• 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.

• Build and lead a Solution Engineering team embedded within Product Engineering. • Partner closely with Customer Success and Commercial teams to unblock implementations and accelerate customer outcomes. • Deliver short-term technical initiatives that enable field teams and support active customer engagements. • Collaborate directly with customers on complex DocV integrations and deployment challenges. • Develop targeted features, prototypes, and integrations that accelerate adoption of new DocV capabilities. • Identify and address integration-related technical debt to improve reliability, stability, and operational robustness. • Establish a strong feedback loop between customers, Customer Success, Product, and Engineering teams. • Collaborate with Backend and Frontend teams to transition validated solutions into the core product roadmap where appropriate. • Anticipate recurring customer and field needs and drive scalable, repeatable solutions.

• Serve as the primary technical advisor for a portfolio of clients, deeply understanding their business models, workflows, and goals. • Lead technical implementations, ensuring clients are set up for long-term success—not just launch. • Proactively audit event builds, configurations, and workflows, identifying risks, inefficiencies, and opportunities for improvement. • Ask probing questions to uncover root causes, not just symptoms, and recommend multiple solution paths with clear tradeoffs. • Act as a strong voice of the client in collaboration with Product, Engineering, and Client Experience. • Translate real-world client use cases into clear product feedback, supported by data, context, and business impact. • Document common client questions, edge cases, and solutions to improve internal knowledge and reduce repeat escalations. • Identify opportunities to streamline workflows, automate repetitive steps, and improve team efficiency.