• Own and execute a multi-year strategic plan for a large, high-impact territory, aligned with Axon’s broader growth strategy. • Drive enterprise-level expansion within existing accounts while identifying and penetrating net-new, high-value campus systems. • Develop and maintain executive-level account strategies that map stakeholders, budget cycles, and long-term adoption paths across Axon’s ecosystem. • Identify market trends and customer needs to influence regional and national go-to-market strategy. • Lead highly complex, multi-product sales cycles (often 9–18+ months) involving executive stakeholders, procurement constraints, and cross-functional decision-makers. • Serve as the quarterback of large-scale deals, orchestrating internal teams (Sales Engineering, RTA, Major Accounts, Product, Legal) to drive alignment and close. • Navigate and structure sophisticated commercial agreements, including multi-year deals, funding strategies, and non-standard procurement paths. • Engage confidently at the executive level, delivering strategic value narratives—not just product pitches. • Act as a trusted advisor internally and externally, influencing decisions across teams and aligning resources to win strategic opportunities. • Partner with Marketing, Product, and Enablement to shape messaging, identify gaps, and improve sales effectiveness. • Mentor and elevate other sellers, sharing best practices and contributing to a culture of high performance. • Provide market feedback and insights to leadership, helping inform product direction and sales strategy. • Own accurate forecasting and pipeline strategy for a large, complex territory with high visibility to leadership. • Build and maintain predictable revenue streams, balancing short-term wins with long-term strategic deals. • Drive rigorous CRM discipline (Salesforce) with clear visibility into deal progression, risks, and upside. • Build deep, executive-level relationships with key campus stakeholders, positioning Axon as a long-term strategic partner. • Shape multi-year customer adoption strategies, expanding footprint across Axon’s ecosystem. • Represent Axon as a thought leader in the campus/public safety space at industry events and conferences.