• Review sales opportunities and gather customer requirements to define solution scope and service needs. • Partner with Client Partners and Inside Sales to validate assumptions and align on solution vision. • Develop accurate service estimates covering effort, timelines, resources, risks, and dependencies. • Create and refine Statements of Work (SOWs) aligned with Warehouse Management Edge implementation best practices. • Identify and document risks, gaps, and out-of-scope items early in proposals and SOWs. • Participate in customer discussions to explain service scope and align expectations with delivery capabilities. • Collaborate with Professional Services Delivery to validate feasibility and delivery alignment. • Support change order scoping and re-estimation as requirements evolve through the sales cycle. • Manage multiple estimates concurrently, prioritizing based on sales timelines and business needs. • Maintain estimation documentation, templates, and processes while staying current on product updates and implementation patterns.

• Own the technical relationship with strategic partners as the primary interface to Nebius engineering and product • Design and architect high-impact integration solutions, delivering clear joint customer value • Build and maintain reference implementations and production-grade integrations • Define enterprise-ready integration patterns (networking, security, compliance, observability) • Translate partner and customer feedback into actionable product and roadmap requirements • Enable partner teams through technical documentation, training, and demo environments • Provide technical leadership in joint customer deployments, architecture reviews, and complex troubleshooting

Derq is an MIT spinoff building AI-powered traffic safety and smart infrastructure. We’re a team of passionate innovators, leveraging the latest in AI and technology to transform the future of mobility. Our platform enhances road safety and traffic management by turning real-time data into actionable insights for cities and road operators. Our patented technology collects and analyzes data from connected sensors like cameras, radar, and traffic signal controllers to help predict and prevent road incidents. We deploy edge and cloud solutions that make intersections and highways safer and smarter. Role Overview We are looking for a self-driven Solutions Sales Engineer to provide pre-sales technical support and documentation to our Sales team, while helping customers and partners understand how Derq’s AI-powered traffic analytics improves road safety and traffic operations. In this role, you will translate customer requirements into clear solution designs, technical proposals, and compelling demos. You’ll work closely with Sales, Product, and Engineering to position Derq’s solutions effectively and support successful deployments. You will also build strong relationships with traffic consulting firms, infrastructure partners, and technology consultants to expand Derq’s presence in the ITS ecosystem. Key Responsibilities - Provide pre-sales technical support to the Sales team, including solution design, technical documentation, and customer-facing materials. - Lead technical discovery with prospects to understand requirements, constraints, and success criteria (public sector and commercial). - Deliver product demos and technical presentations, clearly explaining Derq’s value and differentiators to technical and non-technical stakeholders. - Own technical parts of proposals, including RFP/RFI responses, compliance questions, and clarifications. - Gather and document technical requirements, system interfaces, integration approach, and deployment assumptions for handover to Projects and Engineering. - Support pre-award planning by drafting initial scopes, timelines, and high-level budgets with the Project team, then ensure a clean transition post-award. - Act as the technical point of contact for consultants, infrastructure partners, and technology partners during the sales cycle to drive adoption and integration opportunities. - Maintain accurate, up-to-date notes, opportunities, and technical details in the CRM to keep pipeline execution clean. - Stay current on ITS and smart mobility trends (traffic management, road safety, AI analytics, funding programs) to inform solution positioning and proposals.

• Building and maintaining relationships with sales reps, partners, customers and other internal stakeholders • Gaining knowledge of HubSpot products for better-proposed solutions • Understanding customer challenges and how to deliver technical value to meet their business goals and objectives • Participating and directing projects relevant to presales, sales, and the wider business • Coaching and mentoring less experienced team members