• 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

• Lead technical discovery sessions with prospects and customers to identify needs and align use cases to Spreedly's capabilities • Deliver compelling demos, architecture diagrams, and documentation that support sales conversations and technical evaluation • Translate business and technical requirements into actionable solution proposals and implementation plans that support scalability and reuse • Develop and maintain reusable demo environments, solution artifacts, and objection handling templates • Work with Product and Engineering teams to provide prospect feedback and ensure solution feasibility • Partner with Customer Success and Support teams to ensure smooth implementation handoffs • Serve as a technical expert in RFPs, security reviews, and compliance questionnaires • Educate internal teams on platform capabilities, integration patterns, and sales enablement materials

• Promote sales to new and existing clients • Define, design, and develop plans for PAM (Privileged Access Management) solutions in complex enterprise organizations, from capacity planning and software/hardware needs to deployment approaches and configuration of the tool (e.g., HA (High Availability) models) • Provide guidance to internal BT stakeholders and/or prospective customers based on need and requirements • Act as a technical lead and go-to resource for Privileged Access Management solutions for customers and internal stakeholders, including discussions on technical concepts, designs and interdependencies, assessments and advisory • Provide consultative support for pre-sales, partners, and customers on BeyondTrust Solutions • Assess and Analyze customers environment to identify deficiencies and recommend solutions for improvement, target architectures and recommended roadmap • Educate business and IT stakeholders through delivery of technical sales presentations and product demonstrations for complex or multi-product projects • Utilize sales, marketing and technical design software packages – use customer relationship management software, including Salesforce, to support sales. • Assist Sales/Solution Engineering team in the design, planning, and scoping of Privileged Access Management and Secure Remote Access projects for prospective customers • Develop supporting documentation and perform knowledge transfer to internal and external stakeholders • Execute and support successful conclusion of proof of concepts (POC) • Present webinars, partner and internal enablement as well as trade shows, seminars, and oversee internal demonstration environments and resources