• Reporting to the Head of AI Solutions Incubation, the Solution Engineer is Andela's technical solutions lead. • This hands-on role involves embedded customer engagement for discovery, solution architecture, building proof-of-concepts (POCs), and securing technical wins. • You bridge customer needs with Andela's delivery capability. • Lead discovery, map workflows, identify pain points, document technical environments, and assess feasibility. • Design custom architectures, create technical diagrams, and develop/present technical proposals. • Build working POCs with production-quality code, integrate with customer systems, and iterate based on feedback. • Own the technical win, provide expertise, and build customer confidence. • Scope size and composition of delivery team. Transfer context to the delivery team, support kickoff, and monitor critical phases. • Identify solution gaps, propose new Solution Packages, and share competitive intelligence.

• Drive the strategy and commercialization of assigned AI solutions • Transform custom programs into scalable, high-margin Solution Packages • Design scalable Solution Packages (50-70%+ margin) • Define roadmaps, capture IP/build playbooks for faster deployment • Create sales enablement materials • Design pricing and define ideal customer profiles • Identify and cultivate strategic partnerships; represent Andela in thought leadership

• Drive technical discovery during sales process • Guide bank security teams through mTLS and token handling implementations • Evaluate client change requests and technical demands • Partner with clients for planning and executing technical upgrades • Act as primary technical contact for enterprise clients • Lead proactive support operations and monitor SLA commitments

• As a Senior Partner Solutions Engineer you will be a technical leader within Teleport’s partner ecosystem, responsible for enabling, evangelizing, and scaling Teleport through channel and cloud partners. • You will work closely with Partner, Sales, Product, Product Marketing, and Marketing teams to develop repeatable technical motions that help partners confidently position, sell, and deploy Teleport as a modern infrastructure identity platform, displacing legacy infrastructure access and security tools. • Is energized by technology and will work closely with our Partner and Marketing team to drive growth with partners. • Works well with internal and external business, technical leaders to build solutions that will drive more incremental pipeline growth for our channel. • Has the ability to identify opportunities both with partner community and end users, where Teleport can transform value by displacing legacy tech. • Demonstrates experience in building and delivering technical results and solutions with channel partners and distributors, representing Teleport’s technical point of view on identity, zero trust, and secure infrastructure access with partners. • Can deliver the technical value of Teleport solution to an ecosystem of partners (VARs, cloud marketplaces, MSPs, SIs, and GSIs) in order to help enable more partner recruitment and sales success in the channel. • Serve as a technical evangelist for Teleport within the partner community through events, webinars, field training, and joint customer engagements. • Understanding of partner-led sales motions, co-selling, and partner-sourced deals. • Has experience in a sales engineering role delivering solutions to C-level executives within channel. • Can work with product, product marketing, marketing and customer success teams to bring technology partner solutions to market. This includes development, enablement and evangelism. • Designs and delivers partner technical enablement, including workshops, training sessions, labs, and field-facing technical content. • Can refine partner technical certification or readiness programs. • Has the ability to travel up to 50% of the time.