• Design end-to-end enterprise-level architectures aligned to business requirements and future roadmap needs • Translate business journeys into detailed technical designs and architectural components • Conduct trade-off analysis and guide decision-making across performance, scalability, cost and security considerations • Produce architectural artefacts including high-level diagrams, technical design documents and integration flows • Architect RESTful APIs and develop integration models across synchronous, asynchronous and event-driven patterns • Apply microservices principles, patterns and best practices to build modular, resilient services • Design cloud-native solutions, preferably on AWS, ensuring optimized use of managed services • Implement secure authentication and authorization architectures for multi-tenant environments • Define frontend composition and rendering strategies for large-scale digital applications • Work with content management systems such as AEM or Contentful • Apply strong knowledge of caching, scalability and performance optimization strategies

• Develop tailored end-to-end AI/ML solutions to address client needs • Spearhead technical solutioning for proposals, collaborating with cross-functional teams to deliver comprehensive solutions aligned with customer requirements • Design, implement, and support AI/ML-driven solutions, including generative AI, predictive analytics, and automation workflows • Advise customers on AI solution architectures, model selection, data readiness, and integration with existing cloud environments • Develop proof‑of‑concepts (POCs) showcasing AI capabilities such as LLMs, chatbots, intelligent search, and automated decision systems • Craft compelling responses to requests for proposals (RFPs) and requests for information (RFIs) from prospects and customers • Deliver customized product demonstrations for potential customers and partners (virtually and in-person) • Offer in-depth technical support to the business development team and clients throughout the sales cycle • Assess customers' technical challenges and needs, devising customized selling strategies • Create and present internal AI solution materials for stakeholders, customers, and senior executives • Collaborate with clients to identify problems and suggest appropriate solutions • Analyze competing products and provide competitor insights to marketing and development teams • Generate, qualify, manage, and offer technical assistance to facilitate deal closures

• Build, lead, and scale a global team of high-impact Solutions Engineers with a strong culture of accountability, curiosity, and continuous learning • Define clear career paths, performance metrics, and development plans for SEs at every stage • Inspire a self-learning culture where engineers proactively share knowledge—written and verbal—across the organization • Establish onboarding, certification, and enablement programs that accelerate time-to-impact • Own technical discovery, solution design, demos, and onboarding across enterprise customers • Translate customer needs into clear, actionable technical requirements for Product and Engineering teams • Ensure solutions align tightly to customer outcomes, value realization, and long-term success • Deliver compelling technical narratives tailored to industry-specific use cases and buyer personas • Partner with Sales, Product, Marketing, and Customer Success to define and execute GTM strategy • Build repeatable demo frameworks, partner enablement programs, and best-in-class technical assets • Drive technical strategy aligned to revenue goals, pipeline conversion, and customer satisfaction metrics • And other duties assigned.

• Strategic Technical Leadership: Lead technical sales engagements and own the "Technical Win." Partner with Account Executives to craft tailored solutions that address customer needs and challenges in Kubernetes environment. • POC Execution: Manage the technical lifecycle from discovery to proof of concept (POC) implementation. You will be responsible for demonstrating Loft Labs' products (vCluster Pro, DevPod Pro) and addressing customer queries. • Value Engineering: Move beyond feature/function selling; articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency. • Multi-Threaded Engagement: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO). • Lifecycle Continuity: Assist in transitioning newly acquired accounts to the Customer Success team to ensure a smooth handover. You will act as a best practice and technical advisor throughout the customer journey. • Methodical Qualification: Understand and qualify opportunities partnering with Account Executives following the **MEDDPICC** or **Command of the Message** frameworks.