• Plays a critical role in shaping, framing, and communicating client solutions in the CIS Pre-Sales and Solutioning organization. • Actively supports business development initiatives by leading the opportunity presales solution team and building robust, optimized, cost effective and victory-oriented solutions for CIS services. • Works closely with sales and different CIS senior stakeholders onshore and offshore as well as directly with clients. • Involved from Deal Qualification through Contract Signature, and for a limited period in the transition execution to provide continuity. • Structures ambiguous client inputs into clear problem statements and outcome-orientated solution narratives. • Translates customer business challenges into technically sound, commercially viable solutions. • Helps align technical solution design to client-defined outcomes, value levers, and success metrics. • Owns coordination of client requirements are analyzed and distributed for solutioning, without gaps or duplication. • Designs the solution and ensures the relevant solution artifacts are completed in line with global process. • Responsible for development of the end-to-end solution (Transformation, Transition and Run) covering multiple service lines and/or technology domains. • Develops solution & response strategy, standard versus non-standard approach, aligned to the sales strategy. • Clearly communicates to all bid team members. • Works with cross-functional areas to define Price to Win and create pricing structures. • Supports Tower Lead with 3rd parties’ direct engagements when needed. • Contributes to proposal writing and guides the bid team on alignment to sales strategy, themes, and scoring mechanism, leveraging AI where possible. • Leads the solution team in all client facing interactions. • Reviews and inputs to the contract schedules, SoW, and SLAs among other documents, leveraging AI where possible. • Supports Commercial Lead with negotiation of solution related schedules (SoW, SLAs, etc.). • Leads solution team and ensures solution related deliverables are completed. • Identifies and adds to the response and other capabilities that will bring value to the opportunity and/or show Capgemini capability.

• Hire, coach, and drive an outstanding Solution Engineering team to deliver against assigned goals • Manage individual and team performance ensuring that we are taking the necessary actions to maintain high levels of performance • Demonstrate analytical and problem-solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies • Work to improve the SailPoint sales methodology and processes effectively, including development of product presentations and demonstrations tailored to our partners requirements and tuned to suit the level and nature of the audience • Assess gaps in evolving training needs and then create and implement programs to improve sales, product and technology skills of the Sales Engineering team • Work with Regional Sales directors on account planning, strategy, and sales call activity • Provide timely and insightful input back to other corporate functions, particularly field sales, product management and marketing • Manage relationships with product teams & decision makers both internally and externally

• Lead technical discovery, demos, and validation (including proofs of value) to show how GitLab's AI-powered DevSecOps platform addresses the technical, regulatory, and business needs of financial services customers across the full software lifecycle. • Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and support for the technical components of tenders, audits, and value stream assessments. • Collaborate with Account Executives and regional sales teams to shape and execute account strategies that support new customer acquisition and expansion within financial services. • Build and deepen relationships with technical practitioners and business stakeholders at financial services organizations, guiding them through GitLab-driven digital transformation and enabling them to become GitLab advocates. • Advise customers on modern software development, continuous integration, continuous deployment, security, and cloud practices in the context of financial services risk, governance, and compliance expectations. • Serve as the voice of enterprise financial services customers with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap, positioning, and industry-focused solutions. • Maintain and extend your expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral tailored to financial services customers and partners. • Invest in your own growth and development through ongoing learning, mentorship, and knowledge sharing to continuously improve the impact of the Solutions Architect team supporting financial services.

• Translate business requirements into scalable enterprise solutions • Define end-to-end solution architecture leveraging Adobe Experience Cloud technologies • Ensure alignment between business objectives, technical architecture, and platform capabilities • Design solutions that support complex customer journeys, personalization, and data-driven engagement • Support architecture across integrated systems including eCommerce, customer data platforms, and digital experience layers • Partner with cross-functional teams to ensure successful solution delivery • Provide architectural guidance throughout the delivery lifecycle