• Evaluate the resellers and their customer needs, drive sales execution, and develop opportunities for both Net New and Existing Customers. • Build and maintain strong relationships with internal teams, vendors, and regional staff across all Vertical markets. • Define and monitor performance metrics for vendors’ products and services. • Conduct regular meetings (both online and face-to-face) with partners to understand their needs and provide tailored solutions. • Apply in-depth knowledge of technical pre-sales and solution architecture to solve complex problems using innovative solutions while working independently with minimal guidance. • Contribute towards building technical awareness of new products within our reseller community, through Planning Technical Road Map, Workshops, Webinars and Events. • Contribute to the management of processes and process improvements and provide informal guidance to junior colleagues. • Provide training and support to partners to enhance their knowledge of our products and services. • Contribute to the overall Revenue/Profitability of the business through initiatives and activity designed to deliver financial performance • Additional Pre-Sales activities and initiatives as the business requires

• Serve as the technical lead on enterprise sales opportunities, partnering with Account Executives to shape deal strategy and execution. • Lead technical discovery with customer security, AI, and platform teams to understand architectures, threat models, and operational constraints. • Define technical win strategies, including solution design, evaluation plans, and success criteria. • Act as a trusted technical advisor to senior customer stakeholders throughout the buying process. • Articulate and demonstrate how the Gray Swan platform identifies vulnerabilities in and protects modern AI systems. • Design deployment architectures for integrating Gray Swan across development, deployment, and runtime environments. • Advise customers on best practices for AI security, governance, and operationalization. • Design, build, and maintain compelling demo environments tailored to customer use cases. • Lead proofs of concept and pilots that clearly demonstrate value and differentiation. • Address deep technical, architectural, and security objections with confidence and authority. • Support security reviews, threat modeling sessions, and technical due diligence. • Communicate complex AI security concepts clearly to engineers, security leaders, and executives. • Translate technical capabilities into measurable business impact and risk reduction. • Support RFPs, security questionnaires, and compliance discussions. • Represent Gray Swan as a technical authority in customer meetings and select industry forums. • Provide structured feedback to Product and Engineering based on real-world customer needs. • Surface patterns across enterprise buyers to influence roadmap prioritization. • Contribute to technical sales enablement and internal knowledge sharing.

• Work on building a new Customer Data Platform for a strategic CI&T partner in the financial sector. • Integrate multiple data sources to deliver a robust solution for various client areas. • Tackle challenges related to performance, scalability, and high-volume data processing. • Map relevant functional domains, identifying the business capabilities each domain provides. • Define functional and non-functional requirements, detailing aspects such as performance, security, and scalability. • Select architectural patterns and styles (e.g., microservices, message queues) and justify choices based on business requirements and technical trade-offs. • Produce clear solution architecture documentation, including diagrams that depict components and their interactions.

• support the growth of the Phare OS platform as part of our Commercial organization • advance technical sales execution by supporting solution design, technical diligence, and client engagement across the commercial lifecycle • act as a technical advisor to prospective and existing clients • support early discovery, product demonstrations, technical validation, and later‑stage deal execution • translate Phare OS capabilities into clear, outcome‑oriented value for healthcare leaders • ensure value proposition communicated clearly and consistently throughout the sales process • work closely with Sales, Product, Marketing, and Delivery to support commercialization efforts