• Support the sales team in all technical aspects of the sales process including presentations, demos, proof of value, pilots, technical workshops, technical account management, etc. • Work closely with Field & Insides Sales, Partners, Product Management & Engineering to be a conduit of technical requirements to & from EDB to our clients.

• Act as the primary technical authority throughout the sales cycle, providing expertise in weapons detection, analytics, and operational security. • Lead pre-sales discovery, site assessments, and requirements gathering for tailored solutions and proposed architectures. • Develop high-quality system designs, detection layouts, and integration plans aligning with customer needs and infrastructure constraints. • Guide customers through RFP/RFI responses and technical documentation to ensure a full understanding of their solutions. • Lead high-impact onsite and virtual demonstrations showcasing accuracy, throughput, usability, and system interoperability. • Maintain deep, expert-level understanding of competitive products, capabilities, and positioning. • Work hand-in-hand with Account Executives to build technical win strategies and influence decision-makers. • Partner with implementation engineers to ensure smooth customer transitions from pre-sales to deployment including system installation and commissioning. • Lead the end-end installation, configuration, and initial precision calibration of the weapons detections systems with their accounts, as needed. • Mentor and guide Field Service Engineers or junior pre-sales engineers on technical discovery and competitive positioning.

• 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

• Identify customer requirements and design tailored solutions. • Deliver engaging product demonstrations. • Lead and manage Proof of Concepts (PoCs) from design through successful completion, validating customer requirements and success criteria. • Clearly communicate the business and technical value of Parallels solutions. • Provide expert pre-sales technical guidance to prospective customers and partners, ensuring alignment with business objectives. • Shape technical solution designs and implementation strategies, leveraging best practices and customer insights. • Maintain deep expertise in Parallels products and competitive technologies (e.g., Citrix, VMware, Omnissa) to position solutions effectively. • Create tailored technical proposals and solution architectures that address customer challenges and deliver measurable value. • Document and hand over customer environments to support teams, ensuring smooth transition and continuity of service. • Collaborate closely with Account Managers and Partners to plan and allocate technical resources strategically. • Conduct technical training sessions and webinars for partners and customers, both virtually and onsite. • Mentor and coach junior Sales Engineers, fostering team growth and technical excellence.