• Serve as the technical expert in sales pursuits, articulating how our products improve care quality, workflow efficiency, patient safety, and clinical outcomes. • Deliver high-impact, technically grounded product demonstrations to technical leaders, executives and frontline users across a variety of healthcare settings. • Develop and deliver compelling technical presentations, product demonstrations, and proof-of-concepts tailored to healthcare provider audiences. • Maintain a deep understanding of the competitive landscape and healthcare industry trends, communicate implications to sales and leadership teams, and continuously evolve demos and sales enablement materials to stay ahead of the competitive landscape. • Serve as a trusted advisor and technical expert to both internal stakeholders and client technical teams. • Build and maintain role-specific sales playbooks, talk tracks, objection handling frameworks, and segment-specific toolkits in partnership with Product Marketing and Sales Leadership. • Design and deliver structured training programs that ensure new hires ramp quickly and existing reps deepen technical fluency across products, buyer personas, and sales motions. • Lead commercial team readiness for product and solution launches in partnership with Product Marketing. • Coordinate live training and tool delivery to ensure sales teams are confident and capable of delivering new narratives to the right segments, at the right time. • Provide subject matter expertise on the backend infrastructure of Get Well products and our deep integration capabilities across healthcare IT, EMR integrations, interoperability standards (e.g., HL7, FHIR, CDA), and data exchange frameworks. • Collaborate with product management and engineering to translate customer requirements into functional product enhancements and strategic roadmaps. • Establish structured channels for capturing field feedback on messaging, tools, and program effectiveness. • Synthesize insights to inform continuous improvement of enablement programs and collaborate with Product Marketing and Product on refinement of market positioning and sales narratives. • Assist in the development of RFP responses, proposals, and technical documentation. • Define KPIs and success metrics for enablement programs—including ramp time, quota attainment, cross-sell engagement, and sales cycle efficiency. • Analyze performance trends and use insights to improve content, training delivery, and seller activation.

• Serve as the technical voice of our company in strategic customer conversations, from initial discovery through proof-of-concept and deployment • Conduct security architecture assessments and design solutions that address complex enterprise requirements • Present to CISOs, security architects, and engineering teams with credibility and executive presence • Handle technical objections and competitive scenarios with confidence and depth • Recruit, hire, and mentor a world-class team of solution architects • Partner with Director of Technical Enablement to create technical enablement programs for internal and partner teams • Establish best practices for customer engagement, technical discovery, and proof-of-concept delivery • Act as the voice of the customer to product and engineering teams, translating field insights into roadmap priorities • Publish technical content on GenAI security, MCP architecture, and modern threat landscapes • Speak at industry conferences and customer events

• Support the sales organization in developing and delivering C&I PV+BESS turnkey solutions. • Act as the technical sales interface for C&I PV+BESS turnkey solutions. • Conduct customer meetings, site visits, and technical workshops to understand project requirements and constraints. • Support feasibility assessments, technical solution concepts, and system configurations in coordination with engineering and design teams. • Prepare and contribute to high-quality technical and commercial proposals, presentations, and tender documentation. • Engage directly with customers, EPCs, consultants, and partners spending approximately 50% of time in the field.

• Run Proof of Value from start to finish • Create and deliver technical product presentations to prospective customers • Gather customer technical requirements to ensure proposed solutions will meet customer goals and needs • Lead product evaluations and custom product configurations • Design evaluation test plans with customers and guide the process to successful outcomes