• Partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects • Build credibility with the technical champion at the prospect company • Understand and help orchestrate all phases of the sales cycle, including leading technical validations during the Proof of Value phase • Increase sales velocity and contribute to closing deals • Contribute to the sales process, product, or best practices initiatives • Manage organized discoveries to uncover customer needs and requirements that relate to decision criteria and key business issues • Present and demonstrate the product in a persuasive way based on key messages, decision criteria, and key business issues, ensuring the product is presented competitively • Successfully manage customer questions and objections • Partner with Customer Success to enable complex onboarding of customers • Partner with Sales and Marketing on deal strategies, and with Engineering, Product, and Design teams to work through challenging technical problems • Engage with product management to provide insight into prospect and customer needs and industry trends, influencing the roadmap for market success • Ensure that the roadmap is clear to customers as required to influence buying decisions • Provide leadership by creating content and trainings for key areas • Work with the extended team to ensure that they are successful and learn from your expertise • Embody Fieldguide’s core leadership principles and cultural values

• Serve as the senior Subject Matter Expert and technical lead for GPO operations, Managed AR processes, and Procurement workflows. • Lead hands-on design and development of end-to-end solutions leveraging .NET (C#), Python, Microservices architecture, and event-driven systems using Kafka. • Architect and implement scalable data pipelines using Spark, SSIS, and AWS services (e.g., S3, Glue, Lambda, EMR, Redshift, etc.). • Design, develop, and optimize reporting and analytics solutions using SSRS, Lightdash, and modern BI tools. • Build and maintain robust, high-performance data models and data warehouses to support advanced analytics and business intelligence. • Translate complex procurement and AR business requirements into scalable technical solutions and personally contribute to coding, implementation, and delivery. • Lead technical workstreams involving microservices development, real-time data streaming (Kafka), batch and big data processing (Spark), and cloud-native architectures on AWS. • Drive performance optimization, scalability, and reliability across applications and data platforms. • Troubleshoot complex issues spanning application, data, integration, and cloud layers. • Mentor and guide development teams on best practices in .NET, Python, Microservices, Kafka, Spark, and AWS cloud solutions.

• Developing trusted relationships with partners' Sales, Presales, and Technical leaders • Supporting partners with technical sales activities such as value confirmation education and delivery • Coordinating efforts for enabling partners on relevant products • Customizing resources such as sales plays, competitive intelligence and use cases to drive partner sourced opportunities • Representing partner needs to product teams while collaborating with internal groups like marketing, services, and support to ensure partner success • Partnering with field sales teams to drive business through the channel

• Leading revenue and acquiring new business by evangelizing Akamai's technology to existing and prospective customers. • Engaging with customers during the sales-cycle to gather requirements and develop proposals, design, delivery, demo's and proof-of-concepts. • Collaborating with internal Stakeholders to strengthen customer relationships by becoming the go-to person for technical queries. • Supporting and advising internal cross-functional teams to ensure customers get appropriate updates, upgrades and event-oriented solutions.