• Adapt and implement sales support strategy for a designated area in accordance with the global support strategy. • Ensure technical and commercial support for internal and external customers. • Oversee estimations, bids, and proposals ensuring alignment with ABB standards and targets. • Lead, develop, and coach the Sales Support team. • Define key targets and ensure their achievement by overseeing progress and defining improvement actions for customer support and satisfaction. • Ensure the most competitive offers considering the market situation and customer conditions; and identify the most effective approach (e.g., direct sales, consortium, or channel) for better serving the customer. • Oversee the validation of terms and conditions (commercial, technical, legal, and pricing) in each offer; and support bid/no bid analyses and decisions. • Participate in project risk review processes; and ensure the required technical support and clarifications are provided to the Sales organizations during technical meetings, product presentations, and negotiations with customers.

• Maintain and update CRM systems with accurate, real-time data • Ensure pipeline organization and consistent tracking of client communications and opportunities • Support client and supplier communication needs in a timely and organized manner • Provide day-to-day operational support across commercial functions • Assist with marketing coordination tasks as needed

• Lead the annual GTM planning cycle (territories, quotas, coverage). • Own in-year rebalancing and adjustments, ensuring consistency and scalability. • Establish and evolve planning methodologies to improve decision quality. • Own segmentation and coverage models, ensuring alignment to growth strategy. • Own and maintain capacity and headcount models (productivity, ramp, allocation). • Identify structural gaps and recommend improvements to drive efficiency and growth. • Translate planning data and business inputs into clear recommendations and tradeoffs. • Develop scenario models (growth, hiring, productivity) to support decision-making. • Partner directly with Sales and Finance leadership to align on planning assumptions and outcomes. • Govern account ownership rules (ROE, territory guides) and ensure adherence. • Own the GTM operating calendar and planning infrastructure. • Ensure planning decisions are accurately implement and reflected in Salesforce and GTM systems. • Partner across Sales, Finance, Marketing, and Systems to align on planning priorities and execution. • Lead planning-related initiatives end-to-end, ensuring milestones and outcomes are met. • Drive adoption and consistency across regions and teams. • Present planning recommendations, tradeoffs, and outcomes to senior leadership. • Deliver clear, executive-ready insights on coverage, capacity, and planning decisions. • Simplify complex analysis into actionable insights, risks, and opportunities.

• Own end-to-end GTM enablement across the full funnel • Build a scalable global enablement engine • Operationalize GTM excellence • Own GTM content and narrative consistency • Define and optimize the enablement tooling stack • Leverage AI and automation to scale impact • Measure and improve enablement effectiveness • Partner with GTM and regional leadership