About the Role
The landscape of technology purchasing has evolved. Customers are now well-versed in AI and require experts who can navigate their distinct needs and articulate the value that AI can bring to their businesses. You will work on real-world challenges faced by organizations that affect millions, utilizing your passion for AI to facilitate significant technological advancements. Your role will involve engaging deeply with customers to help them understand how the company's solutions can optimize their business processes and leverage AI effectively.
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What You'll Bring
You bring deep solution expertise and established domain authority, leading complex sales programmes and driving cloud revenue at scale. You set the standard for how the company's solutions are positioned, differentiated, and sold in strategically important engagements.
- Deep solution expertise and domain authority with a track record of leading complex, multi-stakeholder solution sales programmes that drive cloud revenue and customer success at scale
- Expert command of solution selling, navigating complex sales cycles with authority, and delivering outcomes that advance net new growth, renewals, and long-term customer lifetime value
- Expert at applying AI value selling at the executive level, shaping how senior customer stakeholders think about the company's AI capabilities and their long-term technology investment strategy
- Proven use of strategic AI synthesis at scale — applying AI tools and insights to sharpen territory strategy, identify revenue opportunities, and set the competitive standard for AI-enabled domain selling
- Expert in data-driven stakeholder engagement, applying sophisticated data-led approaches to influence executive stakeholders and build compelling commercial cases for the company's solutions in complex buying environments
- Degree not required for this role
Additionally, we seek individuals who think strategically, understand the business environment, and can effectively engage and influence others, blending emotional intelligence with a confident problem-solving ability. All positions at the company require candidates to be comfortable utilizing AI tools in their daily work, which includes automating routine tasks and evaluating AI-generated outputs for quality.
What You'll Build
You will lead complex solution sales programmes for the company's most strategically important customers, setting domain standards, driving pipeline and booking performance, and delivering critical cloud revenue and customer outcomes.
- Lead complex solution sales programmes across strategic accounts, developing and executing territory strategies aligned with customer needs and the company's solution priorities
- Apply expert solution selling to lead high-value sales cycles, govern pipeline health and booking performance, and establish standards for value articulation within your domain
- Influence C-suite stakeholders on the company's AI capabilities and position the company as the strategic AI partner of choice
- Shape competitive positioning at the highest level to differentiate the company across strategic accounts and complex competitive landscapes
- Utilize strategic AI synthesis to refine territory strategy, enhance domain-level competitive positioning, and drive revenue through AI-enabled account intelligence at scale
- Build sophisticated, evidence-based commercial cases that influence executive decisions and drive solution adoption at scale through data-driven stakeholder engagement
Where You Belong
You will be part of the Customer Value Group, a global community of solution sales professionals dedicated to driving cloud revenue growth and delivering outstanding customer outcomes through deep domain expertise. In this role, you will operate as an expert individual contributor, leading high-complexity engagements and setting the domain standard, thereby defining the company's cloud success.
Additional Information
The company values diversity and inclusion, recognizing that our culture is strengthened by unique capabilities and qualities each individual brings. We are committed to fostering an inclusive environment that allows all employees to thrive.
- The company encourages applications from all qualified individuals and offers reasonable accommodations to applicants with disabilities during the recruitment process.
- Candidates may be required to undergo background verification with an external vendor.
- Success in recruitment may also involve adherence to guidelines regarding the ethical use of AI.
