• Provide pre-sales technical support to the Sales team, including solution design, technical documentation, and customer-facing materials. • Lead technical discovery with prospects to understand requirements, constraints, and success criteria (public sector and commercial). • Deliver product demos and technical presentations, clearly explaining Derq’s value and differentiators to technical and non-technical stakeholders. • Own technical parts of proposals, including RFP/RFI responses, compliance questions, and clarifications. • Gather and document technical requirements, system interfaces, integration approach, and deployment assumptions for handover to Projects and Engineering. • Support pre-award planning by drafting initial scopes, timelines, and high-level budgets with the Project team, then ensure a clean transition post-award. • Act as the technical point of contact for consultants, infrastructure partners, and technology partners during the sales cycle to drive adoption and integration opportunities. • Maintain accurate, up-to-date notes, opportunities, and technical details in the CRM to keep pipeline execution clean. • Stay current on ITS and smart mobility trends (traffic management, road safety, AI analytics, funding programs) to inform solution positioning and proposals.

• Recruiting, mentoring, and building a world-class team of sales engineering directors, managers, and individual contributors • Collaborating with sales leadership and clients to develop and execute winning segment and account-level strategies while owning the technical sales motion from start to finish • Refining and scaling the core sales engineering processes to ensure consistent execution and operational efficiency • Acting as a key technical leader and executive sponsor for strategic customers and partners, representing the company at industry events and executive briefings • Driving the technical strategy that positions our solutions as essential to the customer's long-term business objectives

• Provide technical sales support within assigned geography by calling on Value Added Resellers (VARs), End Users and A&E consultants, often partnering with a Regional Sales Manager • Present complex access control/security product demonstrations • Team technical expert RFP responses and technical specifications • Present highly technical product information through training to customers, end users, prospective new customers, and at trade shows, conferences, or other public events • Support and troubleshoot technical system design process, system implementation, system issues, failures, or needed corrections • Trade show set-up demonstrations • 75% travel • Physically able to carry 40 lbs

• Develop deep expertise across the full Elastic platform, including architecture, integrations, data flows, and scalability • Serve as the technical authority throughout the sales cycle, guiding solution feasibility and design • Translate business requirements into clear technical solution frameworks • Design secure, scalable, and commercially viable implementations • Identify and mitigate technical risks that could impact deal success • Lead technical discovery to uncover functional, integration, security, and operational requirements • Scope solutions accurately to align with customer outcomes, timelines, and budgets • Provide technical input to support pricing, packaging, and deployment strategies • Ensure solution clarity to reduce friction and accelerate buying decisions • Improve close rates through precise scoping and technical confidence • Adapt the Elastic solution to complex or non-standard environments • Design phased approaches, integrations, and workarounds to unblock deals • Support with demos, proofs of concept, and technical narratives • Turn customer constraints into executable technical strategies • Deliver compelling product demonstrations aligned to real-world use cases • Communicate complex technical concepts clearly to technical and executive audiences • Act as the trusted technical advisor during evaluations and procurement • Address architecture, security, and compliance concerns with authority • Partner with Product, Engineering, Implementation, and Customer Success teams • Feed structured market and customer insights into roadmap prioritization • Ensure clean handoff from sales to delivery for successful implementations