This is the part that matters most.
Curious by default. You read, you listen, you tinker. You can tell me what you have worked on in the last ninety days to sharpen your game, because learning is just something you do. In a market moving this fast, curiosity is the whole ballgame.
High energy, and you bring it every day. Enterprise selling is a grind of long cycles and hard rooms. You have the motor for it.
Consultative, not transactional. You build credibility with a CIO or VP of Infrastructure by understanding their business first. You are the trusted advisor in the account, not the vendor who shows up at quarter end.
Technically credible, or hungry enough to get there fast. You do not need to be a CCIE. You do need to hold your own on Layer 2 and Layer 3 concepts, VLANs, routing, and fabric basics, so that pulling in an SE is a strategy and not a rescue. If you are newer to networking but you learn fast and you want it, we can work with that. What we cannot teach is drive and curiosity.
Coachable and self-aware. You can walk us through a deal you lost and tell me honestly what you changed afterward.
Disciplined across a large territory. You have a real system for prioritizing and tiering accounts so the mid-tier does not go dark. You use partners to extend coverage. You have solved this problem before.
A force multiplier. You raise the level of the team. You share what you know, you help others get better, and people are glad you are in the room.
Relationships alone will not cut it. We have learned the hard way that a rep who is only good with people, but weak on execution, homework, and modern selling, will struggle in this role. We want both.