• 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.

• Lead, calibrate and upskill a team of Solutions Architect; run 1:1s, help deal reviews, and skills coaching. • Own onboarding, and ongoing enablement plans for the team. • Orchestrate PoC/POVs: scope, success criteria, timelines, resource plans, and executive readouts. • Lead RFP/RFI responses and security/architecture reviews; address objections with crisp, evidence-based answers. • Effectively assist your team in managing escalations to mitigate risk • Ensure quality and consistent execution of Solutions Architect activities such as demos, workshops, and PoC/PoV. • Help standardize discovery guides, demo scripts, ROI/TCO models, POV templates, and success plans. • Provide structured product feedback to Product/Engineering based on field signals.

• Lead, calibrate and upskill a team of Solutions Architect • Own onboarding, and ongoing enablement plans for the team. • Orchestrate PoC/POVs • Lead RFP/RFI responses and security/architecture reviews; address objections • Effectively assist your team in managing escalations to mitigate risk • Ensure quality and consistent execution of Solutions Architect activities

• Provide feedback and technical input on architecture designs for strategic projects, ensuring alignment with the overall Navitus ecosystem with the guidance of the Senior Solutions Architect • Assist in developing target-state architectures, roadmaps and solution designs that foster collaboration between development, enterprise architecture, and business teams • Collaborate with business stakeholders to understand current processes, translate them into technical specifications, and identify opportunities for improvement through technology solutions • Partner with peer Solution Architects to evaluate and recommend emerging technologies, standards, and design patterns that support successful delivery of initiatives • Promote and reinforce industry-leading practices and coding standards within development teams to ensure consistency, quality, and maintainability • Support new feature implementation by assisting in the design of scalable, sustainable solutions and providing technical guidance throughout implementation • Serve as a resource on coding and design best practices, reference architectures, and fostering a culture of technical excellence within delivery teams • Partner with development teams to estimate effort for key features and assess feasibility, risks, and dependencies • Track and report on project progress, proactively identifying and escalating issues that may impact delivery timelines or quality • Other duties as assigned