• Provide input to the writing of proposals and Statements of Work • Support delivery implementation and consulting services to meet Veeam Software solution design and deliverables • Provide overall project guidance (Project plans, Schedules, Communication Plans, Resource plans, Status updates, etc.) • Assist with assessment and design of solutions as well as post-installation issues • Assist with Veeam Software solution implementation effort estimation • Create white papers, solutions guides, best practices, custom documentation, etc. • Deliver onsite knowledge transfer on Veeam Software solutions • Document configuration and completed activities • Analyse installed environments and guide optimal Veeam Software configurations • Facilitate communication between client and Veeam support • Identify additional needs within the client’s environment that can be resolved with Veeam Software solutions • Provide input for improvement of process and documentation • Overnight business stays to meet company goals and objectives

• The Technical Account Manager will oversee and address customers' technical needs within the Microsoft tech stack, helping them maximize the use of Microsoft technologies. • You will build customer trust and loyalty by serving as their advocate, driving customer-centric improvements, and delivering customized solutions. • Your role includes proactively addressing risks, minimizing downtime, and streamlining operations to boost efficiency and business growth. • As part of the advisory team, you will collaborate with technical support and engineering teams to resolve customer issues.

• Present our product to customer prospects, understanding their most critical computational challenges and mapping company value accordingly • Translate and present the company’s vision, strategy, and product roadmap to both executive-level and technical stakeholders • Deliver technical presentations at large events such as conferences, webinars, and seminars • Support marketing efforts by hosting webinars, staffing conference booths, and representing the company at industry events • Hold regular technical meetings with clients during rollout, expansion, and support phases, identifying opportunities for further ROI • Build and maintain long-term technical relationships with customer teams across the project lifecycle • Identify and recommend new projects that can leverage the D-Wave’s solutions • Serve as a technical resource on quantum optimization, industry trends, and competitive positioning • Convey customer requirements to internal product and development teams, advocating for client needs • Communicate complex technical information clearly and effectively across multiple platforms and audiences • Demonstrate a strong customer support mindset, meeting clients where they are and delivering candid, thoughtful guidance • Support the identification of professional service opportunities through discovery meetings with customers and prospects, and collaborate with the professional services team • Provide technical support to customer’s project through Advisory Service • Expect 30%–50% travel to conferences, client meetings, training sessions, and sales events

• Serve as the primary technical point of contact, building trust and strong relationships within paper mill accounts. • Effectively offer strategic advice, best practices, and proactive recommendations for product implementation and optimization. • Address complex product-related queries, resolve issues quickly and minimize business disruption for the customer. • Maintain in-depth knowledge of DuBois’ specialty chemical solutions and the customers’ unique technical environment. • Educate customers on new features and best practices to drive optimal product adoption and usage. • Work closely with the District Sales Manager to develop strategic account plans and manage an opportunity pipeline in Customer Relationship Management (CRM). • Lead technical check-ins and actively participate and contribute during Business Reviews ensuring clear quantification and articulation of the value DuBois’ solutions create for the customer. • Effectively collaborate with the customer and our company internal teams (Sales, Service, R&D, Portfolio Management) to ensure we are delivering on our promises to the customer. • Provide regular feedback from the customer to the Portfolio Management and Research & Development teams. • Consistent presence at customer site to ensure adequate service and support coverage, prevent churn and increase sales and profitability.