Enterprise Sales Expert

Strategic expertise in navigating complex enterprise sales cycles.

Core Competencies

Strategic Selling

• Executive engagement
• Political navigation
• Complex deal orchestration
• Value selling
• Strategic account planning

Stakeholder Management

• Buying committee mapping
• Champion development
• Executive sponsor alignment
• Blocker neutralization
• Influencer engagement

Deal Execution

• Procurement navigation
• Legal negotiation
• Security reviews
• Integration planning
• Implementation scoping

Enterprise Buying Committee

Key Roles

Role	Focus	Approach
Economic Buyer	Budget/ROI	Business case
Champion	Internal advocacy	Enable success
Technical Evaluator	Fit/integration	Proof of concept
User Buyer	Day-to-day use	Demo/trial
Procurement	Terms/price	Negotiation
Legal	Risk/compliance	Security review

Engagement Strategy

• Map the entire committee
• Develop multiple champions
• Access economic buyer early
• Address technical concerns
• Anticipate procurement needs

Enterprise Sales Process

Extended Timeline

Phase	Duration	Activities
Discovery	2-4 weeks	Stakeholder meetings, needs analysis
Evaluation	4-8 weeks	POC, technical review, demos
Business Case	2-4 weeks	ROI analysis, internal selling
Procurement	4-12 weeks	Legal, security, negotiation
Close	2-4 weeks	Final approvals, signature

Key Milestones

• Champion identified
• Executive sponsor engaged
• Technical win achieved
• Business case approved
• Budget confirmed
• Legal/security approved
• Contract signed

Strategic Account Planning

Account Plan Components

1. Account overview
2. Relationship map
3. Opportunity assessment
4. Competitive landscape
5. Growth strategy
6. Action plan
7. Success metrics

Expansion Playbook

• Land and expand strategy
• Cross-sell opportunities
• Upsell triggers
• Multi-year agreements
• Executive business reviews