• Collaborate with the field sales team to cultivate and secure net-new business within an assigned territory and targeted accounts • Drive bigger, faster, and more repeatable complex and strategic deals by delivering improved go to market and enablement resources • Uncover, comprehend, and document complex business challenges, processes, and enterprise architecture • Engage in meaningful business and technical conversations, sharing industry insights, points of views with key stakeholders from all levels and business units within large enterprise organisations • Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, business process diagrams, and product roadmap discussions • Articulate selected recommendations and the business value they provide to diverse audiences • Work collaboratively with sales partners and other internal teams to provide a world class buying experience • Provide technical and strategic guidance • Support Solutions Consultants on defining solutions and building tailored demonstrations • Facilitate scalable approach to Customer POCs and trials • Standardise demo environments and “standard demo” approach for SC team • Enhance CLM demo environments to support broader go to market • Help drive demo excellence • Support marketing to increase quality of content at different stages of deal cycle • Conduct deal post-mortems and case studies • Build increased confidence in approaching CLM deals for AEs • Define best practices for deal strategy and competitive differentiation • Enhance engagement model for services/SI selling/joint selling

• Collaborate with the Enterprise Solutions Consulting and Field Sales teams to cultivate and secure net-new business within an assigned territory and targeted accounts • Uncover, comprehend, and document complex business challenges, processes, and enterprise architecture • Engage in meaningful business and technical conversations, sharing industry insights with key stakeholders from all levels and business units within large enterprise organizations • Establish technical credibility and build confidence in recommended solutions leveraging your product expertise, custom product demonstrations, technical Q&A, business process diagrams, and product roadmap discussions • Articulate selected recommendations and the business value they provide to diverse audiences • Work collaboratively with sales partners and other internal teams to provide a world class buying experience • Understand the Contract Lifecycle Management space • Demo and sell based on value selling methodologies defined by the company

• Stay current with Solutions Engineering methodologies, industry best practices, and the latest developments in the security landscape. • Apply this expertise to deliver impactful solutions that address client needs effectively and differentiate our offerings. • Collaborate closely with Account Executives and internal teams to ensure alignment between technical and sales objectives. • Act as a bridge between customer requirements and technical capabilities, fostering clear and effective communication. • Play a pivotal role in pre-sales activities, including delivering product demonstrations, technical presentations, and guiding proof-of-concept evaluations. • Provide clear, concise, and compelling explanations of product capabilities to customers and stakeholders. • Identify opportunities to enhance processes and methodologies within the scope of pre-sales activities. • Proactively suggest and implement improvements to streamline workflows and improve outcomes. • Assist in responses to Requests for Proposals/Information (RFP/RFI). • Represent the organization at industry events, trade shows, and customer seminars. • Provide technical support and guidance to channel partners. • Continuously enhance your knowledge of products, industry trends, and customer use cases.

• Conduct detailed functional analysis with clients and technical stakeholders. • Identify requirements, dependencies, risks, and technical constraints. • Design scalable and resilient solutions based on modern system-integration patterns. • Produce diagrams and/or technical documentation to present the solution to clients clearly. • Use Digibee’s AI resources to map flows, detect patterns, and accelerate technical understanding. • Build end-to-end integration pipelines using Digibee platform components. • Configure authentication, messaging patterns, data manipulation, mappings, and synchronous/asynchronous integrations. • Implement observability mechanisms (logs, metrics, tracing) to support operations and troubleshooting. • Ensure technical quality, performance, and security of integrations. • Leverage Digibee’s AI to accelerate development, automation, and validations. • Accurately estimate development effort and pipeline complexity. • Communicate deadlines clearly and transparently. • Take responsibility for meeting deadlines, ensuring delivery quality, and mitigating risks. • Propose alternatives when replanning is required. • Facilitate technical meetings with internal teams and clients. • Maintain clear, objective, and frequent communication on delivery status. • Coordinate alignment across teams (CSM, Product, Engineering, Support). • Document decisions and ensure all stakeholders remain aligned and informed. • Guide clients in adopting the Digibee platform and applying AI to their integrations. • Create and execute functional and integrated test scenarios. • Validate end-to-end behavior across all participating systems. • Support UAT/validation activities with clients. • Ensure quality and reduce rework throughout the project. • Use AI to generate test cases, validate contracts, and detect inconsistencies. • Diagnose and resolve incidents in integration pipelines. • Use platform logs, metrics, and tracing to identify root causes. • Propose preventive improvements and structural fixes. • Promote integration, governance, and architectural standards within the team. • Contribute to internal frameworks, reusable components, and best practices. • Support platform evolution and internal process improvements. • Act as an ambassador for innovation and AI adoption within projects.