• Understand your partner’s business and their Digital Workspace go to market strategy. • Engage regularly with technology decision makers in your partner (Solution Architects, pre-sales engineers, delivery managers and consultants); building relationships, evangelising Omnissa solutions, and providing domain expertise to assist in closing business. • Strong customer and partner-facing experience, able to demonstrate your relationship building skills. • Engage regularly with Partner Business Managers to ensure alignment on activities within your partners. • Enable and manage your partners to deliver product value demonstrations, ensuring they have access to the correct resources and are able to deliver these to a high calibre, ensuring they are keeping up to date with our solutions. • Deliver bespoke technical enablement sessions to both Sales and Technical teams in your partners, ensuring the sessions are relevant and well attended. • Be present with your partner by working from their offices on a regular basis to forge and maintain relationships, while keeping our solutions front of mind. • Track your partners progress with education and certifications, ensuring they have the right skills to be able to deliver the required services. • Ensure your partners have access to and understand our delivery best practices for solution implementation and adoption. • Track and support your partner owned opportunities. • Working with your Partner Business Manager, ensure you have visibility of the technical validation process and provide necessary guidance to the partner technical team. • Provide feedback into sales and solution engineering management on partner run opportunities, particularly around the forecasting status of opportunities and next steps. • Ensure your partner's feedback is represented in Product Management and other areas of the business, including setting up partner briefing sessions and quarterly based reviews along with the Partner Business Manager. • Support your partner’s marketing department with their campaigns and events, ensure that our marketing efforts are aligned with the partner.

• 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