• Build deep expertise in a defined product group and associated buyer personas; act as the primary subject matter expert (SME) for active sales opportunities and represent the right product domain in multi-product pursuits. • Partner with SDRs and AEs in early discovery to qualify opportunities and assess alignment of systems, data flows, integration points, and non-functional requirements (e.g., security, scalability, accessibility) to support pursuit strategy. • Translate functional requirements into actionable solution designs and configuration options; lead product proofs of concept (POCs) to validate solution fit and convert pipeline. • Document MEDDPICC-aligned insights, particularly Metrics and Decision Criteria, in CRM in pursuit documentation. • Provide accurate, comprehensive responses to RFPs and RFIs that address the needs of functional buyers. • Serve as the SKU configuration SME to validate quotes against the proposed solution and customer technical landscape. • Design and deliver persona-specific demos, workshops, and proofs of concept that align product capabilities with buyer outcomes and Decision Criteria. • Maintain demo environments with up-to-date data, reusable scripts, scenario assets, and runbooks that support Sales progression. • Prepare detailed post-sale handoff materials to ensure seamless transitions to Services and Customer Success. • Provide structured feedback to Product and Enablement teams on gaps, objections, and content needed based on real-world sales cycles to enhance team effectiveness and performance. • Travel extensively (60–75%), with weekly customer visits common. Travel supports high-impact activities such as advancing strategic deals, conducting onsite demos, and leading executive workshops.