• Develop high quality demos and proof of concepts with Appian and tangential technologies • Present Appian and Groundswell solution capabilities to a wide variety of business and technical audiences to illustrate the value of the solution • Lead discovery sessions with prospective clients to gather requirements and gain insight into their business processes • Review requests for information/proposals to determine alignment with Appian • Guide prospective clients on architecture design, configuration management, DevSecOps, and other program initiatives as needed to drive technical success • Assist with writing functional and technical elements of proposals • Ensure solution designs are designed for scale and performance • Be able to discuss implementation best practices and techniques in depth • Support internal solutions, infrastructure, and tools • Mentorship, training, and enablement of resources

• The Senior Solutions Architect is a customer-facing, technical role focused on helping customers successfully integrate EverPass solutions into their IT and AV environments. • This role spans pre-sales technical discovery, post-sale implementation, and ongoing operational enablement. • You will work directly with restaurant operators, IT teams, and AV partners to assess current infrastructure, identify gaps, and design practical solutions that align EverPass hardware and software with real-world deployment constraints. • You will validate installations in the field and create clear, repeatable playbooks that enable consistent deployments across many locations. • As a subject-matter expert in commercial AV matrix systems, you will design and support complex multi-source, multi-display environments, ensuring EverPass operates reliably within a wide range of existing AV architectures while providing clear guidance on when and how customers should evolve their systems to meet EverPass requirements.

• Understand Client Needs: Participate in prospective and existing client meetings to understand their data requirements and recommend solutions that fulfill their business use cases. • Technical Relationships: Own the technical relationship with our most strategic and largest prospective clients. • Design Workflows: Create and design the best workflows to integrate our solutions into clients' systems. • Solution Presentations: Lead requirements discovery, solution presentations, Proof of Concept builds, and various workshop formats with clients. • Engagement: Engage with technical and non-technical clients to demonstrate potential solutions effectively • Scraping Knowledge: Utilize in-depth knowledge of web scraping, data structures, and anti-bot bypass techniques to support and guide clients. • Technical Inquiries: Respond to advanced product and technical questions, RFPs, and security questionnaires promptly and accurately. • Customer Onboarding: Provide thoughtful technical guidance to ensure customers quickly and successfully onboard with Oxylabs. • Documentation: Document technical considerations and contribute to internal knowledge bases to support other teams, customers, and partners. • Sales Collaboration: Partner with the Sales and Account Management teams on engagements with prospective and existing customers to provide technical guidance and support. • Product Feedback: Curate structured product feedback to help Product and Engineering teams enhance and refine our offerings. • Sales Training: Educate the sales team on product details, upcoming releases, competitive analysis, and insights into typical customer environments and third-party applications.

• Provide technical expertise and onboarding/ implementation support to enterprise clients, explaining the functional and technical aspects of NinjaOne's products and services to partner teams as they relate to key customer infrastructure • Conduct product demonstrations and proof-of-concept implementations for prospects and stakeholders • Assist in resolving technical issues and answering complex product-related questions • Liaise between Enterprise AE's and Solutions team for additional technical assistance • Collaborate with enterprise partners and enablement teams to develop and execute sales strategies • Fully engage in pre-planning steps (POC) and proactively interacting with customers to complete and prepare • Partner with Enablement teams to create and deliver technical training sessions to enhance partner knowledge and capabilities • Support the development of sales collateral and technical documentation for partner use • Build and maintain strong relationships with Enterprise partners, serving as a trusted technical advisor • Work closely with the Enterprise Account Managers to maintain customer 'Pulse' and pursue new sales opportunities • Act as advocate and liaison for Support needs taking initiative to educate processes and keep customer informed • Participate in partner events, trade shows, and conferences to promote NinjaOne's solutions • Stay current with industry trends, competitive landscapes, and emerging technologies • Provide feedback to product management teams on partner and customer needs • Share knowledge of issues and corresponding resolutions or workarounds with partner teams (including, but not limited to, the creation of new knowledge base articles/solutions and procedures) • Other duties as needed