• 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

• Collaborate with Acceldata sales, product, finance, and support teams to help prospects and partners identify the value and need for Acceldata Products to drive sales. • Customize and conduct technical presentations and product demonstrations to prospective customers, showcasing our solutions and how they address specific customer needs and challenges. • Partner with sales to identify prospects’ environments and technical requirements to pursue tailored sales strategies providing technical expertise to help close deals effectively. • Work closely with customers to design and develop solutions tailored to their data environments and technical requirements. • Develop comprehensive technical proposals and assist with crafting SOWs. • Lead the implementation of proof of concepts to demonstrate the value and functionality of our products in the customer's environment. Analyze results and present findings to key stakeholders. • Support from professional services and engineering will be provided as needed for technical expertise, closing gaps, or handling large or long-term engagements and pilots. • Provide internal support to sales, presales, marketing, partner and product teams. This includes marketing content development, demo asset creation, field intelligence, training, subject matter expertise, etc. to drive company success. • Educate the sales team on the technical aspects of data observability solutions, enabling them to effectively communicate product value to customers and prospects. • Develop and maintain technical documentation, including product guides, technical specifications, and knowledge base articles, to aid customers and internal stakeholders in understanding and utilizing the data observability solutions.