• Collaborating with the Sales Directors and Regional VPs to sell Access Governance and Cloud Security solutions • Providing expert knowledge to existing and prospective customers through conducting technical discovery, RFPs, and delivery of POCs • Mentoring/Coaching Solutions Engineers on strategy and execution of technical presentations • Driving opportunities to closure with a proactive approach • Contributing to Product Marketing including white papers, solutions briefs, webinars, and blogs • Working independently within various facets of the business • Traveling up to 60% internationally across the DACH region

• Lead deep **solution and architecture discussions** with enterprise customers. • Translate business and operational requirements into **scalable, secure technical architectures**. • Own technical success during the **early delivery lifecycle (0–90 days)**. • Act as the **primary technical escalation point** for complex delivery and integration issues. • Design and review **API-first integrations**. • Lead **web and mobile application integrations**. • Lead integrations with **customer support and contact center platforms**. • Define data flows for: - Ticket creation and updates - Conversation context synchronization - Agent assist and human handoff scenarios. • Ensure reliable, secure, and performant integrations aligned with customer workflows. • Contribute to **RFP / RFQ responses**, providing: - Architecture and deployment models - Integration approaches and constraints - Security, scalability, and performance considerations. • Participate in technical discovery calls and solution walkthroughs with prospects. • Lead discussions on: - Deployment architecture and environment isolation - Security posture, compliance requirements, and data handling - Network connectivity, peering, and access models - Load testing, scale readiness, and performance validation. • Partner with engineering teams to align customer requirements with platform capabilities.

• Lead technical presales engagements and solution development for customers. • Translate business needs into scalable solutions • Collaborate with Sales, Customer Success, and Services teams to drive new business and expansion • Deliver compelling presentations focused on business value, architecture, and SaaS capabilities • Demonstrate integration of AI technologies to enhance enterprise processes and customer outcomes • Align customer requirements with current and roadmap features of Aras solutions • Build and execute tailored demos and Proofs of Concept • Own technical responses to RFI/RFP/RFQ requests

• Lead technical discovery sessions to understand mission requirements, engineering workflows, data flows, and infrastructure constraints. • Evaluate cross-program collaboration needs, security boundaries, classification requirements, and deployment feasibility. • Design deployment architectures using Istari’s control plane, data plane, and agent frameworks. • Architect solutions for a variety of customer environments (e.g. AWS GovCloud, Azure, on-prem HPC environments, containerized platforms (EKS, ECS, K8s), and multi-tenant deployments). • Own end-to-end demo preparation and delivery for federal prospects. • Tailor demos to mission-specific scenarios, data flows, engineering tools, and classification requirements. • Collaborate with AEs to craft compelling technical narratives that articulate the “why,” not just the “how,” of Istari. • Advise customers on cloud security posture, Zero Trust patterns, enclave design, and network segmentation. • Support ATO-related discussions, boundary definitions, and infrastructure alignment. • Partner with AEs to quantify value, support ROI models, and articulate the technical pathway to successful production deployments.