• Lead solution architecture for large, complex, multi‑tower pursuits, acting as the overall solution owner. • Partner deeply with Sales to shape deals, not just support them — influencing scope, structure, pricing approach, and value. • Orchestrate cross‑functional teams across Sales, Consulting, Product, Finance, Legal, and Delivery to create winning solutions. • Lead and participate in client discovery and solutioning workshops, ensuring outcomes align to business goals and commercial realities. • Develop and present clear, compelling solution narratives and business cases to technical and executive audiences. • Help build commercial constructs and pricing models for IT outsourcing, managed services, cloud, and transformation deals. • Participate in deal reviews, advising senior leadership on commercial viability, risk, and competitive positioning. • Drive smooth post‑close transitions by supporting solution handoff, knowledge transfer, and deal documentation. • Create and evolve client‑facing collateral and solution assets, often building new materials from scratch.

• Drive Cloud Growth & Sales Execution • Lead cloud-focused account strategies that expand adoption of Calix Cloud products across your region. • Partner with Sales, SEs, and Customer Success to progress opportunities from discovery to close. • Present technical and business value to multi-level stakeholder groups, including executives. • Build ROI-driven narratives that showcase operational efficiency, automation, and measurable outcomes. • Lead Technical Discovery & Solution Design • Understand customer OSS/BSS environments, integration needs, data workflows, provisioning systems, and operational models. • Architect solutions that align Calix Cloud capabilities with customer pain points and business goals. • Deliver tailored demonstrations of Service Cloud, Engagement Cloud, Operations Cloud, and associated analytics tools. • Support RFP responses, technical reviews, and solution validation. • Enable Customers & Internal Teams • Serve as a subject matter expert on cloud analytics, operational workflows, service management, and API-driven integrations. • Train customer teams on best practices, new capabilities, and cloud-driven operational models. • Collaborate with Customer Success to ensure deployments achieve rapid value realization.

• Take end-to-end ownership of designing, selling, and delivering secure, compliant, and scalable AWS solutions. • Lead presales technical engagements by working closely with sales teams to understand customer requirements, design solutions, and contribute to proposals, estimates, and statements of work. • Architect, build, and operate multi-account AWS environments using AWS Control Tower, AWS Organizations, Landing Zones, IAM, and Service Control Policies (SCPs). • Own cloud migration initiatives from discovery and assessment through execution, validation, and post-migration optimization. • Hands-on implementation of secure, compliant, and well-architected AWS solutions aligned with AWS Well-Architected Framework and regulatory requirements. • Design, develop, and maintain Infrastructure-as-Code (IaC) using Terraform, AWS CloudFormation, and/or AWS CDK to automate provisioning and governance. • Implement identity, security, and access management solutions using IAM, AWS SSO, encryption, and security monitoring services. • Design and deploy containerized and modern application platforms using Docker, ECS, EKS, and Kubernetes. • Build and integrate CI/CD pipelines and automation workflows to support scalable and repeatable cloud deployments. • Design and implement monitoring, logging, and alerting solutions to ensure operational excellence and security visibility. • Conduct AWS Well-Architected Framework Reviews (WAFR) and lead remediation efforts. • Advise customers on cloud governance, compliance, and security best practices. • Drive cloud cost optimization initiatives using AWS cost management tools and FinOps best practices.

• As the resident Fastly architect for your customer, you are an extension of the customer’s technical team, and represent and champion the customers needs within Fastly • Develop technical relationships with customers to build a deep understanding of their team, infrastructure, plans, and problems they are encountering • Post sales implementation of Fastly products, such as logging endpoints, image optimization and VCL coding while documenting key aspects of the customer’s configuration for troubleshooting and engagement • Investigate and recommend improvements to customers implementation and utilization of Fastly’s technology stack • Look for opportunities to introduce new Fastly products that compliment the customer’s needs • Partner internally to create customer strategies and assist in support requests or problems for assigned customers • Participate in regularly scheduled customer meetings on-site and by video/phone as necessary, including cadence calls and Quarterly Business Review meetings • Responsible for tracking and reporting on the health of your customer accounts, providing regular updates to Client Services leadership