Role Description We’re looking for a Senior/Principal Solution Architect who can operate confidently from whiteboard to boardroom. This is a strategic, customer-facing role where deep technical expertise meets business transformation, helping global enterprises simplify complex ecosystems, unlock the value of their data, and accelerate AI adoption. You’ll engage directly with C-level stakeholders across IT and business functions, shaping how organizations modernize their architecture and embed next-generation capabilities like agentic systems and AI-driven workflows into their operations. What you’ll be doing: - Designing enterprise architectures that scale and evolve - Design end-to-end architectures that integrate seamlessly into complex ecosystems (ERP, MES, IoT, cloud, data platforms, etc.) - Define scalable, secure, and AI-ready solutions aligned with long-term business and technology strategies - Position how Poka simplifies, rationalizes, and enhances existing technology landscapes while enabling new capabilities - Leading executive conversations and strategic alignment - Act as a trusted advisor to C-level stakeholders (CIO, CTO, COO, CDO, CAIO) and enterprise architects - Translate architectural decisions into clear business outcomes - ROI, efficiency gains, risk reduction, and agility - Lead executive workshops, value-driven discussions, and architecture reviews - Help customers align technology investments with broader transformation goals - Driving AI and agentic system innovation - Design architectures leveraging AI, agentic layers, and autonomous systems - Shape and apply agent-to-agent communication models and intelligent workflow orchestration - Turn emerging AI and distributed system concepts into practical, enterprise-grade deployments - Guide customers in adopting AI responsibly, securely, and at scale - Connecting architecture to business value - Link solution design decisions to operational performance, financial outcomes, and key business KPIs - Provide domain expertise across manufacturing, supply chain, and operations environments - Develop value-driven reference architectures, reusable patterns, and solution blueprints - Collaborating to influence outcomes across the business - Partner with Product Management and R&D to influence roadmap based on customer and market needs - Support Sales and Customer Success teams in strategic deals and large-scale transformation programs - Act as a bridge between technical teams and business stakeholders Qualifications - 15+ years in industrial software, enterprise architecture, or solution engineering - Proven success working with global, top-tier enterprise organizations - Extensive experience engaging and influencing C-level stakeholders, including business leadership Requirements - Strong foundation in enterprise architecture (cloud, data, integrations, APIs, microservices) - Experience with industrial systems (MES, SCADA, IoT platforms, ERP integrations) - Solid understanding of AI/ML concepts, agentic architectures, or distributed intelligent systems - Ability to translate complex technology into clear business value and strategic impact - Strong storytelling and executive communication skills - Deep understanding of how technology drives operational excellence, cost optimization, and revenue growth - Experience working cross-functionally with Product, Engineering, Sales, and executive stakeholders - Strong facilitation skills across workshops, co-creation sessions, and executive engagements Benefits - Dynamic and collaborative work environment - Generous vacation policy upon arrival - Remote work policy - A truly flexible schedule that allows you to adapt your work hours - Benefits Plan offered from day one - MacBook Pro and €500 allowance for your home office - Generous referral bonus - The tools, support, and opportunities you need to keep learning and progressing in your career

• Develop key account strategies to assure a competitive position and maximize order intake • Maintain the current book of business within the assigned Mid-Atlantic region while pursuing all new leads and sales proposals • Proactively engage in prospective efforts to generate new customers • Understand customers’ technology selection process, enabling strategic positioning of products and services to align with their requirements • Coordinate filter cloth sizing and proposal process • Serve as a vital link between cross-functional teams to facilitate information transfer of new orders • Effectively collaborate with engineering and manufacturing to manage post-sale customer relationships • Create and present presentations that showcase our products and services at relevant trade shows • Demonstrate flexibility to cross sell additional Komline products • Update and maintain Salesforce Customer Relations Management (CRM) tool

• Lead technical discovery, qualification, and solution mapping for enterprise AI security use cases • Design and deliver tailored demos and technical presentations to security, engineering, and executive stakeholders • Independently own and execute POCs end-to-end, from scoping and success criteria to deployment and validation • Partner closely with Account Executives to drive deals forward and address technical objections • Act as the technical voice of the customer, surfacing product feedback, gaps, and field insights • Stay up to date with the rapidly evolving AI security landscape and competitive ecosystem • Guide customers through complex technical decisions and challenge assumptions when needed

Title: Product Sales Engineer, MicroStation Job Description: Location: Home-based, United States Sales - Product Sales Requisition ID 56523 Position Summary: The infrastructure that moves people, delivers clean water, and powers communities doesn't build itself. It's designed and delivered by engineers who rely on tools like MicroStation to do their best work. As a MicroStation Product Sales Engineer at Bentley Systems, you'll be the person who helps them get there. This is a role for someone who finds genuine energy at the intersection of technology and real-world impact. Someone who can walk into a conversation with a civil engineer or a project director, quickly understand what they're trying to achieve, and connect the dots to a solution that makes their work faster, smarter, and more successful. You'll manage a territory, grow a pipeline, generate revenue, and build lasting relationships with both new prospects and existing Bentley users, all while representing one of the most trusted platforms in the infrastructure industry. If you're self-driven, curious about how the built world comes together, and motivated by the idea that your work helps shape the projects shaping our world, this is where you belong. Responsibilities: - Drive Revenue and Pipeline Growth - Own sales targets for MicroStation and related CAD/modeling solutions within your assigned territory, developing and executing business plans that consistently exceed quota. - Build and manage a healthy sales pipeline, accurately forecasting all revenue opportunities in Salesforce (or equivalent CRM) through disciplined opportunity management. - Prospect for net-new business using LinkedIn Sales Navigator, social selling strategies, and other digital tools to identify and engage decision-makers before they're actively looking. - Build Meaningful Customer Relationships - Develop trusted relationships at all levels — from working engineers and project managers to VPs, Directors, and C-Suite leaders — within target accounts. - Lead outcome-based discovery conversations and virtual presentations that connect MicroStation's capabilities to each customer's specific project and business challenges. - Promote Bentley's value proposition to designers, engineers, contractors, and owners, positioning our solutions as essential to project delivery from planning and design through construction and asset operations. - Deliver Engaging Sales Campaigns - Design and execute targeted sales campaigns and live outcome-focused sessions that resonate with technical and business audiences alike. - Negotiate agreements for software, services, training, and cloud offerings, working collaboratively with internal teams to structure the right solution for each account. - Stay current on all Commercial Offerings, Software Support Policies, and competitive positioning so you can represent Bentley with confidence in any conversation. - Collaborate and Contribute - Foster a "One Bentley" culture by communicating clearly and consistently with account stakeholders, your manager, and colleagues across the organization. - Contribute to a team environment built on shared accountability, transparency, and mutual support — even as an individual contributor. - This is a full-time, individual contributor role expected to work 40 hours per week. - This role requires communication with Managers, peers and other colleagues of the company in person, and/or by utilizing Microsoft Teams chat, calling and meeting functions. - 15% or less travel required. - Requires sitting or standing at will while performing work on a computer (or any other physical requirements). Qualifications: - Bachelor's degree in civil engineering, and/or sales experience with 3D modelling software - Preferred minimum of one (1) year of experience within an engineering organization or selling engineering software - Prior experience working with solutions such as OpenRoads or MicroStation - Experience with lead generation tool such as LinkedIn Sales Navigator preferred - Experience with the Salesforce, HubSpot or similar CRM preferred - Innate sense of curiosity, demonstrated continuous learner - Proactive, driven and accountable - Proven ability to manage multiple initiatives and coordinate activities - Excellent cross-collaboration skills with various internal departments - Ability to discuss product values, positioning, differentiation, and highlights - Ability to showcase the product through videos if required What We Offer: - A great Team and culture – please see our colleague video. - An exciting career as an integral part of a world-leading software company providing solutions for architecture, engineering, and construction - watch this short documentary about how we got our start. - An attractive salary and benefits package. - A commitment to inclusion, belonging and colleague wellbeing through global initiatives and resource groups. - A company committed to making a real difference by advancing the world’s infrastructure for better quality of life, where your contributions help build a more sustainable, connected, and resilient world. Discover our latest user success stories for an insight into our global impact. #LI-CS1 #LI-REMOTE About Bentley Systems Around the world, infrastructure professionals rely on software from Bentley Systems to help them design, build, and operate better and more resilient infrastructure for transportation, water, energy, cities, and more. Founded in 1984 by engineers for engineers, Bentley is the partner of choice for engineering firms and owner-operators worldwide, with software that spans engineering disciplines, industry sectors, and all phases of the infrastructure lifecycle. Through our digital twin solutions, we help infrastructure professionals unlock the value of their data to transform project delivery and asset performance. www.bentley.com Equal Opportunity Employer: Bentley is an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, sex, sexual orientation, gender identity, disability, pregnancy, protected veteran status, religion, national origin, age, genetic information or any other protected characteristic. This commitment extends to all aspects of employment, including, but not limited to, hiring, placement, promotion, compensation, and training. Know Your Rights as an applicant under the law. Bentley Policy on EEO, Affirmative Action and Pay Transparency Non-Discrimination Bentley participates in e-Verify / Bentley participate in e-Verify / Right to Work Notice Request an Accommodation: As an Equal Opportunity Employer, Bentley is committed to providing reasonable accommodations to applicants with disabilities. We encourage you to request a reasonable accommodation if you are not able to fully use or access our online application system. You can make an accommodation request by calling or sending us an email