• As the Sales Engineer, you turn complex requirements into clear, confident decisions. • You’ll partner with AEs to lead discovery with the right stakeholders (admin/finance/IT/ministry leadership) design tailored demonstrations across one core product stack, and provide precise technical validation - so leaders know exactly how the solution will work on day one. • You’ll keep demo environments sharp, bring crisp market insight, and collaborate with Product, Marketing, Enablement, and Training to keep our narrative tight and our data real. • Primary focus (Year 1): Launch in Commercial cycles (lead/co-lead discovery + demos), then broaden into integrated, multi-product narratives and Enterprise motions as pipeline and readiness allow. • Discovery & Design: Run discovery with admins/finance/IT/ministry leadership to define requirements for the assigned stack. Collaborate with Sales to set success criteria, demo strategy, and next steps for each evaluation. • Demonstration & Validation: Deliver tailored demonstrations tied to outcomes (e.g., workflow fit, reporting/visibility, adoption, risk reduction). Build and deliver integrated demonstrations that connect product areas when relevant (e.g., Giving -> People records; deposits -> Accounting; events -> attendance/engagement). Provide stage-appropriate technical enablement (workshops, Q&A) during evaluations and collaborate with Account Executives to respond to RFPs/RFIs with clear, accurate scope. • Demo Environment Stewardship: Own demo calendar hygiene and pre-flight checklists (scenario, data, success criteria) between Sales and corporate stakeholders. Maintain clean, realistic demo orgs/tenants: current sample data, believable scenarios, current fiscal dates where applicable; test new functionality; document repeatable flows; resolve demo issues quickly. • Field Feedback & Cross-Team Coordination: Provide structured product feedback from the field to inform roadmap and usability. Consult on Ministry Brands’ solutions for multiple markets; specialization will be assigned by the hiring manager. Coordinate with Marketing, Product, Enablement, and Training to keep assets, messaging, and data aligned. Lead scoped projects that improve win rate, cycle time, or demo quality.

• Serve as the technical consultant and solution architect for Ripple Fiber’s MDU Bulk Sales team • Partner with Account Directors to design and present future-proof fiber solutions for multi-dwelling communities, ensuring technical feasibility, scalability, and alignment with client needs • Act as a trusted advisor to developers, property managers, and ownership groups by demonstrating Ripple Fiber’s technical advantages and long-term value • Collaborate with Account Directors during discovery to assess property requirements (greenfield and brownfield) • Design Fiber-to-the-Unit (FTTU) solutions, including Inside Plant (ISP) and Outside Plant (OSP) architecture • Ensure network designs are optimized for future-proofing, IoT readiness, and smart-building applications • Participate in client meetings, presentations, and technical Q&A sessions • Conduct site surveys for both greenfield and brownfield properties to validate design assumptions

• make direct sales calls to existing accounts • develop new accounts • develop plans for growing sales in assigned territory • learn the features & benefits of Company’s primary product lines • present the features & benefits of Company's product lines to individuals or groups • troubleshoot equipment installations • work with representatives of our principal vendors to visit customers and promote their products

• Serve as a trusted technical advisor service provider customers, developing strong, long-term relationships. • Partner closely with the sales team to understand customer requirements and translate them into effective technical solutions using Ciena’s portfolio. • Lead customer solution discussions, technical deep dives, and the technical components of RFQ/RFP responses and proposals. • Prepare and deliver compelling technical presentations and demonstrations that clearly articulate product capabilities and business value.