• 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

Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in guestroom automation and energy management software and technology. The Sr Sales Representative will be focusing on Honeywell's hospitality brand, INNCOM and Onity. The successful candidate will report to the Sr Sales Manager and be tasked with developing and implementing strategies and tactics around our guestroom automation solutions. This is a revenue generating position intended to identify and capitalize on opportunities to collaborate with key decision makers to help expand our market share and drive growth & profitability. The position is focused on developing and maintaining close relationships with key global brands. The position will work with Operations, R&D, Engineering, and Product Marketing to prioritize, develop, and deploy solutions to the market. It will require a high degree of interface externally with customers, partners, competitors and a thorough understanding of technological trends, regulatory changes, and trade group initiatives. Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.