• GTM research, positioning & thought leadership • Research and analyze the market and target Enterprise accounts in the territory, and enrich the target account lists • Establish first contact with the stakeholders within target accounts (all levels, including C-level executives) • Demonstrate the ability to talk about industry trends, discover client challenges, and position how Feedzai’s go-to-market solutions can solve their needs • Inbound and Outbound initiatives to generate pipeline: • Demonstrate ability to quickly qualify inbound leads by using methodologies such as CHAMP while focusing on being customer-centric by applying value selling • Show ability to work alongside Marketing, Partners, and Sales in order to generate qualified opportunities • Ability to work and nurture leads and convert them into qualified opportunities • Demonstrate ability to build outbound campaigns for target accounts leveraging emails, account-based marketing, calling, social selling, and more • Demonstrate the ability to properly hand over qualified opportunities to the Account Executives • GTM refinement • Ability to aggregate market information and provide feedback to the necessary stakeholders, which allows for further GTM refinement • Be creative in finding new ways to refine our GTM and spot new opportunities • Value Selling • Ability to create a vision with a prospect • Build trust, credibility, and rapport with prospects, leads, and opportunities. It’s all about authentic human relationships • Ability to be honest and find value for our prospects by focusing on their challenges and needs, and linking that to our value proposition • Share inspiring presentations with top-level executives while applying consultative and value-selling techniques • Forecasting & Reporting • Ability to be data-driven and accurately forecast lead conversion • Ability to understand what is needed to proactively build the right pipeline in order to hit targets • Ability to provide insightful and accurate reporting to management and the region operated within