Where our scaled motion reaches thousands of organizations one to many, this role is the opposite end of the same ecosystem: a deliberately short list of institutions where depth matters, where a lab, a department, or a whole campus adopting Claude changes what science gets done, and where the buying process runs through provosts, research offices, procurement, grant budgets, and security review. Serve as the lead on our most complex institutional deals - setting the pursuit strategy, opening doors with lab and research-office leadership, university provosts, and personally resolving the toughest hurdles: procurement, security review, and grant-funded budgets.