• Cultivate strong, face-to-face executive relationships across IT and business units. • Serve as a trusted advisor, guiding clients on AI/ML strategies that yield measurable business outcomes. • Map client organizations to uncover new opportunities and expand into additional business units. • Own end-to-end sales cycles—from lead generation and discovery to RFP/RFI responses, negotiation, and close. • Develop and execute territory and account-specific sales strategies, including targeted AI/ML sales plays. • Conduct deep discovery to understand complex challenges and architect sophisticated agentic AI solutions. • Guide clients through AI/ML platform adoption and solution deployment, driving ROI and long-term value. • Partner with product, industry, sales engineering, and professional services teams to create and implement custom AI/ML solutions. • Communicate client insights to influence product roadmaps and ensure alignment with market needs. • Maintain pipeline hygiene, track AI/ML sales performance, and leverage data to continuously refine strategy. • Develop comprehensive Statements of Work (SOWs) for custom AI/ML engagements. • Navigate and close complex enterprise sales cycles involving multiple stakeholders. • Provide executive-level insights that articulate the value of AI, machine learning, data platforms, and analytics solutions.