• Lead technical discovery, demos, and validation (including proofs of value) to show how GitLab’s AI-powered DevSecOps platform meets customers’ technical and business needs across the full lifecycle. • Drive the technical evaluation process as the Directly Responsible Individual, including solution design, POC/POV ownership, workshop design, and the technical components of tenders, audits, and value stream assessments. • Collaborate with New Business Account Executives and regional sales teams in North America to shape and execute account strategies that support new customer acquisition and expansion. • Build and deepen relationships with technical practitioners and business leaders, 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, challenging existing approaches to improve return on investment. • Serve as the voice of the customer with Product Management, Engineering, Sales, and Marketing by sharing feedback, use cases, and competitive insights that inform roadmap and positioning. • Maintain and extend your technical expertise in GitLab, DevSecOps, AI, and related cloud technologies, creating reusable examples, best practice guidance, and technical collateral for 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.

• Develop and implement strategic SAP S/4 solutions tailored to meet client needs across various modules with expertise in Finance (FICO) and Project Systems (PS) specifically revenue recognition and ASC 606. • Analyze business processes and requirements to recommend appropriate SAP S/4 functionalities that enhance operational efficiency and productivity. • Establish and maintain strong client relationships, serving as a trusted advisor in SAP S/4 capabilities and Revenue Recognition best practices. • Effectively communicate with senior-level client Finance stakeholders and act as a translator between functional & technical teams. • Lead SAP S/4 Finance implementation projects, managing timelines, resources, and budgets to ensure successful delivery. • Coordinate cross-functional teams, fostering collaboration and innovation to achieve project objectives. • Identify potential project risks and develop mitigation strategies to ensure the smooth execution of SAP S/4 projects. • Ensure the quality of deliverables meets Argano’s high standards and client expectations. • Guide clients through change management processes associated with SAP S/4 implementation, ensuring minimal disruption to business operations. • Develop and deliver training programs to enhance client understanding and adoption of SAP S/4 functionalities. • Stay abreast of the latest SAP S/4 developments, trends, and best practices to maintain Argano’s leadership in SAP solutions. • Share insights and best practices with clients and internal teams, promoting a culture of continuous learning and improvement.

• Deliver compelling technical messaging and product demonstrations in support of new business opportunities • Work closely with customers, as well as Sales and Services teams • Support the planning and execution of Proof-of-Concept projects and evaluations • Contribute to the delivery of customer training • Lead end-to-end demo cycles, RFP responses, and technical customer engagements • Build and maintain strong relationships with customers and consultants • Architect and design solution proposals and bids • Support, attend, and lead meetings, discussions, and negotiations • Provide coaching and technical support to sales professionals and BDRs • Ensure effective handover of proposed solutions to delivery teams • Maintain up-to-date technical expertise across Dotmatics SaaS portfolio • Provide structured feedback and collaborate with Product Management

• Consult with multiple clients simultaneously to understand business and technical needs • Be a trusted advisor to assigned clients; help align customer expectations with best practices • Develop strategic roadmaps and project plans based on customer goals • Work with clients and Project Managers to set expectations, drive alignment, and coordinate timelines • Identify areas for cost savings through options such as autoscaling, right-sizing, and elimination of waste within the customer’s AWS environments • Identify security gaps and develop best practice recommendations to help strengthen client security posture • Document and present recommendations to customers, including senior leadership • Translate customer requirements into LOE estimates, design documents and keep project tracking boards up to date • Provide guidance to Cloud Engineers as they implement customer roadmaps • Quality check engineering work; ensure top quality work and customer satisfaction • Train customers in management and maintenance of new or upgraded environments • Support Presales Cloud Solutions Architects in proposal design and positioning • Document time spent on customer activities; record activities daily in Jira with weekly timecard submissions in Mavenlink • Mentor Cloud Engineers