• Serve as a critical bridge between commercial sales, customer success, and product teams. • Collaborate with Account Executives on discovery and business case development. • Engage with the Customer Success team to define readiness and scope post-sale. • Help prospects understand the strategic value of structured content platforms in regulatory and clinical use cases. • Lead architecture design sessions, mapping integration and content reuse strategies. • Participate in global workshops, industry events, webinars, and customer advisory activities.

• Understand customer needs: Analyze a client's current technology and business goals through effective technical discovery and needs assessment techniques. • Design solutions: Utilize your technical expertise to recommend solutions and specific configurations to support customer needs and goals. • Provide effective pre-sales support: W closely with sales team members to facilitate new business by building and delivering compelling product demonstrations, providing technical guidance, and creating proofs-of-concept. Essentially, “own” the technical win. • Offer technical expertise: Answer complex technical questions during the sales process, which can range from explaining how a system works to more complex discussions about implementation. • Collaborate with product teams: Act as a bridge between the customer or prospect and the product/engineering teams relaying customer feedback, feature requests, and pain points to help shape future product development. • Support implementation: As needed, collaborate on the initial setup and configuration of the solution for the client and provide support during trials. • Provide consistency in the customer experience: Facilitate knowledge transfer and handoffs between sales, implementation, and client services.

• Build strong relationships with U.S. Intelligence Community (CIOs, CTOs, Architects) and guide them through their digital transformation journey • Lead technical pre-sales efforts including presentations, demos, workshops, and RFP responses • Collaborate cross-functionally with Customer Success, Professional Services, and Support to drive customer outcomes • Present our Digital Workspace technical & business value proposition at industry events • Identify new business opportunities and support the sales team in expanding account value • Influence product direction by sharing insights on Federal compliance (e.g., FedRAMP, NIST, DISA STIGs) and operational requirements

• Build strong relationships with Department of Homeland Security (DHS) (CIOs, CTOs, Architects) and guide them through their digital transformation journey • Lead technical pre-sales efforts including presentations, demos, workshops, and RFP responses • Collaborate cross-functionally with Customer Success, Professional Services, and Support to drive customer outcomes • Present our Digital Workspace technical & business value proposition at industry events • Identify new business opportunities and support the sales team in expanding account value • Influence product direction by sharing insights on Federal compliance (e.g., FedRAMP, NIST, DISA STIGs) and operational requirements