• Own a regional territory and drive a strategic plan focused on new logo acquisition and whitespace expansion • Prospect into enterprise organizations to build pipeline and generate multi-threaded engagement with senior stakeholders • Work closely with channel partners and strategic alliances to co-sell, generate pipeline, and accelerate enterprise deals; leverage established partner relationships to expand reach and drive regional momentum • Run a rigorous and consistent sales process (MEDDPICC preferred), managing multiple complex opportunities simultaneously • Uncover and deeply understand customer challenges related to cloud performance, scale, architecture, and cost • Lead executive-level conversations with CIO, CTO, VP Infrastructure, Cloud Architecture, DB, Storage, Finance and Security teams • Translate customer pain points into a compelling business case, value story, and ROI model that drives urgency and action • Guide deals through technical evaluation, POCs, and validation with Solution Architects as key partners • Navigate complex organizations to gain executive sponsorship, align stakeholders, and drive consensus • Maintain crisp forecast accuracy, pipeline hygiene, and sales documentation • Partner closely with Product, Customer Success, Marketing, and Engineering to deliver customer outcomes and competitive differentiation • Provide market and customer insights back to the business to inform our product roadmap and GTM strategy.