• Formulate and implement a plan for results to meet overall business and strategic goals. • Develop strategies to increase revenue, market share, new client targets, and product diversification. • Train and equip associates on subsurface storage solutions. • Make strategic trips to each Region to engage with local Geo Stormwater associates and present to local key identified potential customers. • Accompany associates on qualified sales calls and scheduled meetings. • Engage with Geo Directors of regions, Geo Stormwater Sales Managers and Senior Sales Managers to ensure there is synergy among associates and the strategy. • Interact and communicate regularly with Leadership and team members to ensure the company’s priorities are aligned. • Work closely with marketing on strategic initiatives to increase awareness around subsurface storage solutions. • Monitor sales trends and product performance results to accurately determine promotional efforts. • Support the Director of Engineered Solutions with vendor partner leadership engagement as needed.

• Lead customer deployments and onboarding engagements, including endpoint rollout, SaaS integrations, policy configuration, and detector setup. • Design and implement custom policies and detectors aligned to customer use cases and compliance requirements. • Deliver administrator training, investigation workshops, and enablement sessions. • Build and support custom technical solutions, including API integrations, SIEM/SOAR connectors, migrations, and one-off configuration work. • Install, configure, and integrate the Nightfall platform within complex customer environments, including access controls and encryption. • Perform policy tuning, performance optimization, and capacity planning as customer environments evolve. • Conduct recurring health checks to reduce alert noise, improve detection accuracy, and maintain long-term deployment health. • Act as a senior escalation point for complex or high-severity technical issues, owning problems through resolution. • Troubleshoot advanced issues related to policy logic, false positives/negatives, integrations, and AI-driven detections. • Partner closely with Engineering and Product to diagnose issues, provide clear repro steps, and drive platform improvements. • Collaborate with Customer Success, Sales, and Solutions Engineering to support adoption, renewals, and expansion.

• Partner with the sales team to provide technical leadership. • Drive technical discovery and solution design. • Continuously research & learn new technologies. • Consult on Big Data architectures and implement proof of concepts. • Collaborate with fellow Solutions Architects to support each other and customers. • Promote Databricks inspired open-source projects across the developer community. • Work closely with account executives to create and execute account penetration strategies. • Build trusted advisor relationships with senior and executive stakeholders.

• Lead and support in-depth discovery with finance, FP&A, accounting, and clinical operations stakeholders • Translate customer workflows, pain points, and success criteria into clear Condor solution designs • Deliver tailored product demonstrations aligned to customer maturity and buyer personas (CFO, Accounting, Controller, FP&A, Clinical Ops) • Support pilots, POCs, and technical validations during the sales cycle • Partner with Account Executives on deal strategy, qualification, and technical win plans • Carry a shared or individual quota and actively influence deal progression, win rates, and close velocity • Support expansion opportunities by demonstrating additional modules, use cases, and value • Respond to technical, security, and compliance requirements (RFPs, SOC, audit readiness) • Collaborate with Customer Success to ensure clean handoff and early value realization • Surface recurring customer requirements, objections, and product feedback to Product and Engineering • Contribute to demo environments, discovery frameworks, and solution playbooks as the GTM team scales