• Building long-term account ownership and running full sales cycles for complex, multi-million-dollar engagements in regulated industries • Developing and executing account strategies across financial institutions, healthcare systems, AI-native companies, data center operators, and government entities • Navigating multi-stakeholder environments and engaging ministers, board members, C-level executives, and regulatory teams • Building and managing a pipeline from pilot engagements ($250K) to multi-year infrastructure and platform contracts ($5M–$20M+) • Embedding with customer teams to understand operational challenges, regulatory constraints, and strategic objectives • Identifying and qualifying AI use cases across payments, lending, clinical care, autonomous systems, infrastructure, and citizen services • Partnering with Solution Architects to design pilot programs that demonstrate measurable value while meeting compliance requirements • Leading executive presentations, technical demonstrations, and proof-of-concept engagements • Guiding customers from pilot to enterprise-scale deployment • Expanding accounts across vertical opportunities and infrastructure modernization initiatives • Monitoring sector landscapes, regulatory changes, and competitive dynamics • Feeding customer insights back to product and engineering teams • Contributing to thought leadership and market positioning in the region