• Lead technical discovery sessions with prospects and customers to identify needs and align use cases to Spreedly's capabilities • Deliver compelling demos, architecture diagrams, and documentation that support sales conversations and technical evaluation • Translate business and technical requirements into actionable solution proposals and implementation plans that support scalability and reuse • Develop and maintain reusable demo environments, solution artifacts, and objection handling templates • Work with Product and Engineering teams to provide prospect feedback and ensure solution feasibility • Partner with Customer Success and Support teams to ensure smooth implementation handoffs • Serve as a technical expert in RFPs, security reviews, and compliance questionnaires • Educate internal teams on platform capabilities, integration patterns, and sales enablement materials

• Promote sales to new and existing clients • Define, design, and develop plans for PAM (Privileged Access Management) solutions in complex enterprise organizations, from capacity planning and software/hardware needs to deployment approaches and configuration of the tool (e.g., HA (High Availability) models) • Provide guidance to internal BT stakeholders and/or prospective customers based on need and requirements • Act as a technical lead and go-to resource for Privileged Access Management solutions for customers and internal stakeholders, including discussions on technical concepts, designs and interdependencies, assessments and advisory • Provide consultative support for pre-sales, partners, and customers on BeyondTrust Solutions • Assess and Analyze customers environment to identify deficiencies and recommend solutions for improvement, target architectures and recommended roadmap • Educate business and IT stakeholders through delivery of technical sales presentations and product demonstrations for complex or multi-product projects • Utilize sales, marketing and technical design software packages – use customer relationship management software, including Salesforce, to support sales. • Assist Sales/Solution Engineering team in the design, planning, and scoping of Privileged Access Management and Secure Remote Access projects for prospective customers • Develop supporting documentation and perform knowledge transfer to internal and external stakeholders • Execute and support successful conclusion of proof of concepts (POC) • Present webinars, partner and internal enablement as well as trade shows, seminars, and oversee internal demonstration environments and resources

• Architect end-to-end solutions for business applications, integrating with existing systems, and ensuring compliance with enterprise architecture standards. • Research business best practices and industry standards such as ISO or ANSI and apply those learnings to solution design. • Work closely with various stakeholders including customers, business analysts, engineers, project managers, developers, and other architects to gather requirements and translate them into technical solutions. • Assess new and existing technology to determine their fit within the organization's tech stack, considering scalability, security, and performance. • Oversee the integration of disparate systems, ensuring seamless data flow and system interoperability. • Ensure all solutions adhere to security standards, privacy regulations, and compliance requirements. • Produce and maintain architecture documentation including system designs, integration points, and data flows. • Participate in or lead aspects of project management related to architecture, including planning, execution, and monitoring. • Design, perform and oversee functional testing to ensure that applications meet stakeholder requirements. • Liaise with external vendors for technology solutions, ensuring they meet the company's technical and operational standards.

• Become an expert on the Paddle product suite, including the checkout, dashboard, and APIs • Communicate confidently with C-suite and senior developers to support them in building incredible experiences for their customers • Write integration plans and sample code for sellers to assist them in implementing their own Paddle integration • Support and empower Account Executives on customer calls to help win new business • Work with Customer Success Managers to help our customers onboard and launch smoothly • Play a role in product development, by communicating issues and feature requests to the Product and Engineering teams • Contribute to public and internal documentation • Be a role model within the team for new & junior members to learn from