About our Company We’re Civic Roundtable – a mission-driven, venture-backed startup (supported by General Catalyst) that makes government more integrated and effective through technology. We build tools for government workers on the frontlines of public problems that matter to all of us, from preventing homelessness in our communities to administering our elections. Civic Roundtable is a government operations platform purpose-built for local, state, and federal government agencies and their partner organizations. Founded by a team with extensive government experience and the belief that the public sector is a force for good, Civic Roundtable is the foundational technology for a more integrated and effective government. With Roundtable, wide networks of government agencies and partner organizations can consolidate existing data repositories and disseminate mission-critical information in real time. This facilitates government collaboration by empowering public servants with the information, answers, and peer expertise they need, when and how they need it, to serve their communities. Trusted by public servants at over 1,500 agencies in all 50 states, the company emerged from the Harvard Innovation Labs to modernize how millions of government workers across 90,000 agencies achieve their mission. Roundtable is built on AWS GovCloud. About the Role As a Deployments Associate at Civic Roundtable, you will be the linchpin in fostering robust customer relationships and ensuring maximum usage of the Roundtable Platform. You'll work directly with public servants — emergency managers, election administrators, homelessness response teams, and other government leaders — helping them get measurable value from Roundtable as they serve their communities. Your role will involve onboarding our customers, conducting in-depth training sessions on our product, rolling out new features, and providing timely support to ensure optimal use of our solutions. You will be instrumental in helping customers configure our product to meet their unique needs and will be the go-to resource for answering questions and resolving issues. The best candidate for this role is proactive self-starter who thrives in ambiguity and serves as a relentless advocate for our customers. The ideal candidate balances empathy with an action-oriented mindset to help drive measurable success and satisfaction with our product. We’re looking for someone who is passionate about our mission and eager to improve government with technology. Key Responsibilities: - Relationship Management: Build and maintain strong relationships with government customers, acting as a trusted advisor who understands the realities of their roles and communities they serve, and advocate for their needs within Civic Roundtable. Drive engagement strategies and share best practices to ensure that customers are optimizing their value. - Customer Onboarding: Assist our customers in getting started with the Roundtable platform and getting the most out of our features. Lead comprehensive customer visioning sessions to set objectives for the project. - Portfolio Ownership: Independently manage a portfolio of small customer accounts following deployment playbooks, and support teammates on larger, more complex projects. Proactively identify, document, and flag account risks, and keep the team informed on meeting outcomes and account health. - Training & Documentation: Run virtual and in-person training sessions and develop asynchronous training materials to assist users with the Roundtable platform. Develop documentation to maximize adoption of evolving feature set. - Product Advocacy: Advocate for product enhancements based on customer feedback and insights. Collaborate with the product team to communicate customer needs and help prioritize development efforts. - Customer Support & Platform Operations: Participate in our rotating customer support coverage — answering questions, troubleshooting, and escalating to the technical team as needed. Handle back-end platform operations that keep customer deployments healthy and contribute to the ongoing improvement of our support and operations workflows. About You We’re hoping you are: - Empathetic and Customer-centric: Passionate about helping others and dedicated to ensuring customers achieve their goals. - Proactive and Self-Driven: Eager to take initiative, identify opportunities for improvement, and drive projects forward independently. - Adaptable: Comfortable working in a fast-paced, start-up environment and able to manage multiple priorities effectively. - Process-oriented and Tech-forward: Excited to design new workflows and experiment with AI tools to make our deployments more efficient, scalable, and impactful. - Mission-aligned: Energized by the idea of making government work better, and curious about how public-sector agencies operate. - Open to travel (please expect 20% of time on the road). - Fully comfortable working in a remote environment while maintaining East Coast working hours to ensure seamless collaboration with our team and partners. We’re hoping you have: - 1-3 years of experience in customer success, deployments, business analysis, or a related field, preferably within the technology sector. - Strong communication skills: Excellent verbal and written communication skills, with the ability to convey complex concepts clearly and effectively. - Technical aptitude: Ability to quickly learn new software applications. - Problem-solving skills: A keen ability to troubleshoot issues and think critically to find solutions. - Ability to roll up your sleeves and jump in – we have lots to accomplish! - Bonus: Prior experience working with or in government, civic tech, or mission-driven organizations. Why You’ll Love Working @ Civic Roundtable ⭐ You’ll be an early hire — shaping and implementing key growth functions. ⭐ You’ll work on real, mission-driven challenges that make government more effective. ⭐ You’ll help shape the culture and direction of a fast-growing, venture-backed startup. ⭐ Competitive salary + meaningful equity as one of our first 30 employees. Note: We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. If you’re passionate about building great products and making a difference, we want to hear from you!

• Build and manage the technical relationships within Partners to help drive incremental revenue. • Assist Partners with prospects and customers interested in adopting the Druva products • Evangelise selling of Druva based on value propositions, competitive differentiators, and advantages • Provide oversight, guidance, and assistance during the Partner sales process to ensure mutual success • Lead technical discussions on the value Druva can provide to their clients • Develop and execute enablement plans with joint executive support and budgets • Gather, track, and translate partner feedback and help steer the Druva product roadmap • Develop domain expertise and thought leadership regarding the partners’ current areas of focus, as well as in new areas for expansion • Define and deliver formal and informal technical training sessions for partner resources • Establish and maintain technical expertise on current and developing Druva products and technology • Execute business initiatives to produce incremental revenue streams • Help develop partner collateral material in cooperation with sales and marketing • Maintain field-level relationships with partners to ensure effective positioning of Druva’s solutions • Create technical content to show Partners how to implement specific use cases or best practices for new technologies • Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales

We’re redefining performance engineering with AI - join us! Akamas is a software platform that reshapes IT performance optimization through AI, automation, and the domain expertise we’ve developed by working with some of the most demanding enterprise customers across the world, achieving unprecedented levels of performance, efficiency, and cost savings. About the role We’re looking for a Sales Engineer who can bridge deep technical expertise with strong customer engagement. In this role, you’ll play a key part in the sales process, partnering closely with the sales team and prospects to understand their challenges, guiding them through the technical value of Akamas, and leading hands-on Proof of Concepts that demonstrate real impact in their environment. What you will do - Deliver live product demos to showcase Akamas’ capabilities. - Manage and resolve technical inquiries during the sales process. - Analyze customer requirements to design tailored solutions and PoC proposals. - Lead and execute Proof of Concepts that prove how Akamas works in real environments - Shape tailored solutions to match customers’ needs. - Respond to RFI/RFP requests with clear and detailed technical information. - Partner with Product & Engineering to make sure what we promise is real and scalable What we're looking for - 5+ years of experience in technical customer-facing roles (Solution Engineer, Technical Account Manager, or similar). - Strong knowledge of enterprise architectures based on Kubernetes. - Familiarity with observability solutions (such as Dynatrace, Datadog, Grafana, ...) - Strong communication and presentation skills, including experience engaging with technical and executive stakeholders. - Flexible and proactive, able to balance pre-sales, PoC execution, and handover to Customer Success teams. Nice to have - Background in performance engineering. - Experience in tuning complex IT Stacks (based on Java, Node.js, Go, ...). - Proficiency in major cloud platforms (AWS, Google, etc.). - Strong scripting/automation skills (Bash, Python). Why Akamas? - Make a real impact: Last year, we secured a $10 million investment from United Ventures, a leading venture capital firm investing in high-growth technology companies. This funding fuels our next stage of innovation and global expansion. We’re on the lookout for dynamic individuals who want to make a significant impact from day one and be part of a rapidly scaling tech company. - A remote-first mindset: We work primarily remotely and focus on outcomes rather than where work happens. At the same time, we value staying connected as a team and collaborating effectively across locations. - Real impact from day one: The team is small, which means your contributions are visible and your ideas get heard. There's no long chain between you and the decisions that matter. - A good moment to join: We're a growing startup with enterprise customers and a team that takes its craft seriously. There's still room to shape how things are done here. - Tech your way: Mac or Windows? Up to you. We’ll set you up with the tools that make you feel at home and help you do your best work.

The Role: In the Senior Technical Sales Engineer role, you will provide technical support for sales across various Lines of Business in Vertiv, working as a part of a large team that may interface with local and regional customers. In this role you will provide Sales with technical support in building proposals, quotes and tenders, with direct responsibility on local accounts or projects, but also enable the development of technically and price competitive applications for products to fulfil customer requirements where standard products do not fit. You will need to have the technical competence to understand and demonstrate the Vertiv offering and our capabilities for your specific segment. Your targets will be set to align with the growth expectations of the market and Vertiv strategic position with the respective accounts. Senior Technical Sales have a key role in Vertiv and consequently we are looking for a highly competent, energetic, and ambitious individual to take on this role within the organization, learn and develop skills across different products, lines of business, customers, and regions. You will be part of a large team of Application Engineers and Technical Sales Experts with clear competencies, career paths and opportunities to take your career to the next level. As a Senior Technical Sales Engineer, You Shall: Provide complex presales technical support by reviewing the RFx and identifying customer requirements/specifications. Coordinate with factory engineering departments for specific technical requests. Design and deliver innovative solutions, rethinking current standards and routines to achieve competitive advantages in the market. Successfully initiate and sustain the necessary changes, managing internal stakeholders and securing support. Evaluate special requests that don’t fit standard solutions and propose complex customizable options (Configure to Order) Manage the relationship between the various stakeholder groups in Vertiv (Sales teams, Engineering Teams and others) Create and perform product and application presentations for customers and consultants. Provide internal trainings for colleagues in Vertiv and external trainings for customers Manage In-country activities (ICA), related to Application Engineering tasks Anticipate market trends being an Industry expert. Ensure that any activity, task, and responsibility required is managed and performed in full compliance with the Company Code of Conduct and Trade Compliance. Collect and act based on voice of the customers Provide feedback to the line of business in Vertiv on how to improve the offering Attend, facilitates and leads events for Vertiv with external customers Expert on multiple products and lines of business in Vertiv You Have: Solid technical background. Industry expertise or degree in electrical or mechanical engineering or equivalent. Engineering curiosity. Passion to learn every single day and stay ahead of the curve. You are results oriented. Ability to work effectively in the matrix organization Knowledge of the assigned segment and industry in EMEA. Excellent commercial experience to understand and anticipate market trends, and Vertiv’s business environment. Minimum of 5 years of proven records in Offering, Engineering, Pre-Sales, Product Marketing Communications and interpersonal skills You are fluent in English and your local language, and ideally speak a 2nd European Language Excellent IT skills (Word/Excel/PowerPoint) and Customer/Sales orientation. CAD proficiency is an advantage. Previous working experience: experience in products and installation, especially for Datacentre or equivalent How do we set you up for success: You will become part of a best in class, diverse and vibrant sales community who truly enjoy growing together. From your day 1, you will access Vertiv Sales Academy training programs, accelerating your learning, and becoming an expert in our technology, industry trends and learning more on company processes, tools and technical skills. You will experience a knowledge sharing culture, also offering learning on the flow webinars, sales podcasts, drop-in learning sessions, along with continuous coaching opportunities and structured two-ways feedback. You will count on a deep collaboration with Sales and Engineering teams throughout the entire selling process. You may be required to travel abroad from time to time. Travel will occasionally require overnight stays. At Vertiv, we are a company engineered to deliver solutions for critical technologies. And those solutions often come from having a variety of viewpoints and perspectives at the table. So, it should come as no surprise that there's a spirit of inclusion found in everything we do. Having a wider range of experiences to draw from doesn't just make us a diverse company. It makes us a better company. Vertiv works hard to create a global workplace that supports and promotes diversity, embraces inclusion and cultivates respect for the individual. We believe that bringing together bright, enthusiastic, and talented people from various backgrounds promotes the birth of new ideas and an exciting energy level. We seek to create an employer of choice environment in terms of promotions, transfers, compensation, benefits, career mentoring, company-sponsored training, tuition assistance and social and recreational programs for our employees. #LI-NS1 #LI-REMOTE Vertiv's Equal Employment Opportunity policy ensures that there will be no discrimination or harassment against an employee or applicant on the grounds of race, color, religion, sex, sexual orientation, gender identity, age, disability, national origin, veteran status or any other factor considered unlawful by applicable laws and regulations. Work Authorization No calls or agencies please. Vertiv will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1, H-1, H-2, L, B, J, or TN or who need sponsorship for work authorization now or in the future, are not eligible for hire. Equal Opportunity Employer We promote equal opportunities for all with respect to hiring, terms of employment, mobility, training, compensation, and occupational health, without discrimination as to age, race, color, religion, creed, sex, pregnancy status (including childbirth, breastfeeding, or related medical conditions), marital status, sexual orientation, gender identity / expression (including transgender status or sexual stereotypes), genetic information, citizenship status, national origin, protected veteran status, political affiliation, or disability.