• Collaborate with the sales team to understand customer requirements and pain points • Conduct in-depth product demonstrations and presentations tailored to client needs • Develop RFP responses, scope platform integration and extension SOWs, carry-out POCs • Develop and deliver technical proposals, including system architecture, integration plans, and customization options • Work with clients to design and configure solutions that meet their specific requirements • Provide technical consulting during the sales cycle, including proof-of-concept (POC) and pilot projects • Maintain an expert-level understanding of Veritone’s SaaS products and their applications in the broadcast industry • Build deep technical expertise on the platform and integrated solutions and use those skills to address customer issues as needed • Stay updated on industry trends, competitive landscape, and emerging technologies • Provide clear and constructive feedback to the Veritone product team • Build and maintain strong relationships with key technical stakeholders at client organizations • Act as the primary technical point of contact for prospects and customers during the sales process • Collaborate with product management and engineering teams to provide customer feedback and influence product development • Assist in the creation of technical sales collateral, including whitepapers, case studies, and presentations • Develop specifications for Veritone platform integrations and extensions for outsourced development for more complex development initiatives • Transition successfully closed deals to the implementation and support teams • Provide initial post-sales technical support and training to ensure smooth onboarding • Provide technical assistance with provisioning and configuration activities

• Serve as the primary technical point of contact for prospects, customers and partners within the assigned region. • Technically qualify customer requirements and identify challenges. • Architect and propose Scality solutions that meet customer needs. • Select and recommend appropriate third-party integrations to enhance solutions. • Strive to become the customer's trusted advisor. • Collaborate with Account Executives and partners to develop and execute strategic sales plans. • Deliver compelling presentations and demonstrations to showcase the value of Scality products. • Respond to and collaborate on RFIs and RFPs with partners. • Conduct proof-of-concept demonstrations and assist with customer trials. • Deliver periodic Scality Certified Architect training to partners on Scality products. • Actively participate in internal knowledge sharing sessions and best practice discussions. • Collaborate with members of the Worldwide Sales Engineering team, sharing knowledge and providing assistance when needed. • Work in tandem with the delivery and support engineers to share knowledge and provide the best experience for our customers. • Stay abreast of industry trends, competitive landscapes, and emerging technologies. • Gather and share customer feedback with Product Management to influence future product development.

• Lead and inspire a team of elite Sales Engineers who serve as trusted advisors to CISOs, CIOs, and security leaders. • Partner closely with Sales Leadership, Account Executives, and cross-functional teams to drive technical strategy. • Recruit, hire, and develop a high-performing enterprise Sales Engineering team. • Establish clear performance expectations tied to technical win rate, POV success, and deal velocity. • Partner with Account Executives to define and execute technical strategies for large enterprise and major accounts. • Engage directly with CISO, CIO, and CTO stakeholders as a trusted technical and security advisor. • Lead complex enterprise sales cycles from discovery through Proof of Value (POV).

• Lead and inspire a team of elite Sales Engineers • Partner with Sales Leadership, Account Executives, and cross-functional teams to drive technical strategy • Coach SEs on enterprise discovery, executive storytelling, technical validation, and value-based selling • Build a culture of accountability, continuous learning, and customer obsession • Engage directly with CISO, CIO, and CTO stakeholders as a trusted technical advisor • Influence go-to-market strategy by sharing customer insights with Sales, Marketing, and Product teams • Forecast and manage technical resource capacity and drive continuous improvement in sales methodologies