• Meeting and exceeding sales quotas by building and implementing strategic technical account plans • Understanding key customer business requirements • Driving customer adoption of Palo Alto Networks Platform • Building customer relationships to achieve increased productivity and security efficacy • Conducting discovery to understand technical, operational, and commercial imperatives • Working closely with Professional Services and Customer Success teams • Demonstrating strong communication skills through effective presentations and workshops • Leading successful technical validation efforts • Promoting end-to-end solutions including professional services • Understanding competitive landscape in cybersecurity • Investing in technical and professional skills development • Identifying technical stakeholders for relationship building

• Guide technical discovery, demos, workshops, and validation activities that show how GitLab supports customer requirements across planning, development, security, deployment, and monitoring, helping improve technical win rates and accelerate evaluation cycles. • Coordinate the technical evaluation process as the directly responsible individual for proofs of concept, proofs of value, solution design, and technical responses for tenders or audits, with a focus on reducing time to technical validation and supporting successful customer acquisition. • Collaborate with Small and Mid-Market Account Executives and regional sales teams in North America to shape account strategies for new business and expansion opportunities. • Advise customers on modern software development, continuous integration, continuous deployment, security, cloud, and DevSecOps practices, and connect those practices to business outcomes. • Build tailored demos, reference architectures, talk tracks, and presentation materials that support active Small and Mid-Market evaluations and reflect customer-specific use cases, helping Account Executives move new business opportunities forward. • Support Account Executives with technical discovery guidance, objection handling, and evaluation planning for common Small and Mid-Market scenarios, while contributing reusable materials that improve execution across similar new business opportunities. • Develop reusable technical workflows, including pre-built projects, continuous integration and continuous deployment templates, and proof of value starting points, where they help accelerate customer evaluations and reduce time to technical validation. • Share customer feedback, use cases, and competitive insights with product management, engineering, sales, and marketing to improve product direction and field effectiveness.

Role Description You will help organizations modernize how work gets done by designing secure, AI‑enabled, and employee‑centric Microsoft solutions. In this role, you will guide customers through their transformation to an AI‑powered workplace by leveraging Microsoft 365 Copilot, agent‑based automation, and modern security architecture to drive measurable outcomes such as increased productivity, reduced risk, and improved return on Microsoft investments. As a trusted advisor, you will help customers align people, process, data, and technology while representing Softchoice as a leader in modern workplace and AI innovation. What you'll do: - Customer Strategy & Advisory - Lead outcome-focused conversations that align Microsoft technology with business strategy. - Develop AI, collaboration, security, and employee experience roadmaps grounded in customer priorities. - Lead customers through AI readiness, Copilot adoption, governance, and organizational change, including executive alignment and end-user enablement strategies. - Bridge executive vision with IT execution across hybrid and cloud-first environments. - Solution Architecture & Delivery - Architect end-to-end Microsoft 365 solutions including Copilot, Teams, SharePoint, Exchange, and OneDrive. - Design Copilot and agent-based solutions using Microsoft Copilot Studio and Power Platform. - Define consulting and implementation scope through Statements of Work (SOWs). - Partner with delivery teams to ensure secure, scalable, and outcome-aligned implementations. - AI, Automation & Governance - Design and govern Microsoft 365 Copilot and declarative agent solutions. - Architect automation using Power Automate, Power Apps, and Power BI. - Establish AI governance models and adoption measurement. - Lead customer‑facing Copilot Studio demonstrations. - Security, Identity & Compliance - Architect Zero Trust solutions using Microsoft Entra ID, Governance, and External ID. - Design integrated security architectures using Microsoft Defender XDR. - Architect data protection, insider risk, and compliance controls using Microsoft Purview. - Align security strategy with modern work and AI usage scenarios. - Employee Experience & Collaboration - Deliver and evolve employee experience solutions. - Enable Teams‑centric collaboration. - Leadership & Enablement - Enable sales and delivery teams on Microsoft modern workplace and AI solutions. - Lead through influence, collaboration, and technical credibility. - Contribute to internal IP, best practices, and go-to-market strategies. Qualifications - 5+ years architecting, selling, or delivering Microsoft solutions. - Deep expertise in Microsoft 365, Copilot, and Security. - Strong technical writing, stakeholder management, and advisory skills. Requirements - Understanding of project management principles and their application to Statement of Work (SOWs). - Microsoft certifications (e.g., M365, Security, or Power Platform). - Strong technical writing and communication skills. - Excellent collaboration and stakeholder management abilities. - Self‑starter with strong leadership skills. - Experience supporting enterprise Copilot pilots or large-scale rollouts. - Consulting or professional services background. - Ability to travel up to 15%. - Ability to travel between the US and Canada. Benefits - Health and Wellbeing: Medical, Dental, and Vision Care, Flexible Spending Account, Employee Assistance Program. - Financial Benefits: 401k Plan with Company Matching, Life and Disability Insurance. - Paid Time Off: PTO and Sick Leave (starting at 20 days per year), Holidays, Parental Leave, Volunteer Days, Bereavement Leave. - Additional Perks: Employee Discount Program.

• Understand and, in some cases, end-to-end system architectures for Non-Terrestrial Networks (NTN) with knowledge of the end-to-end service chain (UE → RAN → Core → Transport/SDN (inc. front, mid and back-haul) → Service layer) • Lead customer engagement and projects around architecture for LEO/GEO/MEO and multi-orbit satellite systems integrated with 3GPP 4G/5G (Rel-17+) and future 6G concepts • Own architectural blueprints, interfaces, and decomposition across space segment, ground segment, and mobile network domains, in particular in their interactions with Aalyria’s Spacetime. • Lead customer solution architecture, requirements collection and translation into Spacetime requirements and project execution • Drive technology selection and trade-off analyses, where needed • Drive technical proposal writing for commercial and public sector customers • Design and optimize radio resource management (RRM), scheduling, beam management, mobility, and interference coordination mechanisms • Support development of customer resource management solutions and Spacetime algorithms to be implemented by Aalyria Spacetime software engineering team • Address satellite/NTN-specific constraints (Doppler, delay, ephemeris, beam hopping, power limits, feeder link constraints) • Drive the design and support the implementation in Spacetime of advanced orchestration and resource management capabilities for Direct-to-Cell architectures, including spectrum reuse, sharing and coexistence with terrestrial MNO networks • Ensure RRM and Spacetime implementation alignment with regulatory and spectrum constraints (ITU-R, regional regulators) • Understand, interpret and apply 3GPP specifications (RAN, SA, CT) relevant to Spacetime for NTN, SCS, and D2D and RAN OAM/orchestration (e.g. RAN3, SA2, SA5) and Mobility (e.g. RAN2, etc) • Contribute to or interface with standards bodies and industry forums (e.g. 3GPP, ETSI, GSMA, O-RAN, ESA NTN Forum, MSSA, etc) • Design network and 3GPP RAN/CN function orchestration and FCAPS • Define interfaces and APIs for automation, orchestration, and inter-domain coordination • Lead specific technical customer or prospective customer engagements, proposals, including also applications to public sector grant proposals across US, UK, EU and globally (e.g. ESA, UKSA NTIA, NSF, etc) as needed, and conduct technical reviews • Translate high-level requirements into implementable technical architectures • Act as technical authority across engineering, product, and partner teams.