• Customer Onboarding & Deployment: Partner with customers to design and implement secure deployments of our AI security solutions, ensuring seamless integration into their environments (cloud, on-prem, or hybrid). • Technical Guidance & Iteration: Provide expert technical consultation on infrastructure, containerization (Docker/Kubernetes), and cloud networking. Help customers rapidly iterate and adopt best practices for secure AI operations. • Customer Success Ownership: Act as the primary technical point of contact post-sale, ensuring customers derive ongoing value, achieve their security objectives, and successfully scale their deployments. • Troubleshooting & Optimization: Diagnose and resolve customer issues, optimize configurations, and proactively identify opportunities for improvement. • Enablement & Training: Deliver hands-on workshops, training sessions, and technical documentation to empower customer teams to be self-sufficient with our products. • Feedback Loop: Capture customer feedback and collaborate with product management, engineering, and research teams to inform roadmap priorities and product enhancements.

• Provide functional and technical expertise in the pre-sales process by translating business requirements, advising on best practices, and identifying solution opportunities across multiple product lines. • Learn and analyze customers’ business, functional, and operating requirements and serve as a subject matter expert in designing high-impact, holistic solutions, including third-party integrations. • Translate customer requirements into product configuration, standards, and repeatable implementation approaches. • Provide oversight and execution from discovery through solution design, ensuring large-scale implementations are positioned for successful delivery and adoption. • Offer ongoing support and guidance during deployment phases, partnering with Consulting and Customer Success to drive high-quality outcomes. • Analyze and manage complex escalations, coordinating the right internal resources to resolve issues and protect customer relationships. • Draft custom reports and tailor configurations or solutions to meet specific customer needs. • Identify and drive expansion and adoption opportunities for Unanet’s product offerings within existing accounts. • Participate in project planning and proactively manage executive-level customer, partner, and stakeholder relationships. • Provide mentorship and support to other members of the implementation team, sharing best practices and implementation expertise.

• Partner with plant-level and corporate stakeholders (operators, engineers, IT, quality, operations leadership) to design, build, and deploy Tulip solutions on-site • Integrate Tulip with shop-floor systems including PLCs, MES, ERP, and quality systems, working with machine data, events, and production context • Deploy solutions into live production environments with minimal disruption, troubleshooting issues that span software, data, and operational workflows • Serve as the technical authority during customer deployments, advising on architecture, scalability, security, and reliability in regulated or high-availability environments • Lead complex implementations end-to-end, communicating clearly with both technical and operations stakeholders • Document solutions and share learnings across the FDE team and broader Tulip organization • Represent the voice of the customer to Product and Engineering, influencing roadmap and feature design • Help generalize customer-specific solutions into reusable product capabilities • Contribute to internal process development, best practices, and cross-team collaboration

• Serve as the primary technical point of contact and platform expert for technology and solution partners • Lead partner onboarding, training, and ongoing enablement initiatives • Develop and deliver solution workshops, technical certifications, and best practice documentation • Support partners in designing scalable, high-impact programs for joint customers • Collaborate with partners to define and build joint go-to-market strategy. • Translate customer and partner requirements into achievable outcomes. • Work cross-functionally with Product, Professional Services, and Sales to prioritize partner-driven roadmap items. • Support partner-influenced deals through demos, proof-of-value engagements, and ROI workshops. • Educate partners on how to position and technically validate Cresta alongside their own services and platforms. • Collaborate with internal and partner Sales teams to support partner motions for both technical and solution partners • Provide technical support during partner-led sales cycles, including demos, solution validation, and RFP responses • Identify new joint use cases and vertical-specific opportunities • Track and report on solution adoption and partner performance metrics • Identify technical gaps or friction points in partner implementations. • Partner with enablement to develop scalable training materials, customer and partner facing collateral, and sales assets • Gather structured feedback from partners to inform product improvements • Ensure consistent quality across partner-delivered implementations