• Understand customer needs: Analyze a client's current technology and business goals through effective technical discovery and needs assessment techniques. • Design solutions: Utilize your technical expertise to recommend solutions and specific configurations to support customer needs and goals. • Provide effective pre-sales support: W closely with sales team members to facilitate new business by building and delivering compelling product demonstrations, providing technical guidance, and creating proofs-of-concept. Essentially, “own” the technical win. • Offer technical expertise: Answer complex technical questions during the sales process, which can range from explaining how a system works to more complex discussions about implementation. • Collaborate with product teams: Act as a bridge between the customer or prospect and the product/engineering teams relaying customer feedback, feature requests, and pain points to help shape future product development. • Support implementation: As needed, collaborate on the initial setup and configuration of the solution for the client and provide support during trials. • Provide consistency in the customer experience: Facilitate knowledge transfer and handoffs between sales, implementation, and client services.

• Build strong relationships with U.S. Intelligence Community (CIOs, CTOs, Architects) and guide them through their digital transformation journey • Lead technical pre-sales efforts including presentations, demos, workshops, and RFP responses • Collaborate cross-functionally with Customer Success, Professional Services, and Support to drive customer outcomes • Present our Digital Workspace technical & business value proposition at industry events • Identify new business opportunities and support the sales team in expanding account value • Influence product direction by sharing insights on Federal compliance (e.g., FedRAMP, NIST, DISA STIGs) and operational requirements

• Build strong relationships with Department of Homeland Security (DHS) (CIOs, CTOs, Architects) and guide them through their digital transformation journey • Lead technical pre-sales efforts including presentations, demos, workshops, and RFP responses • Collaborate cross-functionally with Customer Success, Professional Services, and Support to drive customer outcomes • Present our Digital Workspace technical & business value proposition at industry events • Identify new business opportunities and support the sales team in expanding account value • Influence product direction by sharing insights on Federal compliance (e.g., FedRAMP, NIST, DISA STIGs) and operational requirements

• Collaborate with Enterprise Account Executives on large, complex enterprise opportunities (75,000+ employees). • Translate complex solutions into HR-focused language and effectively communicate value across multiple stakeholders. • Lead discovery sessions to uncover client pain points, strategic priorities, and success metrics. • Develop tailored solution proposals, demos, and presentations that align with client objectives. • Translate technical capabilities into business outcomes for executive audiences. • Proactively identify emerging client needs and market trends, and advocate internally for solutions that align with these requirements to drive business growth. • Identify and mitigate risks in the sales cycle; proactively address objections and competitive threats. • Partner with Sales Enablement and Marketing to create compelling narratives and thought leadership content. • Work closely with Product, Customer Success, and Implementation teams to ensure solution feasibility and alignment. • Provide feedback to Product Management on market trends and client needs. • Support Enterprise Account Executives in building and delivering quantifiable business cases demonstrating ROI and strategic impact of Achievers’ platform. • Ability to travel up to 25–30% to attend customer meetings, executive presentations, on-site discovery sessions, and industry events.