Gluware, Inc.

• Champion the technical win in complex enterprise network automation sales campaigns, partnering closely with Gluware Account Executives. • Design solutions to customer challenges utilizing the Gluware platform integrated with third-party systems including ITSM, CMDB, IPAM, and CI/CD pipelines. • Develop and deliver compelling product demonstrations that speak directly to customer pain points and use cases. • Lead proof of concept (PoC) engagements end-to-end — from scoping through execution — delivering working automation solutions that demonstrate real business value. • Build custom automations during PoC engagements that showcase the depth and flexibility of the Gluware platform. • Create and deliver targeted technical sales presentations tailored to both engineering and business. • Act as a trusted automation advisor to customers, becoming a peer-level resource to their senior network and automation architects. • Contribute to shared presales assets including demo environments, reusable PoC automation templates, and technical collateral. • Collaborate with Gluware Engineering, Service Delivery, Sales, and Customer Success teams to drive excellent customer experiences. • Partner with Solutions Architect peers to tackle unique and complex customer challenges, sharing knowledge across the team. • Maintain current market awareness of network, cloud, and competitive technologies, including emerging automation platforms and methodologies. • Represent Gluware at industry events, conferences, and partner engagements as a subject matter expert.

• Prospect for new business opportunities, growing Gluware’s base of qualified leads and establishing a robust funnel of new business opportunities • Develop annual business plans and opportunity close plans in conjunction with Gluware’s CRO and other team members • Successfully lead consultative sales with IT executives and make recommendations regarding the various solutions the company offers to address their business needs • Diligently manage pipeline, leading to accurate forecasting • Work collaboratively with channel and marketing teams to execute demand-generation programs and events that will generate new pipeline • Identify and build effective relationships within customer accounts, with partners, and with other professionals to maximize revenue and build sales opportunities • Work closely with the Service Delivery team, including Solutions Architects to maintain a continuous knowledge of project status in order to identify potential issues and/or opportunities within or related to the project • Achieve QoQ growth in your territory • Maintain up-to-date knowledge of competitors and industry trends

• Build and test supported vendor reference architectures in Gluware's physical and virtual lab environments • Document working reference architecture implementations used in production enterprise networks • Translate vendor architectures into the Gluware orchestration engine via dynamic data modeling • Contribute code and fixes to the Gluware platform to support enterprise customer automation needs • Collaborate with Gluware Software Architects and Engineering on automation supporting reference architectures and vendor platforms • Partner with Pre-Sales and Sales teams, advising on automation approaches for enterprise, campus, and cloud architectures • Stay current on major network and cloud vendor architectures, products, and evolving AI/ML capabilities relevant to network automation • Leverage AI tools (e.g., Copilot, Cursor, LLM-assisted scripting) to accelerate development, code review, documentation, and troubleshooting workflows • Execute on directed strategy and solve challenges efficiently and effectively

• Provide day-to-day technical support for all Gluware customers, troubleshooting any issues they may encounter with the Gluware platform • Lead regularly scheduled success engagements, ensuring customers are meeting their goals and requirements with the Gluware platform • Work with customers to onboard and implement Gluware servers and the Gluware IDE • Collaborate with Pre-Sales and Sales teams, advising and assisting with automation approaches and customer implementations • Occasionally assist or lead product training and product demos • Contribute to internal and external documentation, product resources, and customer facing packages • Stay current on major network and cloud vendor architectures, products, and evolving AI/ML capabilities relevant to network automation • Participate in on-call rotation.