• Own and drive complex, enterprise-level sales cycles by positioning technology-led solutions across custom application development, mobile integrations, AI/ML, IoT, data analytics, cloud platforms (AWS, Azure, GCP), DevOps, and CI/CD. • Lead the full deal lifecycle for large, strategic accounts – from targeted prospecting through contract negotiation and close – while delivering a high-trust, consultative client experience. • Identify, engage, and develop relationships with senior decision-makers and executive stakeholders within enterprise organizations. • Assess client business objectives, technical environments, and industry dynamics to architect and propose high-impact, scalable solutions. • Partner closely with Delivery, Engineering, and Solution teams to shape deal strategy, scope solutions, and ensure successful handoff post-sale. • Collaborate with Marketing on account-based and enterprise outreach strategies to generate and expand pipeline. • Lead executive-level presentations and value-based discussions that clearly articulate business outcomes and ROI. • Navigate complex buying processes, address objections, and negotiate commercial terms to close high-value deals. • Consistently achieve or exceed enterprise sales targets and revenue goals. • Maintain accurate pipeline forecasting and provide regular updates to Sales and Delivery leadership. • Stay current on emerging technologies, competitive landscape, and enterprise market trends to inform sales strategy and client conversations.

• Own the full enterprise sales cycle from discovery to close • Engage senior stakeholders (CISOs, security leaders, data and platform teams) in consultative sales conversations • Lead demos and POCs, translating technical capabilities into clear business value • Build and manage a healthy enterprise pipeline across Europe • Refine and iterate our Ideal Customer Profile (ICP) based on market feedback • Develop scalable sales processes, playbooks, and reporting standards • Partner closely with pre-sales engineering and product teams to influence roadmap and positioning • Contribute to our AI-powered pipeline generation strategy and messaging

• Prospect into large Fortune 1000 companies while running an efficient sales process • Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts • Develop a deep comprehension of customer's business • Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI • Handle existing customer expectations while expanding reach and depth into assigned territory • Demonstrate resourcefulness when faced with challenges that defy easy solution • Have intuitive sense of necessary steps to close business and gain customer validation • Identify robust set of business drivers behind all opportunities • Ensure high forecasting accuracy and consistency

• Lead and contribute to bid, RFP, and proposal responses. • Collaborate closely with Sales, Delivery, SMEs, Marketing, and Finance. • Translate technical and SME input into clear, client-focused messaging. • Develop proposal storylines, structure, and content. • Create high-quality written proposals, presentations, and supporting materials. • Support opportunity qualification and bid/no-bid decisions. • Coordinate cross-functional contributions to ensure proposal timelines are met. • Maintain and enhance the bid library and reusable proposal assets. • Track proposal performance and feedback to improve win rates. • Capture feedback from bids and client presentations to improve reusable assets.