• Manage, mentor, and develop a team of 7 Solutions Engineers located across the US and LATAM • Foster a culture of technical excellence, collaboration, innovation, and consistent quota attainment • Actively engage with key partner technical leadership and sales teams across the Americas • Develop and execute strategic technical enablement plans • Provide deep architectural guidance on AI-powered Collaboration solutions • Co-sell solutions to drive partner-led revenue growth for Cisco Collaboration • Build and maintain strong relationships with senior-level executives within partner organizations • Influence technical strategy and drive adoption of Cisco Collaboration solutions • Articulate the business value and technical capabilities of AI in Collaboration • Translate Cisco's Collaboration strategy and roadmap into actionable technical sales initiatives • Identify market trends, competitive landscapes, and emerging technologies to guide partner technical strategies • Oversee the development and delivery of technical training, workshops, and readiness programs for partner SEs and technical teams • Work closely with Cisco's internal teams to ensure alignment and drive cohesive go-to-market strategies • Establish and track key performance indicators (KPIs) for the SE team and partner technical engagement • Navigate diverse technical and business landscapes across the US and LATAM markets

• Understand and quantify LED, HVAC/R, refrigeration, water, gas, and renewable energy savings opportunities in commercial businesses. • Assist with pre-sales opportunity qualification, discovery, solution analysis and proposal generation. • Interface with the Budderfly Sales Account Executives and customer prospect throughout the sales cycle, regularly attending both internal and customer meetings. • Participate in the financial evaluation of sales opportunities by inputting data into cost savings models & ROI analysis tools. • Assess feasibility and determine viability of opportunity through upgrades to lighting systems, HVAC systems, refrigeration systems, gas systems, water systems and telephony systems including analysis for repair/replace scenarios, along with other savings opportunities within the Budderfly model. • Efficiently complete site surveys and analyses, gather data, review utility billing, confirm solution requirements and overall fit, presenting the recommendations and proposed solution to the Sales Account Executives, Customers, and other key Budderfly personnel. • Continually improve estimation models through post-installation review of project estimates and final costs. • Interface regularly with Budderfly Product Development and Operations teams to understand current Budderfly Solutions and provide feedback on prospective customer trends. • In/Out of State Travel Required (25-50%).

• The Digital Solutions Engineer provides technical advice to support a variety of post-sales activities, including installation, testing, integration, and maintenance of Roche Diagnostic products. • Consulting with sales and customers on Roche Diagnostic system product solutions and integration with customers’ medical systems (LIS, EMR, etc). • Managing the installation of IT product solutions at customer sites, both remotely and on-site. • Determines customer needs and sets appropriate installation expectations, ensuring resources are aligned and available within the specified time-frame. • Performs validation processes to evaluate the effectiveness of IT solutions. • Ensures all customers are fully satisfied with their IT product installation. • Serves as a technical resource for complex system issues and manages critical customer situations, troubleshooting during installation and post go-live phases.

• Partner with the Account Executives / Account Managers to understand customer challenges and mains, and articulate Sumo Logic’s value proposition, vision, and strategy to customers • Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase • Be successful working with all levels of an organization, from executives down to individual developers and Site Reliability Engineers • Deliver product and technical demonstrations of the Sumo Logic service • Work cross functionally with Product Management and Engineering to improve the Sumo Logic service based on your experience with customers