Pactum AI

• Build and run multi-channel expansion campaigns. • Design and implement the full customer marketing stack from zero. • Use AI tools to mine customer signals. • Build and manage Pactum's customer reference programme. • Own customer-facing content: case studies, ROI calculators, CPO-level business reviews, customer newsletters, and expansion collateral. • Work directly with Account Management, Customer Success, Sales, and Product. • Systematically capture and distribute customer insights across the business.

• Prospecting and pipeline creation • Sales cycle ownership • Discovery and solution mapping • Cross-functional collaboration

• Own and grow Pactum's marketing-sourced pipeline and website conversion end to end- from first touch to won deal. • Construct a multi-channel demand engine across paid social, PPC, intent display, ABM, nurture, and outbound. • Define the ideal customer profile and lock the target account list with Sales. • Build and manage the full growth tech stack. • Own A/B testing and conversion rate optimization. • Work directly with Sales, SDRs, and Alliances to close the MQL → SQL → won deal loop.

• Customer engagement and trusted advisory: Build and maintain strong relationships with enterprise clients across Germany and the broader DACH region. • Procurement expertise and discovery: Develop a thorough understanding of clients' sourcing and procurement strategies, including category management and end-to-end procurement process optimisation. • Solution demonstration and value selling: Demonstrate how Pactum creates tangible value for customers and partners. • Business case development: Construct rigorous, persuasive business cases that make the best use of Pactum's core competencies. • Account growth and expansion: Work closely with the Account Management team to ensure existing customers are maximising their usage of Pactum. • Product and sales shaping: Act as an internal champion for customer needs.

• Build and deepen relationships with CPO, CFO, and VP-level stakeholders across your accounts. • Guide customers on how to maximize their outcomes with Pactum. Bring insights, best practices, and a point of view - not just responsiveness. • Own renewals, upsells, and cross-sells across your portfolio. Run structured account plans and maintain a clear view of risk and opportunity at all times. • Identify and pursue growth opportunities across countries, business units, use cases, and product lines. Own the full expansion motion - from spotting the opportunity to closing the deal. • Partner with Pactum's Sales, Product, and Deployment and Operations teams to ensure seamless delivery and that what's been sold gets realized. • Help build the playbooks, frameworks, and processes that define how Pactum manages enterprise accounts as the business grows.

• Own the SAP and Coupa relationships with a commercial lens — building trust with field sales teams, solution leads, and partner managers who influence real procurement deals. • Develop relationships across the SAP and Coupa partner ecosystems — global and regional SIs (Accenture, Deloitte, IBM, Wipro), procurement consultancies, and adjacent technology vendors — and convert those relationships into active co-sell and referral motions. • Work directly alongside Pactum's Sales and Solutions Consulting teams on active opportunities. • Build and run go-to-market plays with SAP, Coupa, and ecosystem partners — including joint value propositions, co-branded campaigns, and coordinated account targeting — that generate qualified pipeline. • Own partner-sourced and partner-influenced pipeline targets. Run structured cadences with SAP, Coupa, and key ecosystem partners focused on opportunity creation, progression, and close. • Create practical engagement models and partner playbooks that make it easy for SAP and Coupa field teams and ecosystem partners to position and sell alongside Pactum. • Connect SAP, Coupa, and their ecosystem partners with Pactum's Product, Engineering, Marketing, Professional Services, and Customer Success teams to ensure delivery matches what's been sold and integration requirements are met. • Stay close to SAP and Coupa platform strategies, partner program changes, competitive dynamics, and integration trends. Feed actionable insights back to Product and Sales leadership. • Monitor partner contribution across pipeline, deal influence, and revenue. Report on what's working, course-correct what isn't.

• Build trusted relationships with prospective and existing customers by developing a deep understanding of their procurement strategies, processes, and challenges. • Design and deliver high-quality, value-driven demonstrations that bring Pactum’s capabilities to life through customer-specific scenarios and clear storytelling. • Engage deeply with customer sourcing strategies, category management approaches, and end-to-end procurement workflows to identify where Pactum can drive the greatest impact. • Partner closely with Sales and Account Management to support new opportunities, deepen existing relationships, and identify expansion use cases that increase customer value. • Build compelling, data-backed business cases that align Pactum’s core capabilities with customer priorities and executive decision criteria. • Engage and influence senior leaders by reframing problems, challenging assumptions, and presenting new solution paths grounded in procurement reality. • Lead discovery sessions and customer workshops to surface pain points, align stakeholders, and define solution approaches. • Contribute customer insights to help shape Pactum’s product direction, solution positioning, and go-to-market approach. • Develop strong command of Pactum’s platform, vision, and people, and communicate that clearly across customer interactions.

• Build, onboard, and expand strategic relationships with leading procurement technology platforms and ecosystem partners • Develop and execute joint plans that generate qualified pipeline, drive co-selling motions, and create measurable revenue impact • Drive structured weekly, monthly, and quarterly partner cadences focused on opportunity creation and progression • Partner closely with Sales and Solutions Consulting to support active opportunities involving technology partners and increase win probability • Create scalable frameworks, engagement models, and operational standards that formalize how Pactum works with technology partners • Act as the bridge between external partners and internal teams including Product, Engineering, Marketing, Professional Services, and Customer Success to ensure alignment and coordinated execution • Gather ecosystem intelligence and structured partner feedback to inform product direction and strategic planning • Monitor partner contribution, pipeline influence, and performance metrics • Maintain awareness of procurement technology trends, competitive dynamics, and integration strategies to keep Pactum’s alliance model differentiated