• Become a Tubular Labs platform and customer expert, demonstrating—at both a granular and high level—the value the software provides to prospects. • Strategically craft effective and compelling value propositions that incorporate prospects’ KPIs to advance the buying process. • Manage the prospect demo and trial process in collaboration with assigned sales representatives, ensuring prospects reach clear success criteria and understand the value of the platform. • Ask relevant probing questions to validate business issues and frame the Tubular solution in a way that solves for the identified client needs. • Bring strong presence to client calls and meetings — partnering with Sales and Customer Success to lead demos, answer questions in real time, and adapt the conversation to what the prospect or client needs. Think on your feet, read the room, and help move conversations forward. • Lead the scoping, qualification, and estimation of API opportunities in collaboration with Engineering and Sales, ensuring prospects have a clear understanding of integration requirements and timelines. • Contribute to proactive commercial initiatives alongside Sales and Marketing, supporting targeted outreach and helping to identify and engage high-potential prospects. • Partner closely with Sales and Customer Success on active deals and accounts to ensure prospects and clients are supported throughout the buying process and beyond; collaborate with Marketing and PMM to identify what custom collateral and materials would strengthen the sales process and improve conversion. • Work with Product and Engineering to channel customer-facing feedback into roadmap decisions and surface technical insights that improve the platform. • Track demo and trial-related metrics to further optimize the sales process.

• Design, build, and implement advanced Conversational AI solutions for customers and partners. • Manage high-impact projects and provide deep technical insights. • Ensure customers achieve maximum value from platform. • Drive complex projects from pilot/Proof of Concept (PoC) to full implementation. • Provide cutting-edge technical solutions and tackle advanced technical challenges. • Collaborate with cross-functional teams to support business development and contribute insights. • Deliver technical training, workshops, and best practices to empower customers and partners. • Develop precise technical documentation and ensure resolution of complex issues.

• Build and deepen relationships with AI/ML users to foster adoption, uncover new use cases, and drive expanded usage across customer accounts. This includes regular touchpoints like weekly/bi-weekly calls and ongoing account management. • Conduct discovery with customers to understand their goals, share the Arize vision, demonstrate product capabilities, and propose tailored solutions. • Collaborate with technical teams, including Customer Success Engineering, to address complex customer needs, ensure smooth implementation, and advise on technical best practices. • Run workshops and training sessions with customers during onboarding and new functionality • Run QBRs to demonstrate account value, identify areas of opportunity, and strengthen customer partnerships. • Proactively monitor product usage across your accounts to further gauge account health • Work closely with Account Management and Executive teams to identify upsell opportunities and align on customer health strategies. • Effectively relay customer feature requests to internal teams and advocate for customer needs. • Ensure support teams are aligned with customer requests and priorities.

• provide technical guidance and presales engineering support for Cisco Customer Engagement sales pursuits for customers in the Enterprise • key collaborator and technical contributor on a stellar team of Presales Architects • support a matrix of CCaaS Sales Specialists and General Account teams with direct opportunity support, business development, and partner mentoring and development • promote the business and technical value of CCaaS, CPaaS, AI, WFO, Platform and Journey as a Service, and the broader Cisco Contact Center and Collaboration suite of offerings • perform technical discovery, requirements gathering, and architectural and application solution design to show customers how Cisco technologies can automate and simplify complex business processes • design and present solutions and impactful demonstrations to customer stakeholders, focusing on the impact of the business outcome and not necessarily the underlying technologies • support proof of concept or trial motions in support of customer outcome and technical closure