• Partner with Account Executives and Partner Account Managers 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’ senior leadership teams, 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 • Proactively identify team or organizational needs, documenting them in depth and evaluating the criticality of the need and then proposes strategies to implement the solutions • Contribute to the broader Twilio Presales Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations • Mentor less experienced Presales Engineers and often act as a facilitator or team leader • Able to be a presenter at Twilio-sponsored, industry and internal events

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal Security’s products, platform, and security posture • Obsessively drive customer satisfaction and successful business outcomes

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal Security’s products, platform, and security posture • Obsessively drive customer satisfaction and successful business outcomes

• Lead technical engagements with enterprise customers, providing pre-sales support for pre-qualified opportunities and aligning Alteryx solutions with their AI, automation, and cloud analytics strategies. • Design and deliver impactful demos and proof-of-concepts (POCs) showcasing the feasibility and value of Alteryx solutions in the customer’s environment, including addressing technical objections and demonstrating how Alteryx One provides competitive advantages in cloud, hybrid, and on-prem environments. • Stay ahead of industry trends, including advancements in AI, cloud-native architectures, data governance/security best practices, and how Alteryx integrates with modern cloud data warehouses and AI/ML workflows. • Remain up to date on Alteryx solutions and features, competitive products, and emerging technologies while maintaining familiarity and adherence to all company methods and procedures. • Advise best practices for AI-driven data automation, cloud cost optimization, and scalable analytics workflows, helping customers accelerate digital transformation. • Work with sales management to drive sales through optimizing processes, training of team, and development of a culture of collaboration, learning, and success.