• Manage all technical aspects of the sales process including product demonstration, proof of concept, customer on-boarding, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers, with fluctuations by territory and quarter

• Partner with Sales, Solutions Engineering, and Architecture teams during pre-sales to support complex and enterprise-level opportunities • Lead discovery and solution-scoping sessions to understand prospect business processes, technical requirements, and success criteria • Translate customer workflows and operational needs into scalable ERP solution designs • Support RFP/RFI responses, proposal reviews, and executive-level solution presentations • Deliver customer-specific demonstrations and implementation approach discussions to articulate Datacor’s value and execution capabilities • Act as a technical and functional advisor during deal shaping to reduce implementation risk and set clear expectations • Lead end-to-end delivery of large, complex, multi-entity implementation projects across major markets • Own project strategy, governance, scope management, risk mitigation, and executive communication • Serve as the primary escalation point for high-risk or high-visibility projects • Guide customers through key milestones including discovery, design, configuration, testing, training, and go-live • Partner closely with Product, Engineering, and Architecture teams to ensure solution alignment and feasibility • Identify gaps in standard workflows and design short- and long-term solutions to meet business needs • Build trusted-advisor relationships with executive, operational, and technical stakeholders • Communicate complex technical and functional concepts clearly to both technical and non-technical audiences • Proactively manage customer expectations and drive alignment across internal and external teams • Support cross-sell and upsell initiatives by identifying additional solution opportunities during implementations • Mentor Implementation Specialists and project leads on enterprise delivery best practices • Contribute to internal documentation, delivery standards, and implementation methodology improvements • Share industry best practices and lessons learned to continuously elevate delivery quality • Support internal training initiatives across Implementation, Sales Engineering, and Customer Success teams

• Engage with sales prospects and lead conversations around our technology platform, including demos, integrations, solution design, and RFP responses • Create compelling presentations and documents that clearly communicate the value proposition and ROI of our software, fulfillment, and parcel solutions • Build strong relationships with prospects and customers, serving as a trusted advisor who designs, recommends, and supports the implementation of tailored solutions • Develop deep expertise in Stord’s OMS and WMS, including understanding user needs (current and future), competitor offerings, market trends, and how these products fit within the broader Cloud Supply Chain • Partner with GTM teams to advance opportunities through the sales cycle—discovery, pricing, RFP responses, internal approvals, presentations, and close • Lead the discovery of customer requirements, document technical solutions and timelines, and ensure a smooth handoff to implementation teams for OMS/WMS deployments • Stay current on the product roadmap and vision, serving as the voice of the customer to provide actionable feedback to product and engineering teams • Establish and share best practices for documentation, process, and collaboration within the Software Solutions team

• Deliver solution presentations, demonstrations and recommendations to prospects and customers. • Develop technical relationships with existing customers through Quarterly Technical Reviews. • Assist in response to Request for Proposals/Information. • Represent BeyondTrust at Trade Shows, Seminars, and other Company Events. • Use common Sales & Marketing applications such as Salesforce, Confluence, Skytap, etc. • Support technical evaluations of our products, including the development of Proof-of-Concept Success Plans. • Provide support for BeyondTrust Partners. • Continue to develop both BeyondTrust product and industry knowledge.