• Develop and own the messaging frameworks that articulate why MinIO and AIStor win. • Conduct ongoing research into market trends, customer needs, emerging technologies, and the broader data and object storage landscape. • Partner with Sales Enablement to create and deliver presentations, technical briefs, and enablement materials that help the field communicate our value proposition and close business. • Collaborate with Marketing and Engineering to develop and execute go to market strategies for product launches, campaigns, and key initiatives. • Engage directly with customers, prospects, and field teams to validate positioning, gather insights, and refine messaging based on real world feedback. • Support analyst briefings and influencer engagement with well researched market perspectives and compelling product narratives. • Build and maintain the competitive content that helps our sales and partner organizations win deals, including battle cards, objection handling guides, and technical comparisons.

• You’ll own the development and continuous refinement of Cresta’s positioning and messaging for the Insurance and Travel & Hospitality, translating our platform capabilities into clear, differentiated industry narratives that resonate with buyers, operators, and executives • You’ll develop and maintain deep industry and buyer personas, advancing our internal understanding of industry-specific pain points, priorities, and decision dynamics to ensure our messaging drives relevance and confidence in deals • You’ll partner closely across product, sales, solutions, and marketing, serving as the connective tissue to build and execute industry-specific go-to-market strategies that accelerate pipeline and revenue growth • You’ll bring new product capabilities and innovations to market through an industry lens, leading vertical launches and creating the sales enablement and supporting materials needed to drive adoption and impact • Your deep understanding of how our wins and losses vary by industry, use case, and buyer will help you provide a data-driven point of view to influence product roadmap priorities, sharpen our positioning, and optimize our vertical strategy over time • You love to move fast, get your hands dirty, and solve open-ended problems, balancing strategic thinking with hands-on execution to help Cresta win in complex, high-impact industries

• Partnering closely with the GTM leadership team, and regional sales leaders to support sales teams, owning the in-depth monitoring and tracking of the business metrics, creation of key intelligence and insights to accelerate growth. • Partner with key cross-functional stakeholders, including but not limited to Marketing, Finance & Strategy, Data Science, Seller Systems, and Strategic Operations to streamline and optimize our internal processes and run-the-business and planning deliverables (Stripe Rhythm of Business: Weekly Business Reviews, Monthly Business Reviews, Quarterly Business Reviews). • Shape the processes and go-to-market support model for a rapidly growing company, and make a tangible impact on sales and operations. • Support the Regional sales leaders with intelligence and insight to accelerate growth • Support Sales Strategy and Operations colleagues by standardizing global and regional common process that is currently decentralized • Deep dive into key performance metrics and drive deep understanding of business performance • Problem solve and structure analysis outcomes for complex sales operations challenges through data, analytics and insight • Identify new opportunities and areas of productivity efficiency gains for Regional sales leadership • Participate in projects defining go-to-market approaches, as well as in regular business and resource planning • Run analysis on key performance metrics, providing relevant insights for managing the business • Oversee implementation of enabling systems and tools, working closely with internal systems teams • Prepare weekly senior leader forecast materials and provide ongoing updates on key business growth/metrics to leadership teams • Manage bespoke projects and effectively manage stakeholders

• SAP CPRS (Consumer Products Retail Services) Industry Leadership - Recognized North America expert in a defined SAP domain (e.g., S/4HANA, Supply Chain, BTP, Data & Analytics), with deep industry process expertise • Translate SAP roadmap and adjacent technologies into client value and solution architectures • Lead end‑to‑end solutioning and proposal responses for $50M+ TCV pursuits, including effort estimation, resourcing, commercial models (including outcome‑based), and value‑driven business cases • Mobilize cross‑BL teams and resolve pursuit complexity • Act as a trusted advisor to Director‑level and above stakeholders • Deliver compelling executive presentations and oral submissions; align stakeholders on vision, scope, roadmap, and outcomes • Lead solution blueprinting, architecture, and program strategy across the full delivery lifecycle • Champion Capgemini delivery methods, tools, and execution excellence while ensuring capabilities align to market demand • Build productive partner relationships (e.g., SAP, Microsoft) • Develop reusable assets, accelerators, playbooks, and offerings; capture delivery learnings to strengthen the COE • Model Capgemini’s core values and build a strong personal brand as the go‑to expert for critical sales and delivery opportunities • Able to lead and represent the entire proposal, ensuring the quality of proposal delivery through the mobilization and motivation of appropriate teams (Capabilities on/off, peer solution architects, domain experts across BL's, etc)