitive scenarios. • Actively engage and co-sell with System Integrator (SI) and technology partners to maximize market coverage and deal influence. • Drive pipeline generation and accelerate deal cycles through close collaboration with BDR, Marketing, and Partner teams. Demonstrate strong qualification skills, knowing when to strategically disqualify opportunities and when to engage the wider team to enhance deal velocity.