• You are the central link between our customers, our products and safe technical solutions for smoke and heat extraction systems. • Acquire new customers and build long-term relationships • Support existing customers and identify new potential • Offer technical solutions for smoke and heat extraction systems • Carry out surveys/assessments for new maintenance sites • Actively develop sales strategies and implement them in your territory • Conduct market and competitor analyses • Reporting and action planning to advance your territory strategy

• Act as a trusted advisor to enterprise customers, helping them structure and execute complex RFPs in Archlet across high spend direct and indirect categories • Work closely with customers to understand sourcing objectives, constraints, and success criteria, and advise on how to best use Archlet to achieve measurable outcomes • Support strategic and high touch sourcing events with hands on guidance on e auctions, bid sheet design, and scenario analysis • Prepare and deliver product demos and support training for new users during sales cycles • Identify opportunities to increase customer value by developing best practice use cases and success stories that drive adoption and expansion • Translate customer feedback and real sourcing challenges into actionable input for Product and Engineering • Partner closely with Sales, Customer Success, Product, and Engineering to ensure a smooth experience from solution design to execution

Join Vonage and help us innovate cloud communications for businesses worldwide! Vonage Communications APIs: As an emerging leader in the $10B+ communications API market, we empower global brands to connect better with their customers, employees, and partners through transformative communications experiences. For example, Vonage API solutions empower organizations to build their custom omnichannel communications structure. This allows them to reach and engage customers on their preferred schedule and channel — including voice, video, and messaging. Think of a rideshare service instantly connecting with customers, hospital staff conducting remote monitoring, customers verifying their identity before completing a purchase, AI virtual agents servicing customers around the clock, and much more. Why this role matters: The Strategic Solution Architect is responsible for technical leadership, consultative value generation, solution integrity, and architectural consistency across NWPS solutions. Partnering closely with Strategic Sales Overlay Leads and core account teams, this role ensures that complex customer solutions are value driven, technically sound, commercially viable, repeatable, and scalable. Your key responsibilities: Solution Leadership & Deal Shaping - Act as the technical authority for overlay-led opportunities from qualification through close. - Lead customer discussion to understand challenges and problems, solution discovery, architecture definition, and technical validation for complex deals. - Ensure proposed solutions align with product roadmap, reference architectures, and scalability principles. - Gather and translate customer business requirements into clear, executable solution designs. Overlay Co-Sell Enablement - Partner tightly with Sales Overlay Leads to support solution-led selling and value articulation. - Participate in customer workshops, technical deep dives, and executive briefings. - Help frame technical capabilities into business outcomes, ROI, and differentiation narratives. - Support pricing, packaging, and scope definition by ensuring solution feasibility and margin discipline. Architecture Standardization & Repeatability - Define and maintain reference architectures, solution patterns, and deployment blueprints for priority use cases and verticals. - Identify opportunities to productize or templatize custom solutions to drive repeatable revenue. - Reduce bespoke implementations by promoting modular, platform-based designs. Risk Management & Delivery Readiness - Identify technical, operational, and integration risks early in the sales cycle. - Partner with Product, Engineering, and Customer Success to validate feasibility, dependencies, and delivery timelines. - Ensure handoff readiness from sales to delivery, including documentation, assumptions, and success criteria. Cross-Functional Collaboration - Act as the technical bridge between Sales, Product, Engineering, Security, Legal, and Operations. - Provide structured feedback from the field into product roadmap, feature gaps, and integration priorities. - Support internal enablement through training, playbooks, and solution walkthroughs. What you’ll bring: Required - 10+ years of experience in solution architecture, pre-sales engineering, or technical consulting - Proven experience supporting complex, enterprise-grade sales motions - Strong background in platform, API/CPaaS, Telco, cloud, network, or SaaS architectures - Ability to translate technical concepts into executive-level business language - Experience operating in matrixed, global organizations Preferred - Experience in overlay or specialist sales support roles - Exposure to launching or scaling new products or strategic solutions - Familiarity with vertical-specific architectures and regulated environments Behavioral Attributes - Strategic thinker as a customer trusted advisor - Structured, analytical, and detail-oriented - Comfortable operating in ambiguity and high-growth environments There’s no perfect candidate. You don't need all the preferred qualifications to make a valuable impact on our team. Our employees and customers come from diverse backgrounds, so if you're passionate about what you could achieve at Vonage, we'd love to hear from you. To learn how we process your personal data during the recruitment process, please refer to our Privacy Notice. Who we are: Vonage is a global cloud communications leader. And your talent will further help brands - such as Airbnb, Viber, WhatsApp, and Snapchat - accelerate their digital transformation through our fully programmable-based unified communications, contact center solutions, and communications APIs. Ready to innovate? Then join us today. Note: The purpose of this profile is to provide a general summary of essential responsibilities for the position and is not meant as an exhaustive list. Assignments may differ for individuals within the same role based on business conditions, departmental need or geographic location.

Title: Pre-Sales Engineer, P&C Location: Remote (US) Job Description: Sapiens is on the lookout for a Pre-Sales Engineer, P&C to become a key player in our North America Sales team. From understanding and identifying customer requirements and pain points, to pitching and demoing current solution offerings, to preparing proposals, the Pre-Sales Engineer will provide technical expertise to drive the successful close of key business opportunities. This position will be part of Sapiens’ Property & Casualty division. What you’ll do: - Providing pre-sales expertise in support of all elements of the Sapiens solution and product sales efforts in the direct and indirect North America and global sales channels. Engage with customers to articulate winning propositions - Delivering business-oriented presentations to all levels of the customer organization including board level. Leading the benefits assessment process and developing customized ROI/ROR analysis - Architecting solutions to address customer’s business requirements - Preparation, configuration and delivery of demonstrations - Author and manage responses to requests for proposals (RFP) - Contribute to / write customer specific Sapiens proposals and Management Summary. Contribute and support SOW generation. - Provide timely and accurate communication to management and other team members - Assist marketing with support for events, PR, seminars and campaigns - Configure and/or manage integrations with partners solutions - Create prototypes and prototype requirements as a part of architecting a solution for the prospects - Work with Product Strategy to perform market analysis to enhance the demo environments as per market evolution - Work with the Product Strategy and Product teams on new product features Requirements: - At least 10 years of experience at a technical sale/ pre-sales/ Sales Engineer consultant role - Proven ability to work independently in order to prepare for demos and provide them - Ability to design solutions for the customer including multiple solutions and potential prototypes - Excellent command of the Property & Casualty (P&C) insurance business – a hands-on P&C insurance business experience is preferred - Experience with P&C insurance information systems at a super user level is required - Strong understanding of software solutions, previous experience in the similar role in an Insurance Software Vendor is desired - Ability to engage confidentially at senior levels with customer organizations - Experience presenting to executive management level - Ability to design and deliver customer workshops, presentations and demonstrations - Ability to match customer functional requirements and application system options/functionality effectively and efficiently - Comfortable operating within a cross-functional, remote team environment which depends on, and expects empowerment from its people - Excellent stakeholder management and client facing skills - Excellent communication and analytical skills - Willingness to travel when needed At Sapiens, we are dedicated to building a diverse, equitable, and inclusive work environment. We believe that diverse perspectives, backgrounds, and experiences make us stronger and more innovative. We are committed to creating a culture where every individual is valued and can thrive regardless of their race, ethnicity, gender, age, sexual orientation, gender identity, religion, disability, or any other characteristic. Sapiens is an E-Verified & Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. #LI-Remote