• Develop both new and existing accounts and expand business through face-to-face contact with customers • Communicate clearly and collaborate with engineering, as required, to ensure accurate proposals • Be proactive involved form tendering through project acquisition and entire project handling • Partner with operations & engineering for jobs under contract and obtain approved drawings • Accountable for all credit interactions with the customer including obtaining contractor approval of invoices, making adjustments through credit requests and insuring prompt payment, as well as preparing and distributing monthly account status reports

• Partner with Account Executives to qualify opportunities, understand customer requirements, and drive technical sales efforts. • Conduct tailored product demos, architecture deep-dives, and hands-on workshops for prospective customers. • Lead proof-of-concept (POC) engagements, working directly with customer engineers to design, deploy, and validate YugabyteDB in their environment. • Serve as a trusted technical advisor on distributed databases, cloud-native architectures, and application design best practices. • Create and maintain technical collateral (presentations, whitepapers, demo scripts, etc.) to support the sales process. • Act as the voice of the customer by providing feedback to product, engineering, and support teams. • Represent Yugabyte at industry events, webinars, and technical meetups.

• Lead technical sales engagements from discovery through close, partnering closely with Account Executives. • Deliver compelling, tailored product demonstrations that articulate Pantheon’s business and technical value. • Own the technical win — diagnose challenges, align solutions to customer needs, and remove barriers to adoption. • Guide prospects through RFPs, RFIs, and security reviews with precision and professionalism. • Advise customers on best practices for web architecture, workflow, and performance optimization. • Act as a trusted advisor, shaping long-term customer success and satisfaction. • Collaborate cross-functionally with Product, Engineering, and Marketing to inform GTM strategy and influence the roadmap. • Mentor fellow Sales Engineers, contributing to onboarding, enablement, and continuous improvement across the team. • Represent Pantheon within the broader technical community — contributing to thought leadership and field enablement.

• Participates in deep-dive discussions and gathers information on customer technical needs • Translates the technical view into the implementation view • Collaborates with account teams in developing key value propositions • Delivers compelling presentations addressing customer requirements • Protects and expands HPE's footprint with the customer