• Develop an exhaustive understanding of what drives a customer’s business and what motivates their decision making • Connect the dots from technology solutions, inclusive of the Hammerspace portfolio and others from the ecosystem, to measurable customer business outcomes • Partner closely with account managers, specialists and channel partners to create a seamless and holistic customer experience and strategy to drive revenue growth and net new business • Passionately bring to light the advantages of a Hammerspace solution • Delight customers and teammates with your technical leadership and domain expertise on storage products, distributed storage architectures, file systems, and competitive storage offerings in the DAS, NAS and SAN product spaces • Take control of evaluations, benchmarks and system configurations • Build and deliver technical product and architecture presentations with vigor to customers and lock in the technical win with clients and prospective accounts • Capture requirements and translate Customer’s business needs into innovative solutions to accelerate their growth and capacity • Contribute significant portions and/or lead responses to RFPs, RFQs and RFIs • Seek out and spur new opportunities for interoperability, functional, and performance testing/validation • Promote mutual roadmap and planning exchanges • Liaise with product and technical marketing to produce materials (i.e. whitepaper, web presentations) that support overall alliance plans and objectives • Stay current with the competition and ensure that materials accurately reflect the latest, differentiated solution positioning • Move with market trends and competitive landscape to promote thought leadership within our organization

• Partner with Account Executives to qualify opportunities, uncover customer needs, and guide prospects through technical evaluation and decision-making. • Deliver compelling, technically credible demonstrations that highlight the business and operational value of Arch’s manufacturing AI and data platform. • Define, plan, and execute pilots and proofs of concept (PoCs) that validate technical fit and demonstrate measurable ROI. • Work directly with customers to understand manufacturing processes and challenges, and map Arch’s solutions to address their specific pain points. • Collaborate with product and engineering teams to propose solutions that integrate Arch with customer and partner production systems. • Present complex technical concepts clearly to a range of stakeholders, from shop-floor engineers to executive leadership. • Respond to customer security questionnaires using Arch’s existing response library, while maintaining and expanding that knowledge base to improve efficiency and consistency. • Provide hands-on training and technical support to customers during pilots and early-stage deployments. • Stay informed on industry trends, competitive solutions, and emerging technologies, and clearly articulate Arch’s differentiation.

• Identify, target, and develop new customer relationships within your assigned territory • Build and manage a pipeline of opportunities in industrial automation and power applications • Execute consistent outbound prospecting (calls, email, and digital outreach) • Conduct technical sales conversations with engineers, operations leaders, and decision-makers • Position ASG Power’s solutions, including: Industrial & Renewable Control Panels, Electrical Balance of Systems, Custom / Hazardous Rated Cables • Partner with key manufacturers (e.g., Rockwell Automation) to drive joint opportunities • Utilize HubSpot CRM to manage all sales activity, pipeline, and forecasting • Deliver presentations, demos, and solution discussions tailored to customer applications

• Identify, target, and develop new customer relationships within your assigned territory • Build and manage a pipeline of opportunities in industrial automation and power applications • Execute consistent outbound prospecting (calls, email, and digital outreach) • Conduct technical sales conversations with engineers, operations leaders, and decision-makers • Position ASG Power’s solutions, including: Industrial & Renewable Control Panels, Electrical Balance of Systems, Custom / Hazardous Rated Cables • Partner with key manufacturers (e.g., Rockwell Automation) to drive joint opportunities • Utilize HubSpot CRM to manage all sales activity, pipeline, and forecasting • Deliver presentations, demos, and solution discussions tailored to customer applications