• Leading demos and supporting technical evaluations for the Mimica platform, ensuring a path to value realization and positive ROI. • Building and executing POC plans with success criteria, managing scopes, expectations, and timelines, and acting as the point of contact for questions, issues, or escalations. • Serving as the Voice of the Customer, providing insights to engineering and product teams and input for improvements and new feature development. • Contributing to product documentation by adding clear explanations, examples, and how-to guides. • Partnering with Marketing to deliver educational content such as blog posts, tutorials, and presentations. • Assisting BDRs in identifying compelling use cases and tailoring messaging to value drivers specific to each industry, vertical, or function. • Nurturing strong relationships with key decision-makers at all levels, turning them into advocates and champions. • Acting as a trusted advisor for customers, deepening relationships and driving account growth including renewals and upsells.

• Designing and proposing solutions for channel partners. • Conducting product demos and providing technical support. • Understanding of channel sales strategies and partner ecosystems. • Awareness of industry trends, competitor offerings, and emerging technologies. • Aligning technical activities with revenue growth goals. • Building and maintaining relationships with channel partners. • Resolving conflicts and ensuring mutual success with partners. • Using CRM tools to track and manage partner interactions. • Collaborating cross-functionally with sales, product management, engineering, and marketing teams. • Comfortable working in a fast-paced, dynamic environment.

• Present Snowflake technology and vision to executives and technical contributors at prospects and customers • Work hands-on with prospects and customers to demonstrate and communicate the value of Snowflake technology throughout the sales cycle, from demo to proof of concept to design and implementation • Immerse yourself in the ever-evolving industry, maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them. • Collaborate with Product Management, Engineering, and Marketing to continuously improve Snowflake’s products and marketing

• Complex Opportunity Leadership: Own the technical strategy for large-scale enterprise engagements. You will partner with Account Executives to navigate highly regulated industries, developing tailored narratives that solve deep-seated compliance, security, and operational concerns. • Business Value Engineering: Move beyond features to build formal Business Value Assessments (BVAs). You will connect vCluster’s unique capabilities to quantifiable outcomes—linking infrastructure consolidation to actual cost savings, risk reduction, and developer velocity. • AI Literacy & Augmentation: Naturally integrate AI-native workflows to automate discovery documentation, brainstorm complex multi-tenant architecture diagrams, and accelerate GTM delivery. You will use LLMs to analyze customer requirements and extract high-value technical insights while maintaining a 'human-in-the-loop' approach to ensure architectural accuracy. • Mentorship & Process Contribution: Act as a force multiplier for the SE organization. You will coach Associate and Intermediate SEs, identify gaps in our qualification frameworks (e.g., MEDDPICC), and design the PoV templates that scale our effectiveness. • The Voice of the Customer: Represent field observations directly to Product and Engineering. You will influence the product roadmap by translating enterprise customer pain into high-fidelity technical requirements.