• Own the technical sale in strategic Enterprise accounts ($200K–$1M+ ACV), partnering with Enterprise AEs from first engagement through signed MSA • Run sophisticated proof-of-value engagements: you design the evaluation framework, define measurable success criteria, manage the evaluation committee, and convert POV data into a closing business case • Build and test multi-threaded champion networks within accounts — you don't rely on a single contact; you map and influence the full buying committee • Navigate enterprise procurement: MSAs, DPAs, SOC 2 reviews, and security questionnaires are part of your deal, and you manage them proactively • Shape Otter AI's competitive differentiation strategy — you are the field expert on how to displace Gong, Chorus, and Zoom/Teams AI features in enterprise evaluations • Mentor SE team members and contribute to SE onboarding, demo best practices, and competitive battlecards • Partner with Product Management to translate field insights into roadmap input — your enterprise deals are the most important signal we have

• Pre-sales - assist in qualifying sales leads from a technical standpoint. • Sales calls - be the main technical resource on sales calls and answer or educate the customer and partner on issues ranging from features, specifications and functionality to integration. • Conversant with networking applications and solutions. • Post-sales - be the lead technical contact for identified accounts for technical issues and will work closely with the technical support team and engineering to answer, elevate and resolve customer's technical issues. • Provide assistance to identified customers with post-sales training.

• Manage customers in the assigned sales territory, acquire new customers and expand the market position with responsibility for results • Advise on product selection and technical application in collaboration with our specialists in Europe • Prepare quotations and proposals including associated cost calculations, conduct price negotiations and actively track projects • Conduct contract negotiations including finalizing contracts with customers in coordination with regional sales management • Proactively maintain customer relationships • Work with the CRM system, including administrative maintenance of contact data and activity records • Closely monitor and analyze the market, competitors and trends to derive strategic sales activities • Report sales development and project tracking to regional sales management • Represent the company at trade shows and other events

• Identify the value proposition for our enterprise clients, develop value propositions, solution proposals, and statement of works, including: Analyzing and gathering business requirements from large and complex client environments and performing required research and investigation to identify and create thorough, accurate technical solution proposals based on client requirements. • Preparing effort and cost estimations for custom engineering and modernization projects, CX solutions implementations, customizations, integrations, and support services. • Developing overall solutions, including high-level designs, technical blueprints, statements of work, and service design for both CX and non-CX domains. • Contributing to sales engineering effectiveness by identifying short-term and long-range issues that must be addressed; providing information and commentary pertinent to deliberations; recommending options and courses of action; implementing directives. • Supporting marketing and delivery organizations with knowledge transfer and technical requests as and when appropriate.