• Lead the technical sales process for acquiring new customers, together with Account Executives • Discover and analyze customer challenges, delivering product demonstrations, engaging in Proof of Concepts and technical discussions as well as answering to others • Engage with new and existing partners and service providers to find new mutual opportunities and technical partnerships • Support the success and growth of the existing customer base, alongside Customer Success Managers • Engage with other departments, such as marketing and product development, to influence product direction based on customer feedback and to support on webinars and content generation

• Be Technical Sales Point of Contact: Lead technical demonstrations, proof-of-concepts, and workshops to showcase features, functionalities, and benefits of the company’s offerings. Tailor demonstrations and execute workshops to address specific client challenges. • Craft content & develop technical diagrams to show customers how to leverage Matia for specific use cases. • Drive Customer Success: Enable onboarding for customers onto Matia platform, helping with technical integrations and data connections and provide support as needed. Be a technical partner with the customer to provide the best experience using Matia. • Bridge Product & Market: Partner with marketing to create demos, documentation, and provide other thought leadership opportunities around the Matia platform with the data engineering community. • Partner with the product team to influence product roadmap and drive the Matia platform based on customer interactions.

• Provide top-notch technical expertise in their areas of focus, supporting multiple Key account teams across the organization • Gain the trust of our clients through deep subject matter expertise, undoubted integrity, ability to lead, and constant professionalism • Drive services sales in their specific area of focus • Tightly align with our services teams and organization • Provide industry-best services to our Account Managers, leading them at times and following at others, helping them compete by providing high-quality pre-sales materials in a timely manner • Fill the role as a trusted advisor to our key clients

• Provide technical leadership and coordination for a team of Solutions Architects and Solutions Estimators supporting the GCDC vertical. • Guide the team in developing system designs, solutions, estimates, and proposal strategies for large-scale enterprise and data center opportunities. • Ensure consistency and quality across solution designs, scopes of work, and estimates produced by the team. • Serve as a senior technical resource and escalation point for complex projects, specialized environments, and regulated installations. • Collaborate with sales leadership and vertical leadership to align solution strategies with customer requirements and business goals. • Mentor and guide Solutions Architects and Estimators, providing technical leadership and strategic support across complex opportunities. • Coordinate workload and priorities across the team to support high-value opportunities and strategic pursuits. • Work with customers and sales colleagues in creating solutions, designs, scopes of work and specifications for large-scale and highly complex projects. • Participate in pre-bid meetings, and technical discussions to fully assess project needs and unique requirements. • Lead the preparation of detailed, comprehensive cost estimates for large, multi-site or country, complex security projects which can include data centers, global enterprise installations, and regulated environments (e.g., UL2050, defense, and government). • Collaborate closely with sales, engineering, procurement, and operations to align estimates with project scope, technical requirements, and timelines. • Work with Partners to identify new and best technology to apply to solutions and designs. • Source and manage pricing from specialized vendors, subcontractors, and partners to ensure compliance with project standards and regulations. • Identify project risks, special handling requirements, and potential solutions to address regulatory and customer expectations. • Participate in client meetings and presentations to clarify project scope and value proposition. • Work with installation teams to ensure feasibility and accuracy of estimates. • Apply industry knowledge of regulations and compliance requirements. • Track project costs, potential risks, and margins to optimize pricing strategies. • Ensure estimates align with company pricing strategies and market competitiveness. • Prepare and present accurate proposals to internal and external customers. • Perform other duties and responsibilities as requested or required.