• Develop and customize AI-driven solutions to enhance business workflows and automate processes • Integrate AI services from providers such as Microsoft, OpenAI, and other leading platforms into enterprise applications • Design, train, and optimize AI models for predictive analytics, automation, and intelligent decision-making • Implement natural language processing (NLP), machine learning (ML), and automation models to improve user experiences • Collaborate with business users and developers to define AI integration needs and solution requirements • Perform data preprocessing, feature engineering, and fine-tuning of AI models • Ensure AI models are secure, scalable, and optimized for performance • Stay current on emerging AI tools, frameworks, and best practices

• Partner with Account Executives to drive technical wins across the sales cycle, from discovery through proof. • Co-lead consultative discovery conversations with Account Executives to uncover instructional, assessment, and data challenges across districts. • Translate district initiatives (literacy, MTSS, assessment alignment, engagement) into solution-aligned narratives and strategies. • Build credibility as a trusted advisor by aligning Newsela solutions to measurable district outcomes. • Architect and deliver tailored, story-driven demonstrations connecting instruction (Newsela subject products) and assessment strategy (formative, common, benchmark). • Showcase how Newsela enables a balanced assessment approach, connecting daily instruction with district-wide data systems. • Map complex district needs across curriculum & content gaps and data access, visibility, and actionability. • Provide implementation-minded recommendations that are practical, scalable, and aligned to district systems. • Surface trends, gaps, and opportunities from the field to Product, Content, and GTM teams. • Influence roadmap conversations by representing real district needs and buying signals. • Build and refine reusable assets (demo flows, proof strategies, discovery frameworks). • Engage in continuous learning and collaborate with peers on: • Instructional & assessment positioning • Storytelling and demo craft • Sales-forward execution using the 6 Habits methodology.

• Lead discovery calls with AEs across GCC High migrations, CMMC enclaves, managed compliance, and Microsoft stack engagements. • Surface real requirements (tenant structure, data boundaries, identity posture, compliance obligations) and translate them into a defensible approach. • Walk away from deals that don't fit, and tell us why. • Partner with AEs to build and refine SOWs across our service lines (Jumpstart, Accelerator, Enclave, Managed Compliance, Gap Assessment, Mock Assessment, migrations). • Scope accurately, price with discipline, and protect gross profit at or above 50 percent on professional services. • Architect solutions that blend M365 (including GCC High), Azure, Microsoft Security (Defender, Purview, Sentinel, Entra), and CMMC control implementation. • Maintain the Work Breakdown Structure as our service lines evolve. Tasks, hours, dependencies, and assumptions stay current so AEs quote accurately and delivery executes against a clean plan. • Own SalesBuildr as the source of truth for sellable offerings. Add new services, retire old ones, and update Microsoft licensing pricing and SKUs monthly. • Keep opportunities, quotes, and contract structures clean and current in Autotask. • Brief the delivery team on scope, assumptions, customer context, and risk areas so engineers walk into projects with full situational awareness, not a scavenger hunt. • Contribute to battlecards, one-pagers, and technical content.

We’re Hiring – Here’s Why You Might Be a Great Fit Are you an experienced pre-sales engineer or technical sales professional who thrives in high-stakes conversations with Aerospace & Defense (A&D) customers? Tired of supporting software solutions that feel like a square peg in a round hole for the complex needs of A&D? We hear you—and we’d love to chat. Do any of these sound familiar? ✅ You’ve worked as a Solution Engineer for MES, MRO, ERP, or PLM products, but the solutions always felt like they needed too much customization for the A&D market. ✅ You love technology but also love solving real problems for customers, not just giving feature demos. ✅ You understand the realities of the A&D shop floor—the compliance headaches, the production challenges, and the need for a solution that just works. ✅ You’re ready to support a market-leading MES/MRO solution built specifically for A&D, trusted by 9 of the top 10 A&D companies, with 90%+ requirements fit out of the box. ✅ You want to be part of a winning team that crushed its FY25 goals with: - 🚀 173% YoY growth in license subscriptions - 🎯 100% sales attainment (All Solution Engineers exceeded their team quotas and individual quota) - 💰 93% YoY increase in total contract value If that’s you—let’s connect. Job Summary As a Solution Engineer at iBase-t, you’ll partner closely with Sales Account Executives to drive revenue growth by articulating the business value of our cloud MES/MRO software for Aerospace & Defense customers. You’ll be the technical expert and trusted advisor, running tailored product demos, proof of concepts, and technical workshops that resonate with A&D’s unique challenges. This isn’t your typical SE role—it’s a chance to shape deal strategy, collaborate with CxO-level stakeholders, and ensure technical wins at every stage of the sales cycle. Essential Functions - Partner with Account Executives to define and execute account strategies that win business in the A&D market. - Lead product demonstrations and proof of concepts—you’re the star of the show when it comes to showing the how and why. - Act as a trusted advisor, translating customer needs into practical solutions that align with our platform. - Build and nurture CxO-level relationships, connecting business priorities to iBase-t’s capabilities. - Stay technically sharp: understand MES/MRO, Model-Based Enterprise (MBE), AI, and how they apply to A&D. - Support RFx processes, solution scoping, and pricing strategies in collaboration with sales and services. - Contribute as a subject matter expert at marketing and industry events. - Provide feedback to Product Management on customer needs and market trends. - Help ensure a smooth post-sale handoff to Customer Success and Implementation teams. Requirements & Experience - 4+ yrs experience with complex discrete manufacturing (e.g., aerospace, defense, medical devices) and regulatory requirements. - 3+ years hands-on with electronic execution systems (e.g., MES, MoM, PLM). - Proven ability to present, demo, and communicate complex technical solutions clearly to all levels, including CxO audiences. - Strong problem-solving and solution-scoping skills. - Bachelor’s degree in Engineering, Computer Science, Business, or a related field (or equivalent experience). - Familiarity with AI, MBE, cloud-based architectures, and Lean manufacturing is a plus. - Willingness to travel up to 50%; working remotely when not traveling. Compensation - Competitive base salary + commission structure tied to team success. Let’s Build Something That Lasts If you’re ready to help A&D companies solve their toughest challenges with MES/MRO software built for their world, we want to talk to you.