Tonkean

• Own positioning and messaging across Tonkean’s platform and products, ensuring clarity, consistency, and differentiation • Translate product capabilities into compelling, sales-ready narratives that drive pipeline and revenue • Build and maintain core GTM assets: pitch decks, one-pagers, battlecards, demos, and use case frameworks • Lead competitive positioning and enablement against key players • Partner with sales and solutions teams to improve win rates and strengthen deal execution • Develop and execute GTM strategies for product launches and major feature releases • Establish a consistent feedback loop from customers, prospects, and deals to inform messaging and product direction • Work closely with product to help shape how capabilities are framed, packaged, and brought to market • Drive alignment across marketing, product, and sales to eliminate conflicting narratives and improve execution • Support demand generation with clear messaging and insights that improve campaign performance • Partner with analysts, customers, and the market to strengthen Tonkean’s category position

• Provide project management for our largest enterprise customers, covering multiple projects, with a focus on delivery of scope on time and with high quality outcomes. Be able to create plans that iterate based on client value. • Be able to document and establish metrics that track the definition of success for the client. • Establish and maintain relationships at all levels of the customer organization including project team members, executive sponsors & key stakeholders. • Partner with internal Tonkean teams to translate client requirements, objectives, and goals into actionable designs and build plans that can be delivered against. • Set clear expectations with internal and Client team members, maintaining accountability for deadlines and project deliverables. • Triage customer escalations, diagnose project issues and risks, develop contingency plans, and implement changes to drive risk mitigation. Understand what is in scope for this phase and what can (and should) be pushed to a later phase. • Actively manage project financials, including team utilization, budget vs actual hours, project margin, travel and other expenses. • Run governance meetings and report regularly both internally and externally on project status, milestones, KPIs, accomplishments, and deliverables. • Identify, communicate, and work with sales to develop opportunities identified during project execution, collaborate on the creation of proposals, estimates, change orders, and new statements of work • Document lessons learned and recommend process and methodology improvements to improve execution on future projects.

• Drive adoption, retention, and expansion within a portfolio of enterprise customers, ensuring long-term partnership and measurable business impact • Develop and manage customer lifecycle strategies, complete with milestones to guide customers toward maximum value realization • Define and execute scalable approaches to engagement, proactively identifying risks and opportunities within accounts • Partner with Sales to support renewals, upsells, and expansion opportunities • Serve as the voice of the customer to the product team—providing feedback that helps shape the roadmap—and communicate product insights back to customers • Build engagement models and methodologies that ensure customers are educated, enabled, and delighted throughout their journey with Tonkean • Contribute to the development of best practices, playbooks, and scalable processes for the broader CS organization • Represent Tonkean with executive presence, guiding senior stakeholders on change management, adoption, and ROI