• Serve as the technical voice of our company in strategic customer conversations, from initial discovery through proof-of-concept and deployment • Conduct security architecture assessments and design solutions that address complex enterprise requirements • Present to CISOs, security architects, and engineering teams with credibility and executive presence • Handle technical objections and competitive scenarios with confidence and depth • Recruit, hire, and mentor a world-class team of solution architects • Partner with Director of Technical Enablement to create technical enablement programs for internal and partner teams • Establish best practices for customer engagement, technical discovery, and proof-of-concept delivery • Act as the voice of the customer to product and engineering teams, translating field insights into roadmap priorities • Publish technical content on GenAI security, MCP architecture, and modern threat landscapes • Speak at industry conferences and customer events

• Support the sales organization in developing and delivering C&I PV+BESS turnkey solutions. • Act as the technical sales interface for C&I PV+BESS turnkey solutions. • Conduct customer meetings, site visits, and technical workshops to understand project requirements and constraints. • Support feasibility assessments, technical solution concepts, and system configurations in coordination with engineering and design teams. • Prepare and contribute to high-quality technical and commercial proposals, presentations, and tender documentation. • Engage directly with customers, EPCs, consultants, and partners spending approximately 50% of time in the field.

• Run Proof of Value from start to finish • Create and deliver technical product presentations to prospective customers • Gather customer technical requirements to ensure proposed solutions will meet customer goals and needs • Lead product evaluations and custom product configurations • Design evaluation test plans with customers and guide the process to successful outcomes

• Serve as the product and technical subject matter expert, capable of thoroughly understanding and articulating all aspects of the Alpaca platform to diverse audiences and stakeholders • Serve as a regional market-specific expert in regulations, compliance, and jurisdictional requirements • Comfortable working with senior leaders and C-level executives • Collaborate closely with the Sales and Customer Success teams, providing essential technical advisory and product expertise throughout the client lifecycle. • Present compelling product and technical use cases to prospective clients, while building trust and confidence in Alpaca's technical capabilities. • Translate complex business and technical requirements into clear, simple solutions • Create sales support materials and documentation for new features and products • Own technical sales engagement end-to-end: discovery calls, solution validation, RFPs, and questionnaires that win deals • Lead demo strategy and execution, creating technical narratives that convert prospects into customers • Travel as needed to support sales activities and customer engagements • Stay updated on internal product development timelines and work closely with the product team to test and roll out new features to partners