• Confidently articulate the business and technical value of Neo4j to customers and prospects as a key technical advisor and advocate for our products and services • Actively drive and run the technology evaluation stage of the sales cycles. • Work across a number of opportunities in parallel and manage day-to-day activities such as opportunity qualification, technical discovery, presentations, platform and use case demonstrations, proof of value, sizing, and documentation of technical decision criteria. • Build and nurture rapport with customer stakeholders at all levels and be the trusted advisor to them to help them understand what they can achieve with Neo4j. • Co-create reference and solution architectures with our customers, including integrating Neo4j with their existing architecture and applications within a public cloud (AWS, Azure, or GCP) or on-premise environment. • Stay current on latest Neo4j capabilities, including but not limited to usage and integration with third-party tools and services. • Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales. • Help drive demand through the participation in account-based marketing events as well as industry-known conferences and trade shows. • Lead by example and actively foster an environment of teamwork, transparency, creativity, and continuous improvement. • Travel as needed to assist in deal creation and closure, and provide support to your team as required.

• Partner with Account Executives to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions. • Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio’s APIs. • Establish yourself as a trusted advisor to our customers, by taking the lead on understanding customer technical pains through discovery in order to design, demonstrate, and present innovative solutions that solve business challenges. • Build and present highly interactive, complex and engaging customer product demonstrations to help showcase the capabilities of Twilio’s Communications Products, while effectively forming strong customer relationships with both technical and nontechnical stakeholders. • Be Hands-on, high-energy, passionate, and a creative problem solver, equipped with the knowledge of how to get things done and ability to lead others to success. • Take the initiative to identify and solve problems - both for the customer and within the organization as we grow. • Contribute to the broader Twilio Solutions Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations.

• Support BD in late-stage deals and technical evaluations • Lead technical discovery with customers, focusing on complex legacy payments, fund flows, and compliance • Align customer business models (tradfi, fintech, platforms, embedded finance, global payments) with scalable payment architectures • Translate customer business and system requirements into implementation plans • Design and explain integrations for: • Wallets • Payments APIs • KYC/KYB, onboarding, risk, and compliance • Widgets, SDKs, hosted components, and embedded payment experiences • Develop reference architectures, integration diagrams, payment flow documentation, and technical walkthroughs • Serve as the technical authority in customer discussions when needed • Demonstrate expertise in payment authorization rates, conversion optimization, and transaction success metrics • Identify gaps between current product capabilities and customer needs • Clearly separate what exists, what’s on the roadmap (and can be accelerated), and what requires custom or speculative development • Clarify ambiguous customer requests into clear, marketable technical scopes • Negotiate tradeoffs with customers to close deals when requirements don’t fully align • Collaborate with Sales to resolve payment integration risks early and unblock deals • Work with Product and Engineering to guide roadmap decisions based on customer demand • Influence pricing, limits, and launch phases based on technical constraints • Build lightweight prototypes, middleware, or example implementations where helpful • “Vibe code” small systems or applets to rapidly prototype and unblock integrations or demonstrate feasibility • Read and reason about customer codebases, API specs, and architecture diagrams • Help customers understand how to integrate with modern systems when their internal infrastructure is outdated or rigid • Anticipate scale, failure modes, and operational complexity in production payments systems • Support initial customer implementations and early production issues • Act as a technical escalation point when integrations hit complexity • Help define what scalable post-sales support should look like over time

• Driving revenues by managing the pre-sales technical process and evangelizing Akamai's technology to existing and prospective customers. • Understanding Customer's business requirements, translate them to technical problems, and map them to Akamai solutions. • Ensuring that customers understand the proposed solution, integration methodology, integration timeframes, and risk associated with the solution. • Overseeing customer proposals with sales, ensuring that technical information and recommendations addressing customer requirements are properly defined. • Overseeing delivery of projects alongside service delivery teams, and is in line with customers original requirements. • Driving new product & service offering, support & educate sales, marketing, other departments, contribute to global SE community.