• Prospect, qualify, and convert AI and edge-computing opportunities across multiple verticals • Leverage your existing industry network to rapidly position Macnica's AI accelerator offerings (including DeepX) with new accounts • Lead conversations on AI acceleration, edge inference, workload optimization, and applied AI use cases • Educate customers on how to integrate AI accelerators, sensors, and compute platforms into their products and operations • Drive early technical discovery to identify customer pain points and propose tailored AI-enabled solutions • Own the AI-focused sales funnel for a defined geographic region • Engage warm inbound leads generated from events, vendor partners, and AI-focused marketing campaigns • Support field sales teams by stepping into technical/FAE-style discussions when AI expertise is required • Partner with internal engineering resources to guide opportunities from POC to production • Maintain detailed records of opportunities in Microsoft Dynamics CRM • Work with strategic vendor partners to position next-generation AI accelerator and edge silicon solutions • Represent Macnica Americas at events, conferences, and customer briefings (10–25% travel) • Provide market insights and feedback to Product Management to guide roadmap alignment • Help shape go-to-market strategies for new AI accelerator lines and emerging technologies

• Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market. • Assists in the analysis, design and development of fully integrated technology solutions. • Demonstrates technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings in the SAN product space. • Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. • Makes technical and sales presentations to customer's technical staff and senior management. • Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. • Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. • Leads technical sales calls. • Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

• Represent Calix as the technical expert and evangelist of technical solutions • Lead the technical solution strategy. • Assist customers with network architectures aligned with business requirements • Deliver presentations to customer technical staff and senior management • Lead the pre-sales technical process and solution positioning. • Assist sales teams with customer business requirements. • Respond to customer RFP’s and other customer inquiries. • Assist customers and partners in configuring and testing products in labs and field trials. • Guide customers through technical and operational issues within areas of expertise. • Explain technical concepts clearly and influence decisions for Calix. • Train and update Calix partners on the latest products and software releases. • Research and stay up to date on industry standards and trends.

• Act as a "visionary pragmatist," moving beyond standard demos to architect complex, client-specific prototypes that solve construction industry challenges. • Consult directly with C-suite executives to influence the adoption of Trimble Construction One solutions. • Lead high-impact technical demonstrations and sessions to solve critical business issues. • Design and present complex, cross-application prototype solutions to validate software efficacy. • Act as a trusted advisor to address high-level business concerns and facilitate successful partnerships. • Collaborate with consulting and product teams to document process gaps and influence the development of next-generation Trimble Project Management solutions. • Maintain a master software presentation library and sales toolkit for Trimble Viewpoint products.