• Hire, onboard, and mentor SEs; build the bench and succession plan for future managers • Stand up the SE operating system: KPIs, inspection cadence, regional coverage model, and quality standards • Own demo and POV strategy: success criteria, timelines, resourcing, and executive ready readouts • Drive early technical discovery, solution design, competitive plans, and paper process clarity • Partner with Sales leaders on territory planning, account prioritization, and resourcing SLAs • Build field assets with Product Marketing and SEs: reference architectures, POV kits, competitive briefs, ROI storylines • Enable partner co sell with priority resellers and SIs; track influenced pipeline and win rate • Create the feedback loop to Product and Engineering with crisp requirements and clear impact • Collaborate with RevOps on capacity planning, hiring plan, and budget alignment • Model an inclusive, learning oriented culture; invest in manager and IC development

• Collaborate with Account Executives to qualify opportunities and develop technical strategies that align with client business outcomes. • Lead technical discussions to uncover pain points and translate them into architectural requirements that deliver business value. • Design end-to-end solutions using IBM Cloud, Google Cloud, and our security/delivery portfolio. • Deliver customized product demonstrations and technical presentations that prove the solution's impact on business operations. • Scope and execute hands-on Proof of Concepts (PoC) to prove technical viability and economic value to the customer. • Serve as the technical lead for RFP/RFI responses and build trusted-advisor relationships with CTOs, DevOps, and Infrastructure Engineers.

• Assist technically business development manager for customer meetings. • Conduct technical seminars, exhibitions, presentations, webinars on the product (for customers and company employees). • Present new products and new features for Ajax Systems distributors, as well as installers. • Teach technical staff at distributors and dealers to increase their knowledge of products and technology. • Promote and introduce product solutions according to customer thesis, technical consultation, and support of key clients. • Market research and comparative characteristics of products of the competitors. • Develop long-term relationships with key partners of the company. • Beta test product features and write technical documentation for new products or solutions, and collaborate with the rest of the team. • Analyze customer needs in collaboration with the sales department.

• Assist technically business development manager for customer meetings. • Conduct technical seminars, exhibitions, presentations, webinars on the product (for customers and company employees). • Present new products and new features for Ajax Systems distributors, as well as installers. • Teach technical staff at distributors and dealers to increase their knowledge of products and technology. • Promote and introduce product solutions according to customer thesis, technical consultation, and support of key clients. • Market research and comparative characteristics of products of the competitors. • Develop long-term relationships with key partners of the company. • Beta test product features and write technical documentation for new products or solutions, and collaborate with the rest of the team. • Analyze customer needs in collaboration with the sales department.