• Own and execute a territory plan for a defined regional book of mid-size campus customers. • Drive growth through a mix of new logo acquisition and expansion within existing accounts. • Build and maintain account plans for top customers to support pipeline development and deal execution. • Manage a full book of business while consistently achieving quarterly and annual sales targets. • Lead complex sales cycles involving multiple stakeholders, procurement requirements, and bundled solutions. • Conduct effective discovery, product demonstrations, and presentations tailored to customer needs. • Partner with Sales Engineering, Inside Sales, and other field resources to advance opportunities and close deals. • Navigate pricing discussions, contracting, and public-sector procurement processes with confidence. • Maintain accurate opportunity management, notes, and forecasting in Salesforce. • Build and manage a healthy pipeline that supports predictable revenue delivery. • Identify and implement process improvements that increase efficiency within your territory. • Build trusted relationships with campus decision-makers and influencers. • Ensure strong customer satisfaction and post-sale engagement in partnership with internal teams. • Represent Axon professionally at regional events, conferences, and customer meetings.