We are currently meeting with execs on the VP level, but it's still early in the relationship. They are quite aggressive on receiving at least a indicator on price.
Enterprises are just a collection of people with their own personal interests. You are selling to those people, not the enterprise. Find out what the stakeholders need and address those needs one by one.
For instance, you probably have a technical buyer who may have been your first contact. Make sure you find out what they need now and what they will need in the next few years. Try to sketch out a road map that will make them exceptionally happy.
There is always a financial buyer as well - likely that person’s boss. Find out what financial objectives they are trying to meet buy replacing the other tools with yours.
At the end of the day, a deal is done when the people who need to sign off on it are all adequately satisfied. You can definitely do this and when you crack the code, it’s extremely rewarding. Good luck!
You should expect it to take at least a year. There are other contracts they will have to get out of. There is data in those systems that will need to be dealt with.