• Plans and leads initial solution design discovery sessions • Responsible for the overall strategy and high-level design for implementation projects • Designs, documents, and communicates architecture and solutions to client and Origami team members • Communicates and transitions information gathered during pre-sales engagement to project team • Partners with Sales Executives to plan and lead internal kickoff • Provides guidance and direction on solution design, configuration, and best practices to Technical Consultants and other implementation team members • Provides frequent strategic input to influence software and process evolution and improvement through scheduled meetings and interactions with leadership team • Collaborates with product, development, service, and operations to establish and maintain design and configuration best practices, reusable standard configurations, documentation, and training materials • Collaborates with product and development to provide insight and feedback on product roadmap • Assists account management team with expanded sales engagements, including requirements gathering, solution design, system demos, scoping, level of effort assessment, and providing subject matter expertise • Produces solution blueprint, where applicable • Assists with configuration of the most complex solutions • Performs unit testing of assigned deliverables • Records hours worked in accordance with Origami's time entry policy • Identifies potential scope creep / out-of-scope work and escalates to Project Manager • Identifies potential expanded sales opportunities and notifies / coordinates with account management team on pursuing • Leverages Origami standard configuration where possible and follows established best practices and industry standards when designing, configuring, and consulting on solutions • Acts as a mentor to less experienced Origami colleagues • Assists with the training and onboarding of new Origami colleagues • Depending on size and complexity of project and/or account, may also be assigned to perform duties of technical consultant, project manager, client success manager • Assists with pre-sales engagements, including requirements gathering, solution design, and providing subject matter expertise • Manages the service review process with the Sales team, including reviewing scope/services, hours estimate, and statement of work and maintains the service review fields in Salesforce • Other duties as assigned

• Plans and leads initial solution design discovery sessions • Responsible for the overall strategy and high-level design for implementation projects • Designs, documents, and communicates architecture and solutions to client and Origami team members • Communicates and transitions information gathered during pre-sales engagement to project team • Partners with Sales Executives to plan and lead internal kickoff • Provides guidance and direction on solution design, configuration, and best practices to Technical Consultants and other implementation team members • Provides frequent strategic input to influence software and process evolution and improvement through scheduled meetings and interactions with leadership team • Collaborates with product, development, service, and operations to establish and maintain design and configuration best practices, reusable standard configurations, documentation, and training materials • Collaborates with product and development to provide insight and feedback on product roadmap • Assists account management team with expanded sales engagements, including requirements gathering, solution design, system demos, scoping, level of effort assessment, and providing subject matter expertise • Produces solution blueprint, where applicable • Assists with configuration of the most complex solutions • Performs unit testing of assigned deliverables • Records hours worked in accordance with Origami's time entry policy • Identifies potential scope creep / out-of-scope work and escalates to Project Manager • Identifies potential expanded sales opportunities and notifies / coordinates with account management team on pursuing • Leverages Origami standard configuration where possible and follows established best practices and industry standards when designing, configuring, and consulting on solutions • Acts as a mentor to less experienced Origami colleagues • Assists with the training and onboarding of new Origami colleagues • Assists with pre-sales engagements, including requirements gathering, solution design, and providing subject matter expertise • Manages the service review process with the Sales team, including reviewing scope/services, hours estimate, and statement of work and maintains the service review fields in Salesforce • Other duties as assigned

• Collaborate with sales teams and business partners to articulate solutions for service providers, partners, and end customers. • Participate as an Acronis technology expert in meetings, conduct demos, and pitch products throughout the sales cycle. • Engage with customers, partners, and internal teams to coordinate activities for selling Acronis solutions. • Analyze business requirements, market strategies, and policies relating to data protection. • Manage strategic accounts collaborating with Acronis Account Managers to influence and develop sales strategies. • Facilitate customer evaluations and proof of concept activities for Acronis solutions. • Perform technical troubleshooting and secure technical wins during the pre-sales process. • Position solutions that address customer business problems and act as a technical advisor. • Conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers and partners. • Gather technical requirements, develop cost-effective solutions, and present them to prospects. • Develop responses to RFIs & RFPs. • Assist in integrating MSPs RMM platforms with the Acronis Platform and work closely with cross-functional teams. • Understand complex customer needs and develop innovative solutions. • Provide customer and market feedback to Product Management, Engineering, and other Acronis teams.

• Be a key member of the Echodyne sales team responsible for both pre and post-sales technical engagement with Echodyne’s customer base. • Showcase Echodyne’s products by performing on-site radar demonstrations at external events, conferences, partner, and customer sites. • Support the formation of customer and partner relationships by presenting the value that our radar products bring to their solutions and applications. • Lead installation planning and integrations, execute deployment configuration and system tuning, and provide ongoing technical support and troubleshooting. • Manage relationships with existing and potential customers and partners while at demonstrations to ensure a positive impression. • Participate in post-demo data analysis and report creation. • Support the scaling of Echodyne’s customer and partner bases by developing and maintaining training materials, including application notes and user manuals. • Help improve Echodyne’s products by regularly collecting customer feedback and interfacing with Echodyne product managers and engineers. • Up to 50% travel may be required.