• Partner with Account Executives to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions. • Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio’s APIs. • Establish yourself as a trusted advisor to our customers, by taking the lead on understanding customer technical pains through discovery in order to design, demonstrate, and present innovative solutions that solve business challenges. • Build and present highly interactive, complex and engaging customer product demonstrations to help showcase the capabilities of Twilio’s Communications Products, while effectively forming strong customer relationships with both technical and nontechnical stakeholders. • Be Hands-on, high-energy, passionate, and a creative problem solver, equipped with the knowledge of how to get things done and ability to lead others to success. • Take the initiative to identify and solve problems - both for the customer and within the organization as we grow. • Contribute to the broader Twilio Solutions Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations.

• Support BD in late-stage deals and technical evaluations • Lead technical discovery with customers, focusing on complex legacy payments, fund flows, and compliance • Align customer business models (tradfi, fintech, platforms, embedded finance, global payments) with scalable payment architectures • Translate customer business and system requirements into implementation plans • Design and explain integrations for: • Wallets • Payments APIs • KYC/KYB, onboarding, risk, and compliance • Widgets, SDKs, hosted components, and embedded payment experiences • Develop reference architectures, integration diagrams, payment flow documentation, and technical walkthroughs • Serve as the technical authority in customer discussions when needed • Demonstrate expertise in payment authorization rates, conversion optimization, and transaction success metrics • Identify gaps between current product capabilities and customer needs • Clearly separate what exists, what’s on the roadmap (and can be accelerated), and what requires custom or speculative development • Clarify ambiguous customer requests into clear, marketable technical scopes • Negotiate tradeoffs with customers to close deals when requirements don’t fully align • Collaborate with Sales to resolve payment integration risks early and unblock deals • Work with Product and Engineering to guide roadmap decisions based on customer demand • Influence pricing, limits, and launch phases based on technical constraints • Build lightweight prototypes, middleware, or example implementations where helpful • “Vibe code” small systems or applets to rapidly prototype and unblock integrations or demonstrate feasibility • Read and reason about customer codebases, API specs, and architecture diagrams • Help customers understand how to integrate with modern systems when their internal infrastructure is outdated or rigid • Anticipate scale, failure modes, and operational complexity in production payments systems • Support initial customer implementations and early production issues • Act as a technical escalation point when integrations hit complexity • Help define what scalable post-sales support should look like over time

• Driving revenues by managing the pre-sales technical process and evangelizing Akamai's technology to existing and prospective customers. • Understanding Customer's business requirements, translate them to technical problems, and map them to Akamai solutions. • Ensuring that customers understand the proposed solution, integration methodology, integration timeframes, and risk associated with the solution. • Overseeing customer proposals with sales, ensuring that technical information and recommendations addressing customer requirements are properly defined. • Overseeing delivery of projects alongside service delivery teams, and is in line with customers original requirements. • Driving new product & service offering, support & educate sales, marketing, other departments, contribute to global SE community.

• Evaluate end-to-end workflows across ERP, EPM, CRM, CMS platforms and associated applications by working with cross functional business teams to identify automation opportunities and optimize performance. • Act as a partner with cross-functional IT teams and stakeholder leaders, ensuring systems and processes align with evolving business priorities - including the organization's AI strategy. • Redesign and standardize processes to increase accuracy, reduce cycle times, and improve end-user experience. • Lead and administer planning, testing, and deployment of new features and technologies to ensure smooth adoption and minimal business disruption. • Be responsible for change management documentation and application standardized training. • Prioritize and administer enhancement requests based on strategic value, data-driven impact, and resource availability. • Manage competing deadlines with structured project management practices. • Ensure seamless operation of data integrations, monitoring daily data flows and proactively mitigating disruptions. • Serve as the escalation point for complex system issues, coordinating resolution with internal technical and business teams and external vendors. • Lead application releases, validations, configurations, upgrades, and issue resolution. • Serve as application administrator for supported business applications and troubleshooting. • Translate SOX requirements into tangible tech solutions, making compliance more efficient, continuous, while reducing costs and risk.