• Lead, develop, and retain a team of Sales/Solutions Engineers supporting enterprise sales cycles end-to-end. • Be the technical leader in strategic deals: run technical discovery, deliver executive-ready demos/whiteboards, and drive POV plans and success criteria. • Recruit, onboard, and ramp new SEs; establish consistent coaching, feedback, and performance expectations. • Build repeatable SE “win programs”: demo storylines, POV templates, mutual evaluation plans, competitive talk tracks, and security-review packages (questionnaires, architecture narratives, controls mapping). • Drive operational excellence with the Sales org: deal inspection, clean technical close plans, and strong opportunity hygiene in Salesforce. • Serve as the voice of the field to Product/Engineering: synthesize patterns from prospects/customers, influence roadmap, and ensure tight closure of feedback loops. • Stay current on identity security and adjacent trends to help position our “modern IGA” approach effectively in customer conversations. • Travel to customers and internal touchpoints as needed (typically ~25–50%).

• Advising our clients and independently designing, realizing, and implementing tailored solutions based on the TIVITY platform • Creating end-to-end solutions — from the initial idea, through detailed user stories and mockups, to the finished product • Acting as the central interface between clients and the project/development team to ensure project success • Conducting in-depth product and competitive analyses of innovative and market-leading software solutions • Facilitating workshops to identify solutions for complex, technically demanding subject areas

• Work closely with cross-functional teams, especially AI/Data Science experts, to gather requirements from AI projects. • Ensure the cloud platform is designed and delivered to meet project needs. • Take ownership with a high sense of responsibility to develop independent solution proposals. • Provide clear recommendations and drive topics proactively. • Ensure operational transition from project implementation to stable operational running of the platform. • Maintain comprehensive documentation and facilitate knowledge transfer. • Design, develop, and implement AI solutions using machine learning and deep learning. • Manage and automate cloud infrastructure in Azure and GCP, leveraging Infrastructure as Code tools. • Build, maintain, and monitor CI/CD pipelines using GitHub Actions or Azure DevOps. • Oversee secure integration of AI providers and manage identity and access via Microsoft Entra ID.

• Engage with prospective and existing clients to understand business objectives • Lead structured discovery to inform solution design • Design end-to-end solution architectures • Serve as the technical authority during pre-sales engagements • Translate discovery outcomes into clear business requirements • Produce high-quality documentation to support accurate scoping • Partner with Sales and Implementation teams to define scope and assumptions • Identify risks, constraints, and gaps early • Work closely with Engineering, Product, Implementation, and Operations teams