conflict

The Palantir classic. He's not irrational, your product might really make his role redundant, and escalating over him is the losing move. Here's the playbook that converts the blocker.

The capability isn't real, the ink is dry, and the customer found out from you, not your AE. Throwing sales under the bus and quietly building vaporware both fail. Here's how to reset the expectation without breaking the account or the internal relationship.

The losing answer is a personality clash you won by being right. The graded one treats it as an organizational conflict, finds the shared metric both teams actually optimize for, and keeps escalation as a last resort you used cleanly, not a weapon.