• Act as a trusted technical advisor for your accounts and partners, with a focus on AI/ML and GPU-based workloads • Collaborate with Account Managers, Technical Account Managers, and Partners to develop success plans aligned to business goals • Design, present, and implement scalable architectures, modernization strategies, and AI solutions tailored to customer needs • Lead technical deep dives, workshops, proof-of-concepts, and executive briefings to accelerate adoption • Demonstrate strong expertise in AI/ML frameworks like TensorFlow and PyTorch and usage of platforms like Hugging Face, with experience deploying and fine-tuning LLMs and GenAI models • Optimize AI/ML workloads using tools like CUDA, TensorRT, vllm, and quantization methods (INT4, INT8, FP8) • Educate customers to build scalable AI applications like chatbots, inference services or recommendation systems using Kubernetes, NFS, and databases • Demonstrate proficiency in DevOps tools like Docker, Terraform, and CI/CD pipelines • Troubleshoot complex technical challenges in partnership with Engineering, Support, and Product teams • Provide customer feedback to shape product roadmaps and enhance platform capabilities • Support workload expansion, retention, and long-term partnership growth through proactive technical engagement

• Act as a trusted technical advisor to channel partners, providing architectural guidance across a broad range of solutions and workloads • Collaborate with Channel Managers, Account Managers, and Technical Account Managers to align on partner-led customer objectives and success plans • Design and present repeatable architectures, delivery patterns, and best practices tailored to partner implementation models • Lead technical deep dives, whiteboarding sessions, and executive briefings in support of partner-led engagements • Drive partner-facing technical workshops, proof-of-concepts, and enablement sessions to accelerate customer adoption • Troubleshoot complex partner-delivered technical challenges, collaborating with Engineering and Support teams to ensure successful outcomes • Influence partner and customer architectures by clearly articulating the value proposition of DigitalOcean’s cloud platform • Advocate for partner and customer needs internally, providing feedback to Product and Engineering teams to enhance platform capabilities • Support workload expansion, customer retention, and long-term channel partner success through proactive technical engagement

• Lead hands-on database migration projects, ensuring smooth transitions of workloads across MySQL, PostgreSQL, Redis, and MongoDB. • Apply deep expertise in at least two of the following technologies: MySQL, PostgreSQL, Redis, MongoDB, Kafka, and OpenSearch. • Analyze customers’ existing infrastructure and applications to design robust migration strategies. • Collaborate on migrations involving complementary technologies like Kafka (event streaming) and OpenSearch (search and analytics), emphasizing their integration with database systems. • Analyze customers' existing database environments and dependencies to design resilient, efficient migration strategies. • Implement tailored migration architectures, ensuring high performance, reliability, and minimal downtime. • Build detailed infrastructure diagrams and explain architectural decisions clearly to technical and non-technical audiences. • Demonstrate strong understanding of database-specific requirements, including schema design, replication, performance optimization, and cloud-native compatibility. • Partner with Technical Customer Success Managers and Account Managers to identify customer needs, define success plans, and ensure smooth migrations. • Conduct hands-on technical workshops, proof of concepts, and demonstrations showcasing Kubernetes migration processes and cloud-native solutions. • Offer tailored onboarding and migration assistance to guide customers through technical blockers and adoption challenges. • Act as a trusted advisor, helping customers navigate technical complexities and adopt Database best practices. • Prepare and document Database best practices to be used by the customers during and post-migration. • Collaborate with engineering and support teams to resolve technical escalations during migrations. • Advocate for customer feedback to inform the development of new Database-related features and platform enhancements.

• Demonstrating and promoting Jenzabar's solutions to support the sales team efforts to expand the customer base and grow the business • Prepare and deliver demos to show the value of our solutions to higher education institutional challenges • Understand the needs of higher education institutions, identify the right solutions and communicate the value these bring to their institutions • Conceptualize and communicate how the company products and services affect opportunities and sales exposure within the organization. • Perform customer needs assessments and solution finding sessions • Translate customer needs and articulate technology and product positioning through storytelling and solution demonstrations • Understand product capability gaps or functionality to define ways to handle them using partners, product enhancements, etc. • Define the best company solutions which address requirements of prospect business • Design and deliver product presentations based on the customer assessment • Provide responses for product and technical requests • Stay up to date with the latest Jenzabar software releases • Participate at conferences, tradeshows, and other events as required by Sales Management and Product Marketing • Provide knowledge and training on products to peers, presales and sales staff in the organization • Demonstrate an in-depth understanding of the company products, functions, features and benefits • Establish and maintain connections with user groups, industry groups, etc. • Practice continuous learning through self-guided reading and research of relevant business practices, including the student journey, strategies in higher education, analytics, and workflow