Responsibilities
- Collaborate with pursuit leads and client executives to jointly define the customer's future-state operating model
- Develop and communicate the strategic rationale behind platform adoption, emphasizing business value beyond technical implementation
- Facilitate exploratory workshops and creative sessions to reveal previously unconsidered possibilities for transformation
- Convert business objectives around cost, speed, experience, compliance, and risk into a unified platform strategy
- Reveal transformative potential and position the platform as foundational to achieving that vision
- Create and present technical narratives tailored for senior executives and board members, framing transformation as a business-critical initiative
- Guide C-suite discussions around measurable business results such as revenue growth, operational efficiency, innovation capacity, and risk management
- Shift customer mindset from isolated product usage to enterprise-wide, platform-driven operating models
- Develop shared transformation narratives with stakeholders, fostering trust through collaboration rather than one-way presentations
- Sustain executive engagement throughout the 9–18 month transformation lifecycle, navigating uncertainty and shifting priorities
- Demonstrate expert-level understanding of platform architecture, workflow automation, AI oversight, and system integration patterns
- Align customer scenarios with relevant platform capabilities across service management, operations, governance, and intelligence domains
- Surface technical challenges, integration requirements, and architectural decisions early in the engagement
- Work with specialized consultants and product teams to assess feasibility and shape large-scale platform designs
- Collaborate with pursuit leads on deal strategy, technical direction, and customer engagement planning
- Coordinate pre-sales technical activities including discovery, architecture validation, and deliverable development to accelerate sales cycles
- Design solution blueprints, transformation timelines, and deployment readiness evaluations aligned with long-term objectives
- Ensure smooth transition to implementation teams with detailed technical documentation and value-tracking milestones
- Identify and manage technical risks throughout the sales and planning phases
- Stay current on industry-specific pain points, market dynamics, and proven transformation approaches across sectors such as financial services, healthcare, and manufacturing
- Act as a customer advocate by sharing field insights with product teams to influence roadmap and innovation
- Support sales enablement by contributing to training materials, competitive guides, and vertical-specific go-to-market strategies
