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For exceptions\n(e.g., global accounts or unique organizational structures), please consult the\nVP of Sales.",[30,49,51],{"id":50},"multi-region-deals","Multi Region Deals",[10,53,54],{},"Many FlowFuse customers operate across multiple regions. To ensure a consistent\ncustomer experience and fair compensation, each opportunity involving multiple\nterritories must be classified into one of four scenarios before revenue credit\nis determined.",[10,56,57],{},"The scenario classification determines who leads the opportunity and how revenue\ncredit is allocated.",[59,60,62],"h3",{"id":61},"definitions","Definitions",[64,65,67],"h4",{"id":66},"account-owner","Account Owner",[10,69,70],{},"The Account Owner is the sales representative responsible for the Sales Territories where the headquarters (HQ) of the customer account is located.\nThe Account Owner is responsible for:",[14,72,73,76,79,82],{},[17,74,75],{},"Managing the overall relationship with the account",[17,77,78],{},"Coordinating the sales process across regions",[17,80,81],{},"Managing pricing and commercial strategy",[17,83,84],{},"Forecasting and pipeline management for opportunities tied to that account",[59,86,88],{"id":87},"scenario-definitions","Scenario Definitions",[10,90,91],{},"Opportunities should be classified into one of the following scenarios.",[64,93,95],{"id":94},"_1-opportunity-managed-entirely-by-account-owner","1. 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If there is uncertainty\nregarding classification, Sales Leadership will review the opportunity and\nmake the final 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