• Drive technical discovery during sales process • Guide bank security teams through mTLS and token handling implementations • Evaluate client change requests and technical demands • Partner with clients for planning and executing technical upgrades • Act as primary technical contact for enterprise clients • Lead proactive support operations and monitor SLA commitments

• 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. • Is energized by technology and will work closely with our Partner and Marketing team to drive growth with partners. • Works well with internal and external business, technical leaders to build solutions that will drive more incremental pipeline growth for our channel. • Has the ability to identify opportunities both with partner community and end users, where Teleport can transform value by displacing legacy tech. • Demonstrates experience in building and delivering technical results and solutions with channel partners and distributors, representing Teleport’s technical point of view on identity, zero trust, and secure infrastructure access with partners. • Can deliver the technical value of Teleport solution to an ecosystem of partners (VARs, cloud marketplaces, MSPs, SIs, and GSIs) in order to help enable more partner recruitment and sales success in the channel. • Serve as a technical evangelist for Teleport within the partner community through events, webinars, field training, and joint customer engagements. • Understanding of partner-led sales motions, co-selling, and partner-sourced deals. • Has experience in a sales engineering role delivering solutions to C-level executives within channel. • Can work with product, product marketing, marketing and customer success teams to bring technology partner solutions to market. This includes development, enablement and evangelism. • Designs and delivers partner technical enablement, including workshops, training sessions, labs, and field-facing technical content. • Can refine partner technical certification or readiness programs. • Has the ability to travel up to 50% of the time.

• Partner closely with Account Executives to drive the technical validation for enterprise new business and expansion opportunities. • Lead deep technical discovery to understand customer identity architecture, security posture, and success criteria. • Own and execute enterprise-grade demos and proof-of-concept, clearly tied to documented success criteria reflecting customer requirements around relevant use cases, risk factors, and decision criteria. • Articulate Nametag’s value in the context of IAM, authentication flows, and account protection—not just product features. • Serve as the primary technical adviser during the sales cycle, building trust with security, IT, and identity stakeholders. • Define clear technical success criteria and acceptance standards for each deal. • Own the handover to post-sales, ensuring Solutions Engineering, Customer Success, and Technical Customer Engineering teams have full context. • Provide continuity and technical oversight during implementation to ensure onboarding stays aligned with what was sold and agreed. • Surface product gaps, competitive insights, and recurring objections to Product and Leadership. • Support renewals and expansions as necessary by re-engaging on architecture changes, new use cases, integration opportunities, and evolving security requirements.

• Design and evolve Salesforce architecture for hypergrowth • Establish architectural principles that accelerate development velocity • Implement lean governance that maintains integrity while enabling speed • Make decisive trade-offs that balance immediate needs with long-term vision • Transform technical debt management into a business enablement strategy • Lead the technical aspects of major initiatives including Revenue Cloud implementation • Optimize our Flow-customized environment for performance and maintainability