• Serving as a technical expert within the Sales team, enhancing customer engagements with technical knowledge and project management skills. • Developing and delivering comprehensive technical solutions for customers, leveraging a deep understanding of HID Global's hardware, software, and services, while overseeing project lifecycles to ensure successful delivery. • Preparing detailed proposal documentation for large and complex projects, focusing on system integration, project management, and customer value maximization. • Interpreting complex customer requirements in collaboration with regional sales, product managers, and systems teams to devise effective solutions, managing project timelines and deliverables. • Providing essential technical information for quotes, tenders, and information requests, facilitating the sales process. • Architecting, validating, and documenting leading biometric solutions in partnership with Product Management, Services, and Engineering teams, managing projects to meet customer expectations. • Acting as HID Global’s pre- and post-sales technical liaison, providing consultative support to Sales, Partners, and Customers, and ensuring effective technical communication and handoff across project phases (handoff to post-sales support teams). • Engaging in professional and technical development activities to stay at the forefront of technology trends and project management best practices. • Liaising with Product Management and Engineering teams to tailor solutions that meet specific customer requirements, ensuring effective project delivery. • Representing HID Global’s technical capabilities at trade shows, road shows and internal meetings, responsible for presentations and demonstrations • Collaborating with a broader team of skilled presales and solutions engineers on a weekly basis, assisting each other in processes, solutioning, and projects • Collaborating and supporting regional sales managers as they travel and interact with clients – leading product technology demonstrations and driving technical discovery and alignment • Focusing on commercial biometric solutions that demonstrate HID’s unique ability to sole-source the identity trust and verification (passenger verification solutions through HID document reading hardware coupled with biometric verification technologies) • Attending technology tradeshows (both US and occasionally international), supporting technical demonstrations to showcase HID solutions. • Consistently relaying market trends and new feature requirements to Product Management • Approximately 30% travel annually, based on business needs

• 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.