• Develop a deep understanding of Upwind's cloud security products and services • Collaborate with the sales team to understand customer requirements and tailor technical solutions to meet their needs • Provide technical guidance and support throughout the sales cycle, from Demo's to Closed Won. • Lead and manage the execution of POC engagements to demonstrate the effectiveness of our solutions. • Act as a liaison between the sales and product development teams, providing valuable insights from customer interactions

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role offers a high-impact opportunity to bridge technology and business strategy by translating complex software solutions into clear, measurable business outcomes. You will lead value engineering initiatives, leveraging deep-dive discovery, robust financial modeling, and executive-level storytelling to drive strategic decisions for enterprise clients. - Lead end-to-end value engineering engagements, including discovery, solution mapping, and financial modeling, for strategic enterprise opportunities. - Develop and refine methodologies for quantifying business value, including ROI models, Total Cost of Ownership (TCO) analyses, and strategic impact assessments. - Partner with sales teams to craft high-impact business cases that resonate with executive stakeholders and accelerate deal closure. - Conduct in-depth discovery sessions with prospects to identify operational challenges, quantify pain points, and model benefits of proposed solutions. - Deliver professional, data-driven presentations that simplify complex financial insights into actionable narratives for executives. - Collaborate with Product Management and cross-functional teams to inform product strategy based on market trends and financial drivers. - Provide leadership within the value engineering team, ensuring consistent delivery of high-quality, scalable, and timely outputs. Qualifications - 10+ years of customer-facing experience in enterprise software or SaaS, with significant exposure to value engineering, management consulting, or strategic pre-sales. - 5+ years of dedicated experience in value engineering, building financial models and business cases for high-contract-value deals. - Familiarity with the legal tech, eDiscovery, or enterprise SaaS space. - Experience leading or managing a value engineering team. - Strong technical acumen to understand complex software solutions and articulate their value to technical and non-technical stakeholders. - Exceptional communication, presentation, and executive-level influencing skills. - Deep business acumen and understanding of financial models and operational processes. - Analytical mindset with proficiency in leveraging data to drive insights and strategy. - Ability to adapt to a fast-paced, dynamic work environment with evolving priorities. - Legal authorization to work in the U.S. without sponsorship. Benefits - Competitive salary with equity/RSUs. - Comprehensive medical, dental, and vision coverage. - 401(k) retirement plan with employer contributions. - Flexible paid time off policies. - Growth and mentorship opportunities across the organization. - Dynamic, inclusive, and collaborative work environment. - Chance to contribute to innovative solutions transforming the legal industry.

• Conduct technical seminars, exhibitions, presentations, webinars on the product (for customers and company employees). • Introduce product roadmaps and new features for Ajax Systems distributors, as well as installers. • Teach technical staff at Ajax Systems distributors and dealers to increase their knowledge of products and technology. • Promote and introduce product solutions according to customer thesis, technical consultation, and support of key clients. • Market research and comparative characteristics of products of the competitors. • Develop long-term relationships with key partners of the company. • Test product features and write technical documentation for new products or solutions, and collaborate with the rest of the team. • Support sales team with follow from leads in our portal. • Analyze customer needs in collaboration with the sales department.

• Serve as a technical advisor during pre-sales and early engagement stages, helping clients understand what’s possible with AI/LLMs and modern data platforms, and how these capabilities align with their strategic business goals. • Lead or support technical discovery sessions, clarifying business problems, identifying solution patterns, and assessing feasibility across both AI/ML and data platform initiatives. • Design and communicate solution architectures, including LLM integrations, AI/ML solution designs, retrieval-augmented generation (RAG), vector databases, orchestration pipelines, and data flows, as well as modern cloud data architectures such as data lakes, data warehouses, and big data processing solutions. • Create and deliver technical PoCs and PoVs, demo narratives, and early prototypes to support proposals and shape delivery, including solutions leveraging AI/ML as well as modern data engineering and analytics platforms. • Collaborate with sales, delivery, and engineering teams to ensure a smooth transition from pre-sales, through technical scoping and solution design, to hand-off to delivery teams and full implementation.