• Serve as the technical lead and trusted advisor to enterprise customers across the DC territory. • Partner closely with assigned Enterprise Client Executives to define account strategy, drive pipeline development, and support deal progression. • Lead technical discovery sessions to identify customer challenges and architect end-to-end data storage and protection solutions. • Design and position solutions leveraging the full NetApp portfolio, including ONTAP, SAN, NAS, block and file storage, hybrid cloud, and data protection technologies. • Support both protect/expand and whitespace opportunities, helping your reps hunt for net-new logos while maintaining deep engagement within existing accounts. • Engage in strategic conversations around data pipelines, disaster recovery, data governance, and hybrid architecture best practices. • Collaborate with product management, engineering, and partner teams to ensure successful execution from design to delivery. • Stay current on emerging technologies, bringing forward new ideas that drive customer innovation and value.

• Serve as the technical lead for solution engineering integrations involving satellite imagery and full motion video into systems such as UAS visual positioning, odometry, and navigation systems. • Interface with external integration partners, defense customers, and OEMs to support system demonstrations, field testing and collaborative development on prototypes. • Conduct bench and field integration testing, including configuration of Jetson and raspberry Pi series companion computers, autopilot stacks (PX4, ArduPilot) and analysis of telemetry, imagery, and positioning data. • Qualify integration feasibility, including SWaP requirements, solution design, and ensure successful deployment • Develop and document integration procedures, test plans, and troubleshooting guides. • Provide technical input to product engineering teams to improve product usability, reliability, and performance under field conditions. • Lead the co-development of technical content for RFPs, RFIs, and tenders • Communicate and collaborate effectively across internal product, engineering, and field teams to define and validate interfaces, and data flows between products and OEM systems such as flight controllers and companion computers. • Shape the positioning and technical articulation of our capabilities with high-value customers

• Serve as a Partner Sales Engineer, playing a critical role in increasing partner success and Parloa sales. • Build, maintain, and grow ongoing, trusted relationships with strategic and emerging partners. • Work hands-on with partners in Parloa sandbox environments, guiding them through platform capabilities, configurations, and best practices. • Teach and coach partners to confidently: • Discover customer needs and identify high-impact AI Agent use cases • Demo Parloa in a compelling, value-driven way • Solution and architect AI Agent deployments aligned to customer goals • Scope opportunities with technical accuracy and commercial clarity • Lead and support technical discovery sessions with customers and partners to understand business challenges, success metrics, and existing systems. • Design solutions that align Parloa’s product capabilities with real customer outcomes such as improved CX, automation, scalability, and cost reduction. • Support proofs of concept, pilots, and technical validations as needed. • Clearly articulate Parloa’s business value and product differentiation to both technical and non-technical stakeholders. • Collaborate closely with Sales, Partnerships, Product, and Customer teams to support partner-led and co-sell opportunities. • Provide partner feedback to internal teams to improve product, enablement, and solution patterns. • Advocate for partner and customer needs to influence product roadmap discussions. • Contribute to improving internal processes, documentation, and ways of working. • Attend external events, team meetings, and annual events.

• Expert in sector, service, solution to coordinate and translate inputs to outputs like assessment findings, discussion points, or prospective solutions. • Establish what quality service delivery looks like for the solution at hand, may include advising standard operating procedures, account planning, metrics and goals to ensure client satisfaction and exceptional employee performance • Oversees training plans, implementation plans, and/or standard operating procedures for accounts in the key sector or service where the solution exists • Coordinates and prepares with the Global Solutions Director and Solutions team during due diligence activities and solutions preparation; especially for more complex deals • Gathers information in the field, conducts due diligence and discovery for the solution as it applies to the sector or service. • Identifies opportunities for profit enhancement through process efficiency • Coaches internal operational teams, as appropriate, regarding the evolution of the service solution, value proposition, and delivery requirements • Develops and maintains relationships with internal and external stakeholders involved in key projects • Provides subject matter expertise support to appropriate parties for strategic sales opportunities, business development, RFPs or as otherwise requested • Coordinates the solution development, commercial proposal and related inputs for internal approval and client presentations • Identifies client resources required to successfully deliver the assessment opportunity • Identifies and documents gaps, risks and assumptions for all solutions • Documents decisions and go forward terms for benchmarking, as applicable • Creates and manages a “knowledge book” detailing new business engagements as it pertains to solution • Actively collaborates with other teams, including IT, to enhance existing platforms, explore new technologies that will enhance our ability grow top line. • Encourages innovation, ideas and input regarding service improvements from all employees • Ensures that communication is effective and sharing of knowledge is routine • Challenges the status quo, where appropriate, and seeks innovative service solutions • Regularly report on achievements and issues using the prescribed technology / tools, escalating issues where required • Continually develop knowledge and skills to maintain and improve personal performance and effectiveness in a changing environment • Ensure solution is positioned to drive continuous improvement for clients • Significant contribution and oversight to due diligence, implementation (people, process, technology) for new business within client account(s) • Adhere to Williams Lea policies in addition to client site policies