• Partnering with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers • Owning the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility • Delivering product and technical presentations to potential and existing customers • Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape • Driving product conversations based on need and problems with customers • Working with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material

• Leading enterprise technical discovery to understand business requirements and guide solution design. • Architecting cloud, edge, observability, and media streaming solutions across Akamai Connected Cloud. • Designing and building proof-of-concept solutions using Akamai technologies like LKE, EdgeWorkers, EdgeKV, and mPulse. • Providing pre-sales engineering support and managing opportunities from discovery through validation and production deployment. • Partnering with Qualified Computing Partners to deliver integrated solutions and lead joint customer engagements. • Creating technical enablement content, blogs, and hands-on labs to help field teams position solutions. • Leading customer workshops, hackathons, and labs focused on EdgeWorkers, APIs, transcoding, and edge computing. • Influencing product roadmap through customer feedback, advocacy, and documenting engagements via reviews and deal support.

• Responsible for the strategic development and delivery of product demonstrations to secure new business. • Responsible for representing the product to customers and at field events such as conferences, seminars, etc. • Responds to functional and technical elements of RFIs/RFPs, Requests for Information and pricing requests. • Conveys customer requirements to Product Management teams. • Travels throughout sales territory. • Liaison with Product Managers and Development to understand details of product direction and design and communicate information back to sales organization. • Responsible for staying abreast of product roadmap as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems. • This includes interacting with Product Management and Development on an on-going basis to stay current. • Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc. • Attendance at conferences and working with Subject Matter Experts, and research to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going. • Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors. • Responsible for preparing for meetings and tailoring communications to address business needs of potential clients as part of the pre-sales process. • Responsible for providing feedback from the market to Product Management and Development regarding products including coordinating gaps between product functionality and market/customer demands. • Responsible for working with Product Management to develop and deliver training on business problems, products, and messages (classroom and OJT) for new pre-Sales team members.

• Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure, and development workflows. • Partner closely with Account Executives to develop deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value, and purchase decisions. • Deliver tailored product demonstrations, walkthroughs, and integration deep dives aligned to customer use cases and success criteria. • Act as the primary technical advisor during the evaluation process, addressing technical objections, competitive comparisons, and solution fit. • Develop and maintain deep expertise in our product capabilities, integrations, configurations, APIs, partner ecosystem, and competitive landscape. • Design and explain how our solution integrates with customers’ cloud providers, identity systems, version control platforms, and security tooling. • Ensure a clean technical handoff to Customer Success and Implementation teams post-sale. • Support revenue growth by responding quickly and effectively to inbound technical questions from Sales and prospects. • Help qualify opportunities by identifying technical fit, risks, and dependencies early in the sales cycle. • Participate in account planning, QBRs, and expansion conversations by demonstrating ongoing technical value. • Capture and communicate structured customer feedback to Product, helping influence roadmap priorities for the Upmarket segment. • Build reusable demos, technical documentation, reference architectures, and enablement materials in partnership with Product, Success, and Marketing. • Contribute to a collaborative, inclusive Solutions Engineering culture focused on continuous improvement, technical excellence, and customer empathy.