• As a Senior Partner Solutions Engineer you will be a technical leader within Teleport’s partner ecosystem, responsible for enabling, evangelizing, and scaling Teleport through channel and cloud partners. • You will work closely with Partner, Sales, Product, Product Marketing, and Marketing teams to develop repeatable technical motions that help partners confidently position, sell, and deploy Teleport as a modern infrastructure identity platform, displacing legacy infrastructure access and security tools.

• Own and Deliver Value-Led Product Demos - Serve as the product expert on the go-to-market team, mastering QBench’s capabilities and how they apply to different laboratory workflows. • Own demo environments end-to-end, including setup, configuration, and ongoing refinement. • Customize demos to reflect prospect-specific workflows, challenges, and success criteria rather than delivering one-size-fits-all presentations. • Run value-led demos that tell a clear story about how QBench addresses operational pain, compliance needs, and scalability (not feature-by-feature walkthroughs). • Adapt messaging in real time to speak to different stakeholders, showing the same capabilities through different lenses depending on prospect priorities. • Partner with Sales to Drive Strong Qualification and Value Selling - Work in close partnership with Account Executives on every prospect call, acting as a strategic pre-sales partner. • Run deeper discovery after initial demos to uncover workflow complexity, operational pain points, and decision criteria. • Continuously reinforce value throughout the sales cycle, helping prospects connect QBench’s capabilities to meaningful business and scientific outcomes. • Support opportunity qualification by helping assess technical and operational fit early and honestly. • Support Trials and Evaluations - Own and support product trials and evaluations for prospective customers. • Ensure demo and trial environments reflect realistic lab workflows and use cases. • Partner with AEs to guide prospects through evaluations with clear success criteria and outcomes. • Provide Product, Market, and Enablement Feedback - Act as a key feedback loop between prospects, Sales, and Product. • Share insights from demos and evaluations to inform product roadmap, positioning, and messaging. • Document best practices, demo approaches, and common workflows to support internal enablement. Help refine how QBench tells its product story as the company scales. • Contribute to a Strong, Scalable GTM Function - Help evolve QBench’s pre-sales and demo motions in a fast-growing environment. • Experiment with new demo approaches, narratives, and discovery techniques, sharing learnings with the broader team. • Uphold QBench’s values in every prospect interaction, prioritizing long-term customer fit and success.

• The successful candidate should have a wide-ranging experience and advanced knowledge in one or more of the following areas: Product Lifecycle Management (PLM), Product Data Management (PDM), Computer-Aided Design (CAD), Bill of Material (BOM) Management, Mechanical/Electrical CAD, Model-based Engineering, Additive Manufacturing. • The solution architect is responsible for providing the technical and functional guidance for the planning, architecture, deployment, and integration of Siemen’s Teamcenter PLM platform. • The solution architect will help guide the strategy and overall roadmap of Teamcenter PLM amongst Active Workspace and Rich Client applications. • Coordinate with stakeholders focusing on Teamcenter data models, workflows, and stylesheets to implement and maintain business processes related to Navy aircraft maintenance. • Oversee Teamcenter PLM application architecture and learn about future releases to evaluate the impact this can have on product improvement, and value stream mapping workflows. • Work with teams involving engineering project leads, product marketing, CAD designers, and other stakeholders such as IT team to ensure strong communication and integration with the Teamcenter platform. • Responsible for implementing OOTB Manufacturing Process Planning and Change Management. • Develop process diagrams for custom workflows. • As the technical expert, this person will provide guidance on PLM and other engineering software solutions involving CAD/CAM. • Interface with the engineering staff of all levels and work with PLM vendor for resolutions to highly complex and unique design issues. • Ability to create Stories and Tasks in JIRA to implement customer Requirements. • Other duties as assigned or required.

• Align closely with sales leadership to plan for and achieve revenue targets, obtain goals, and build relationships • Eliminate/distill complexities from operations to drive customer acquisition, onboarding, and success • Collaborate and maintain strong relationships with product management and marketing to ensure current and future product optimally supports sales motion • Play active role in sourcing, screening, and hiring potential candidates • Provide team members with coaching and guidance in all aspects of the sales cycle to ensure success