• Lead the design of end-to-end technical solutions for new client integrations, platform enhancements, and service expansions. • Ensure proposed architectures align with scalability, security, compliance (HIPAA, FERPA), and performance requirements. • Partner with higher education clients to gather requirements, identify needs, and translate them into technical specifications. • Collaborate with internal teams to ensure solutions meet both business objectives and user experience expectations. • Act as the subject matter expert in client discussions, product roadmap planning, and RFP responses. • Work closely with engineering teams to ensure architecture is implemented as designed, troubleshooting as needed. • Develop and maintain documentation, diagrams, and playbooks for solution designs and integration patterns. • Monitor solution performance and proactively identify opportunities for optimization. • Stay ahead of emerging trends in telehealth, higher ed technology, and healthcare interoperability standards.

• Act as a bridge between business areas (Product) and IT. • Define application and infrastructure standards (reference architecture). • Plan architecture roadmaps considering growth and projections. • Perform architectural trade-off analyses (cost × benefit). • Produce documentation using standards such as the C4 Model. • Support squads and participate in agile ceremonies (inception/discovery, daily, planning, review, retro). • Create reusable corporate components. • Work alongside Cloud, Security and QA teams. • Evaluate new technologies and lead POCs. • Hands-on: development, integrations, provisioning, environment configuration, and technical defense of solutions.

• Partner with Account Executives and Inside Sales Representatives to drive technical wins across North America • Act as the trusted technical advisor to developers and engineering/QA leaders • Own technical discovery, solution architecture, product demonstrations, and POVs for mid-market and enterprise prospects • Lead technical discovery to uncover testing challenges, CI/CD requirements, and success criteria • Deliver tailored demos across website, web application and native mobile for codeless/codefull use cases • Provide technical assistance during trials, architect and manage POVs with clear success criteria • Handle technical objections and competitive positioning alongside AEs, ISRs • Present to technical audiences (VPs of Engineering, QE Directors and QE practitioners) • Create solution architectures and technical proposals as needed • Assist the sales process by selling value and outcomes over capabilities • Ensure smooth handoff to CSMs/TAMs and stay engaged through initial deployment as required • Represent Applitools at conferences and technical meetups • Contribute to webinars, solution briefs, and internal enablement • Share competitive intelligence with the product and product marketing teams

• Work with Companys regional sales managers, MELCO, manufacturers representatives, etc. to obtain bidding opportunities for FACTS and HVDC solutions. • Develop customer-specific strategies to strengthen value proposition of MEPPI solutions over competitors. • Prepare and submit the Company technical and commercial budgetary and firm proposals for products/services in response to customers interest, need, and RFQs. • Assist other members of the department with other business development and bid preparation activities. • Interface with factories, MELCO overseas marketing department, MEPPIs engineering staff, and other third-party suppliers to communicate the specific aspects of North American markets. • Advise and guide Company and outside suppliers to develop products and services that gain a unique advantage for MEPPI over competition. • Support and assist the Product Line Manager with internal stakeholder engagement, including risk reviews, approval meetings, product road mapping and business strategy meetings. • Define the Companys product/service solution technology for specific customer opportunities. • Develop creative approaches to complex substation engineering design challenges incorporating high MELCO and MEPPI content. • Provide leadership and support for sales engineers who are creating customer proposal negotiations. • Organize the preliminary designs created for customer opportunities that have been developed, in a manner that makes the information available to sales and project engineers that need it. • Maintain an electronic database regarding bids and provide regular and special reports from database, including Salesforce. • Conduct technical presentations to customers on the company, our products and our relationship with MELCO. • Develop technical and commercial skills necessary to create innovative solutions that feature SSD products for end use customers. • Research and use pricing strategies based upon the installed base experience of SSD, as well as through investigation of third-party pricing approaches. • Develop sales aids and customer presentation material. • Develop relationships with key customers and EPCs nationwide, utilizing these relationships to build business with MEPPI. • Further the goals and positive, professional image of the Substation Division by conducting business with other MEPPI departments and outside contacts in a timely and cooperative manner.