• Technical consulting and support for our OEM and end customers in dairies, breweries and beverage production • Identifying and developing tailored customer solutions • Active sales within a territory with many existing customers and strong growth potential • Gathering customer feedback (VOC – Voice of the Customer) to continuously deepen our customer understanding and provide input for product development • Documenting sales activities in the CRM system • Following up and successfully securing customer projects

• Develops professional relationships with key architectural & engineering firms in PNA targeted markets • Develops, recommends, and implements A&E specification programs at an effective level across the targeted markets for maximum benefit to PNA • Serves as PNA’s go-to technical resource for architects and engineers • Provides technical support to the selling team through interpretation of internal and external engineering reports, building codes, and the demonstration of design equivalency • Creates marketable collateral and tools to educate, inform, and influence stakeholders • Builds and manages relationships with select National Account owner/occupiers • Measures and monitors the effectiveness of all programs implemented • Proactively provides feedback and recommendations to manager and other PNA functions such as Marketing and Engineering

• Enable technical teams across cloud providers, VARs/SIs, and technology partners through workshops, training programs and paths, and hands-on labs. Develop reusable partner assets including reference architectures, demos, and solution playbooks. • Work with partners and internal teams to design secure cloud-native architectures that incorporate Chainguard into DevOps, platform engineering, and security workflows. Collaborate with product and engineering teams to bring partner integrations to life. • Co-create partner-led services and offerings that help customers adopt Chainguard solutions. Partner closely with Sales and Partner Managers to identify deals, accelerate the sales cycle, help with adoption, and grow partner-influenced revenue across the company. • Engage with partner technical leaders and executives to align on technical roadmaps and solution strategies. Broadcast partners' progress to field teams internally and encourage the close collaboration of Chainguard - Partner SEs for maximum joint value proposition and have a strong influence over product direction. • Run ongoing enablement sessions, workshops, and joint technical activities to ensure partners remain engaged and capable of delivering Chainguard solutions. Initiatives to cultivate strong bonds with new and existing partners.

• Drive Technical Win for Expansion: Lead technical discovery and solution design for upsell and cross-sell motions across a high-value Commercial/Enterprise account base. • Strategic Partnership: Collaborate with Account Managers (AMs) and Customer Success Managers (CSMs) to interpret usage signals and identify "trigger events" for expansion. • Architect for Scale: Help customers evolve their legacy architectures to support modern cloud-scale volumes and hybrid-cloud environments. • Champion the Platform: Position the value of Fivetran’s high-volume agents and enterprise-grade security to technical stakeholders and C-suite executives. • Community & Enablement: Act as a thought leader in the ASEAN data community. You will produce technical content, lead bespoke training, and mentor partner teams on Fivetran’s competitive edge. • Regional Expertise: Leverage your deep understanding of the ASEAN business landscape to navigate complex, multi-faceted decision-making groups.