• Drives new Calibrant closed business through direct project modeling and analysis and customer support, including analyzing load data, determining project sizing, costing, simulating expected dispatches, with a demonstrated understanding of regional power markets (e.g., PJM, MISO, ISONE, NYISO, etc.) and how market structures and tariffs impact distributed energy project economics, and managing individual financial models for distributed energy projects to determine optimal customer offerings while maintaining internal returns • Designs and evaluates complex DER solutions – leveraging deep technology and application knowledge of energy storage, solar, and other DERs – for large C&I customers, including multisite portfolios and high load facilities with stringent reliability, uptime, scalability, and long term expansion requirements, as well as constrained or capacity limited sites such as data centers and other high load customers • Provides insight and recommendations across cross functional project teams, including evaluation of BESS value stack tradeoffs across customer side savings, grid services, market based revenue opportunities, performance, risk, and return • Takes on particularly complex or advanced late stage opportunities, providing seasoned project experience – foreseeing challenges, proposing solutions, and providing valuable expertise to enable successful progression to Final Investment Decision (FID) • Drives revenue by clearly communicating the range of solutions and corresponding benefits across the spectrum of performance, cost, risk, and compliance, and quickly and accurately identifies recommended solutions to problems that are not fully constrained to provide value to the customer while maximizing business results • Codevelops strategy and associated tactics for closing Calibrant business within a team environment for a defined geographic region. Has insight into changing technology and evolving competitive threats to continuously improve and refine product and solution offerings in a fast changing market • Visits customer sites to identify customer requirements, gather energy data, and inspect existing equipment and configurations, and work in close coordination with key technical contacts within Engineering and Operations to support site level pre-engineering development and analysis in order to make presales solutions recommendations • Highly flexible in day to day activities; works independently in partnership with sales, product marketing, product management, and engineering as a critical link between internal technical resources, the end customer, and key stakeholders • Coordinates regional Solutions Engineering tasks to maintain workload balance, manage modeling queue in coordination with the Manager of Solutions Engineering, and gather requirements for modeling tool development needs • Serves to mentor other team members in a particular region’s solutions engineering team, organizing and prioritizing day to day tasks and translating regional needs to the manager or director • Contributes to the development of technical documentation, webinar presentations, and articles on products, services, and applications as part of Calibrant thought leadership initiatives

• Support a team of Sales and Business Development professionals throughout the scoping and evaluation process for distributed energy resource (DER) solutions, including energy storage, solar, and related technologies, for C&I customers, by codeveloping strategies and tactics within a team environment and driving new Calibrant closed business through direct project modeling, analysis, and customer support, including analyzing customer load data to determine project sizing, costing, and expected dispatches for DER solutions, and managing financial models for distributed energy projects to support optimal customer offerings while maintaining internal returns. • Design and evaluate DER solutions for C&I customers by applying product and application knowledge to support technical feasibility, commercial viability, and customer requirements. • Provide insight and recommendations across cross functional project teams by assessing the impacts of changing assumptions, technical decisions, and commercial levers. • Identify opportunities and applications for Calibrant products and services, and identify recommended solutions to problems that are not fully constrained. • Prepare technical analysis, models, and visual materials required for client presentations, RFPs, and other customer facing documents. • Deliver product demonstrations by blending product knowledge with customer needs and insights gained through industry experience. • Work with customers on a presales basis to develop product and system specifications, functional requirements, and technical solution concepts. • Interface with customers by phone, email, and in person to answer application and system questions and support resolution of technical issues. • Develop regional market subject matter expertise with utility grid services programs such as demand response, virtual power plants, ancillary services, and other emerging opportunities to monetize distributed energy resource assets. • Visit customer sites to identify customer requirements, gather energy data, and inspect existing equipment and configurations, and work in coordination with Engineering and Operations to support site level pre-engineering development and analysis. • Operate with flexibility in day to day activities, moving between direct customer engagement, sales support, and collaboration with engineering and other internal stakeholders as needed. • Contribute to the development of technical documentation, webinar presentations, and articles on products, services, and applications as part of Calibrant thought leadership initiatives.

• Designing - helping various applications design their ideal Doppler integration • Implementing - from example code to hands on pull requests • Testing - automating reliability using the latest & greatest methodologies • Shipping - ensuring successful production deployments • Optimization - iterating on market structures towards ideal outcomes

• Strategic Technical Leadership: Lead technical sales engagements and own the "Technical Win." Partner with Account Executives to craft tailored solutions that address customer needs and challenges in Kubernetes environment. • POC Execution: Manage the technical lifecycle from discovery to proof of concept (POC) implementation. You will be responsible for demonstrating Loft Labs' products (vCluster Pro, DevPod Pro) and addressing customer queries. • Value Engineering: Move beyond feature/function selling; articulate a clear "Business Value Assessment" (BVA) that ties our technical capabilities to the customer's top-line revenue or bottom-line efficiency. • Multi-Threaded Engagement: Navigate complex organizations to build consensus across technical champions (Dev/Ops/Security practitioners) and executive economic buyers (CTO, CIO, CISO). • Lifecycle Continuity: Assist in transitioning newly acquired accounts to the Customer Success team to ensure a smooth handover. You will act as a best practice and technical advisor throughout the customer journey. • Methodical Qualification: Understand and qualify opportunities partnering with Account Executives following the **MEDDPICC** or **Command of the Message** frameworks.