What You Will Own

• Customer-specific value story & messaging (core JTBD)
• Build tailored account narratives that connect Mindtickle capabilities + roadmap to the customer’s business priorities, success metrics, and workflow reality.
• Reframe misconceptions (e.g., “expensive LMS”) into a platform outcomes story: readiness, productivity, coaching, content effectiveness, and AI-driven skill change.
• Create executive-ready “why Mindtickle now” positioning for renewal/expansion decision-makers.


• Expansion, renewal, upgrade, and churn-save plays
• Own the playbook and execution support for high-stakes situations:
• --> Churn saves: change the narrative, re-architect the solution, and drive an adoption/value reset plan.
• --> Renewals & upgrades: package the right capabilities into a clear value ladder and commercial rationale.
• --> Expansion: identify whitespace (teams, geos, use cases) and define the path to value realization.
• Partner with Client Partners to run “save / expand” pursuits with clear strategy, assets, and stakeholder mapping.


• Portfolio-to-account solutioning (including “coexist then consolidate”)
• Build and communicate “land-with-what-they-have” and “consolidate-over-time” paths, especially where customers already use best-of-breed tools (e.g., Gong, Seismic).
• Clearly articulate:
• 1) what value they can unlock today alongside their stack, and
• 2) what incremental value they unlock by consolidating workflows and AI into Mindtickle over time—without requiring 1:1 feature parity.


• Hands-on product leadership in the field (demo + enablement + thought leadership)
• Be credible as a practitioner: know the product in and out, run tailored demos, and coach Client Partners/SCs on demo flows and talk tracks.
• Create and maintain a library of post-sale customer-facing assets: account pitch decks, value maps, adoption blueprints, executive readouts, and ROI narratives.
• Work closely with Product leadership & CX leadership to Co-author  and standardize thought-leadership materials that elevate Mindtickle’s strategic partner positioning with customers, including (at minimum):
• --> Value framework (outcomes taxonomy + leading indicators)
• --> Maturity model (capability ladder for Enablement → Behavior change → AI coaching/agentic workflows)
• --> QBR executive decks (standard storyline + modular proof points)
• --> Success Plan blueprint (12-month operating plan template tied to adoption + business impact)
• Standard “customer POV” narratives that are reusable across industries but configurable per account.


• Competitive differentiation + install-base defense (post-sale competitive ownership)
• Develop and continuously refine competitive differentiation narratives grounded in customer stories and product innovation (not feature-by-feature parity).
• Equip and support Client Partners, Expansion AEs, and champion customers to navigate competitive scenarios and acquire whitespace:
• --> Competitive talk tracks, objection handling, land/expand wedges, and “why switch/why consolidate” narratives
• --> Competitive-ready executive readouts (positioning + proof + risk reversal) for renewal and expansion moments
• Protect the install base against competitive threats by proactively monitoring competitive activity in strategic accounts and driving “block strategies,” including:
• --> Account-level threat assessment + stakeholder mapping + counter-positioning plan
• --> Proof-point packaging (references, outcomes, adoption stories) and “executive escalation kits”
• --> Coordination with Product/PMM on roadmap framing and with Services/Support on delivery-risk mitigation


• Voice-of-customer loop into Product + PMM
• Systematically capture patterns from churn/renewal/expansion cycles and translate them into:
• messaging updates,
• packaging guidance,
• enablement improvements, and
• product feedback with clear business impact.
• Partner with Product and Domain PMMs to ensure roadmap narratives are usable in customer conversations, not just internal documents.

Key Partners

• Add these explicitly to your existing list to match the new ownership areas:
• Expansion AEs / Renewals / Post-sale Sales: joint ownership of competitive strategy in renewal/expansion pursuits; whitespace conversion.
• Customer Marketing / Advocacy: turn champion customers + outcomes into usable competitive proof, references, and executive-ready stories.
• Product Marketing (Competitive/AR if applicable): align category narrative, competitive POV, and market-level differentiation with field learnings.

Success Metrics

• Keep your existing metrics, and add the following two lines so competitive + thought leadership are measurable (and not “nice-to-have”):
• Competitive outcomes influenced: competitive renewals/expansions supported; win-rate improvement in competitive scenarios; # of install-base competitive threats neutralized (documented).
• Thought leadership adoption: reuse rate of value framework/maturity model / QBR deck / Success Plan blueprint in strategic account motions; CP/AE satisfaction and exec-level engagement outcomes.