• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running an organized proof-of-value process • Work closely with multiple cross-fuctional organizations driving change and improvements to Fivetran as a whole • Work closely with multiple Sales representatives, while maintaining a high level of customer focus and technical excellence • Stay up-to-date on the latest technologies and trends in our industry • Assist team members in advanced technical or business roadblocks

• Engage in opportunities with the sales team and provide technical solutions expertise to both internal and external stakeholders • Deliver world-class product demonstrations and compelling sales or technical presentations • Provide design consultation including quoting, system design, bill of materials development, compliance vetting, etc. • Develop and maintain strong relationships with customers and partners through technical thought leadership • Collaborate with Technical Support leadership in post-sales guidance • Act as a conduit for feedback to product management, marketing, development, and other groups • Proactively seek out training opportunities to stay current on MSI products and services and industry trends

• Collaborate with field sales reps to understand prospect requirements and challenges. • Deliver compelling and concise product demonstrations for new prospects and current customers. • Provide technical guidance and solutions to address prospect and customer needs. • Act as the technical adviser throughout the sales cycle, and ensure proper expectations are set for successful product implementations. • Collaborate with field sales reps to develop effective wins strategies focused on iiQ technical advantages and capabilities. • Assist in technical documentation for RFP support and proposal generation. • Provide technical expertise in training and enablement for the field sales team. • Maintain and customize Sales Showcase demo environment. • Create and maintain strategic demo automation assets. • Act as technical liaison between customer needs and product development. • Delivery compelling stories of how current customer districts generate positive outcomes using iiQ technology. • Remain updated on industry trends and competitive differentiators to maintain a competitive edge.

• Showcase excellent communication and client management skills. • Analyze client organizations’ systems to identify weaknesses and risks. • Deliver clear, easy-to-understand assessments and provide tangible solutions. • Be part of the deal team, facilitating the sales process. • Organize regular client meetings to discuss their requirements. • Assist in troubleshooting and incident resolution in enterprise environments. • Create architecture solutions that create value for clients. • Participate in project meetings and discussions to capture key decisions and translate them into relevant documentation. • Stay up to date on new internal features and product launches. • Monitor and report on sales performance analytics. • Recommend innovative ideas to optimize sales.