• Create, implement, measure and review a personal plan that drives achievement of performance goals aligned to the regional sales strategy. • Position and articulate our value proposition to customers to maximize the business opportunity. • Negotiate and close complex contracts with the support of global partners. • Report on sales activity and forecasts to senior management. • Prepare indicative subscription pricing and customer offers, including reviewing broader opportunities such as training and professional services modules, and guides request for proposal responses. • Provides customer feedback to marketing, customer success, product management, and engineering teams. • Work collaboratively to acquire additional/specialist resources as needed.

• Own the full sales cycle from qualification through to close on high-value enterprise accounts across multiple verticals. • Deeply understand client pain points and align BCM One’s portfolio of solutions to meet business outcomes. • Act as a consultative partner, collaborating with Sales Engineers, Product, and Support teams to design and deliver compelling technical solutions. • Manage and expand relationships with decision-makers and C-level stakeholders. • Maintain a strong pipeline of opportunities using solution-based selling frameworks. • Represent the BCM One brand with credibility, integrity, and an obsessive focus on customer success.

• Own business outcomes for a portfolio of enterprise commerce customers, driving adoption, value realization, retention, and expansion • Build and sustain trusted relationships with VP- and C-level stakeholders, serving as a strategic advisor across customer organizations • Lead strategic onboarding, success planning, and executive-level QBRs aligned to each customer’s business objectives • Proactively identify risk, manage escalations, and execute mitigation strategies in support of a zero-attrition mandate • Partner closely with Enterprise Sales to drive renewals, expansions, and long-term account strategy • Collaborate cross-functionally with Product, Solutions Engineering, and Support to deliver enterprise-scale solutions and influence roadmap priorities • Translate customer business goals into measurable success metrics and actionable plans • Contribute to the development and evolution of Route’s enterprise customer success playbook as the organization scales

• Driving new revenue through customer acquisition in designated territory and named accounts • Consistently strike / exceed quarterly & annual sales targets • Technology field sales - greenfield space using remote resources (engineering, marketing, business development, etc) • Partnering with the regional VARs to effectively identify, engage and deliver new customers • Owning strategy around funnel, pipeline, forecasting - owning GTM for respective patch • Demonstrated experience leading complex sales cycles and negotiating win-win agreements based on value-based selling