Kantata

• Serve as the North America Enterprise segment leader for Kantata Professional Services, owning delivery outcomes and team performance across the region. • Represent Professional Services as part of the PS leadership team, providing input on organizational direction, surfacing what's working and what isn't, and shaping product and methodology decisions. • Partner closely with sales and presales teams to ensure the right solution is being proposed to customers — and that the delivery organization is prepared to deliver it successfully. • Serve as the delivery director on all projects within the segment, personally ensuring customer success, adoption, and business results are delivered. • Manage a team of consultants focused on delivery, providing coaching, quality oversight, and career development. • Partner closely with Customer Success and Support teams to ensure a smooth, well-documented handover as customers move from implementation into ongoing adoption. • Help enable delivery partners across the segment and provide oversight of their implementations, ensuring they meet the same quality bar as engagements delivered internally. • Embrace AI technologies to deliver faster, smarter, and with higher productivity — modeling and encouraging practical AI adoption across the delivery team.

• Build and run a strategic territory plan for Enterprise accounts (1,000+ employees) • Generate pipeline through outbound prospecting and executive relationship-building • Lead consultative, multi-stakeholder sales cycles from discovery to close • Engage CFOs, COOs, CIOs, PMO leaders, and other key stakeholders • Partner with Solution Engineers on demos and business value • Apply MEDDICC (or similar) discipline to navigate buying committees • Build executive-level business cases with clear, measurable ROI • Forecast accurately while consistently beating quota

• Build and run a strategic territory plan for Enterprise accounts (1,000+ employees) • Generate pipeline through outbound prospecting and executive relationship-building • Lead consultative, multi-stakeholder sales cycles from discovery to close • Engage CFOs, COOs, CIOs, PMO leaders, and other key stakeholders • Partner with Solution Engineers on demos and business value • Apply MEDDICC (or similar) discipline to navigate buying committees • Build executive-level business cases with clear, measurable ROI • Forecast accurately while consistently beating quota

• Build and run a strategic territory plan for Enterprise accounts (1,000+ employees) • Generate pipeline through outbound prospecting and executive relationship-building • Lead consultative, multi-stakeholder sales cycles from discovery to close • Engage CFOs, COOs, CIOs, PMO leaders, and other key stakeholders • Partner with Solution Engineers on demos and business value • Apply MEDDICC (or similar) discipline to navigate buying committees • Build executive-level business cases with clear, measurable ROI • Forecast accurately while consistently beating quota

• Troubleshooting/investigation of customer-reported issues and questions • Communication and analysis of relevant concepts, configuration setups and product information • Positioning and accommodation of relevant Kantata SX capabilities and services • Escalation handling, prioritization, communication, and customer advocacy for resolving issues • Enablement and engagement with colleague teams to enhance customer experience • Time-specific shift attendance and resource schedule compliance • Ability to be successful in self-management and participation in voice and video meetings

• Build and scale high-quality pipelines through advanced sourcing, research, outbound strategy, events, and referral programs • Own candidate relationships from first touch through close, ensuring a thoughtful, human experience • Partner closely with hiring managers in Bengaluru and globally to design effective recruiting strategies and deliver consistent hiring success • Bring creativity and momentum to our recruiting approach, experimenting with new tools, channels, and messaging tailored to the India market • Measure and optimize recruiting performance using data, insights, and continuous improvement practices • Strengthen our employer brand by collaborating with leaders to elevate Kantata’s presence in the India talent ecosystem • Collaborate across the talent team to refine processes, improve operations, and scale best practices across regions

• Enhancing and improving the client lifecycle • Driving key Success Pillars of Adoption and Relationships • Managing client relationships through the entire client journey • Providing customers with superior level of service through multiple support channels • Understanding the client’s business needs and aligning to the Kantata solution • Conducting onboarding and introductory training sessions

• Build and execute a unified digital CS strategy that scales across all segments and products, driving efficiency, retention, and product adoption through digital channels. • Design and operationalize tech-touch and hybrid engagement models, including digital success planning and lifecycle-based journey orchestration. • Embed automation and AI into the customer journey, from onboarding flows and stakeholder alerts to in-app engagement and intelligent nudges. • Own the digital engagement tech stack, including Gainsight, PX, AI copilots/agents, knowledge systems, community platforms, and LMS tools. • Drive community-led success by integrating digital CS with customer community and education functions, supporting peer learning, events, and enablement at scale. • Collaborate with Support on agentic strategies, chatbot design, and proactive deflection methods to reduce case volume and improve self-service rates. • Define and manage a KPI framework that demonstrates the impact of digital success programs on retention, NRR, product usage, and cost-to-serve. • Drive change management efforts, navigating organizational shifts and executing strategic transformation initiatives across the Customer Success organization. • Actively engage with the Executive Leadership team to align and advance company-wide Digital Customer Success priorities, including product innovation and prioritization.

• You will be charged with growing our footprint in new accounts, focused on identifying, qualifying, and closing new opportunities. • The Enterprise Account Executive will be responsible for managing the sales cycles including developing and optimizing a sales pipeline, maintaining pursuit strategies focused on key decision-makers, negotiating key deal terms, and closing agreements.

• Troubleshooting/investigation of customer-reported issues and questions • Communication and analysis of relevant concepts, configuration setups, and product information • Positioning and accommodation of relevant Kantata SX capabilities and services • Escalation handling, prioritization, communication, and customer advocacy for resolving functional issues • Enablement and engagement with colleague teams – Education, Customer Success, Service Delivery, Sales • Time-specific shift attendance and resource schedule compliance for coverage purposes • Voice and video meetings with customers and colleagues