• Understand Customer Current State. • Proactivity drive discovery and understanding of customer IT current state, goals, outcomes, and initiatives across Business, Technical, Operational, and financial facets. • Research industry trends and topics and develop discovery approaches. • Develop and lead workshops to drive relevant discovery. • Document customer current state to assist customer and sales teams target future state architectures and roadmaps. • Technical Opportunity Leadership. • Identify customer stakeholders and their individual success criteria and needs. • Create and lead technical solution approaches and next steps aligned to customer stakeholders. • Align, vet and coordinate Presidio and vendor partner technical resources as needed. • Engage Manager/VP/Director level at clients directly. • Solution Architecture, Design and Documentation . • Analyze and assess client requirements and determine target architecture and design solutions (HW, SW, Licensing, Cloud services, Managed Services, Delivery Services, etc) and roadmaps. • Create and deliver compelling technical proposals directly to clients, including relevant drawings, diagrams and analysis. • Technical Excellence & Evangelism. • Maintain a high level of technical excellence and evangelism across multiple relevant solution architecture and product areas. • Lead the curation and delivery of relevant technical knowledge, presentations, and conversations at all client levels and customer related events. • Actively participate in technical champion programs and communities. • Attain certifications when appropriate. • Learn, discuss and present new and emerging technical and IT related topics. • Account Leadership. • Activity participates in client account related activities that establish the Solution Architect as a trusted advisor internally and with customers, such as: Account planning, EBCs, social events, etc. • Team Engagement and Enable Culture. • Engage Presidio team members, activity participate in team activities, and contribute on collaboration tools to drive an open, positive, inclusive, resilient, change-orientated team culture. • Be a steward of the PRESIDIO CULTURE – Teamwork, Execution Excellence, Integrity and Forward-Thinking. • Partner Relationships. • Develop working relationships with vendor partner teams and peers. • Contribute to and drive execution of relevant partner vendor GTM strategies. • Continuous Improvement & Innovation . • Actively plan and execute growth and career development activities. • Seek and collaborate on improvements to presales processes and GTM. • Enable Others. • Contribute to the success of others in sales and presales. • Actively mentor and enable others. • Share methods, content, and lessons learned with others.

• Lead and mentor teams of Associate, Staff, and Senior Solution Architects to deliver world-class solutions. • Provide strategic guidance on ServiceNow and other platforms, driving customer success by aligning with their business goals. • Design integrations between ServiceNow and third-party applications, ensuring seamless data flow and operational efficiency. • Actively mentor Associate and Staff Solution Architects, providing guidance and support as needed.

• Develop high-level technical solutions and present to customers (Hardware, Software, Licensing, Professional Services) • Collect business and technical requirements • Complete end-to-end, full lifecycle network designs • Drive whiteboard conversations • Craft customer facing presentations • Delivering technical presentations and product demonstrations • Generate hardware configurations (BoM) and/or work with internal teams to complete these tasks • Write statements of work (SoW) and develop Professional Service pricing utilizing Presidio tools • Ability to self-pace and self-set direction in a team environment to drive business outside of traditional networking (cloud, cyber, managed services, and digital business opportunities, etc.) • Build relationships with Account Executive/Extended Sales Teams to develop customer rapport and solutions and assist in overall sales process • Maintain and develop technical and technology specific skill sets and certifications

• Act as a technical resource for Cisco-based solutions in presales engagements • Deliver solution overviews and enablement to internal teams and customers • Contribute to the development of sales strategies and support customer-facing efforts • Stay current with technology trends, products, and industry best practices through training, webinars, and collaboration with national practices • Create Solution diagrams, collect & analyze requirements data from customers, and perform other PreSales activities in support of engineering initiatives • Research technical issues, answer customer questions about products, technologies, solutions, and offerings from our OEM partners • Ensure quality and consistency of presales deliverables by following standardized processes and workflows • Collaborate with other team members to provide solutions for Presidio’s customers • Work in a focused and directed manner to improve overall productivity & efficiency across Presidio’s PreSales team • Participate in meetings with customers and sales teams to collect technical requirements from Presidio customers and develop an appropriate technical solution • Assist in resolving presales challenges and maintaining high levels of customer satisfaction • Deliver client-facing status updates, presentations, and documentation throughout the sales cycle • Work collaboratively with Presidio, Cisco, and other key teams to drive opportunities • Assist in building and developing the Cisco sales pipeline by contributing to technical campaign support and go-to-market efforts