• Lead discovery sessions to understand customer testing challenges, risk areas, and business priorities. • Partner with sales teams to qualify opportunities and align customer needs to Smart Test capabilities. • Act as a trusted advisor throughout the presales cycle. • Design and deliver tailored Smart Test demonstrations aligned to customer use cases. • Clearly communicate the value of improved testing, release confidence, and quality. • Support value-based discussions, business cases, and ROI narratives. • Develop deep expertise in Smart Test, including Workday integrations and differentiators. • Confidently address functional and technical questions during the sales cycle. • Share customer feedback and insights with product and go-to-market teams. • Support RFPs, proposals, and customer workshops as needed. • Contribute to enablement materials and demo best practices. • Collaborate across sales, product, and delivery to ensure a seamless customer experience. • Share knowledge and best practices with the Solutions Consulting team. • Participate in team learning and development initiatives. • Contribute to a collaborative, inclusive, and high-performing culture.

• Lead rigorous "Build vs. Buy vs. Partner" evaluations for all components of the AI ecosystem • Define the company’s AI tooling architecture, including how tools integrate with existing systems (CRM, ad platforms, analytics systems, etc.) • Own the technical AI roadmap, sequencing initiatives, managing dependencies, and communicating trade-offs clearly to leadership • Continuously assess the evolving AI landscape and make timely, well-reasoned recommendations about when to adopt, replace, or retire tools • Implement agentic AI solutions that can act, make decisions within defined parameters, and reduce manual intervention across key workflows • Build and configure multi-step AI workflows and solutions that connect across tools and departments • Ensure solutions are reliable, auditable, and built with appropriate guardrails and failure handling • Lead end-to-end implementation of AI solutions from scoping through deployment, working from recommendations provided by the AI Business Process Analyst • Partner with internal teams and external vendors to ensure solutions integrate cleanly into existing workflows • Maintain clear documentation on system architecture, tool configurations, and integration dependencies • Monitor solution performance post-deployment and iterate based on real-world usage and feedback • Develop and deliver training programs with the help of the AI Business Analyst that help staff understand, trust, and effectively use AI tools in their day-to-day work • Create accessible resources guides, demos, that meet team members where they are regardless of technical background • Serve as an internal resource for AI-related questions, troubleshooting, and best practices • Promote responsible AI usage and help the organization develop clear norms around how AI tools are used • Work closely with the AI Business Process Analyst to translate operational findings into technically sound solution designs • Engage with department leads and leadership to align on priorities, surface blockers, and report on initiative progress • Support change management efforts by ensuring teams feel prepared and supported as new tools are introduced

• A Solution Engineer plays a pivotal role in aligning innovative strategies to technology solutions within complex accounts. • This role focuses on partnering with clients and collaborating with internal team members to drive consensus on multi-product technology solutions across the various Salesforce product lines. • Solutions Engineers work on a wide array of assignments including business development, operations and IT strategies, as well as product demonstrations. • This person must assume the role of trusted advisor for driving innovative solutions forward while also improving business performance. • Take ambiguous and sophisticated business problems, define the opportunity set, and recommend practical next steps. • You will discover customer business needs, analyze requirements, and ultimately position the best Salesforce multi-product solutions. • Convey a deep understanding of the customer's enterprise architecture. • Evangelize the value proposition of the Salesforce Platform, including Financial Services Cloud, HeadlessCRM, Hyperforce, Data 360, Agentforce, MuleSoft, and Slack, while educating customers on customization and integration possibilities. • Develop technical Points of View (POVs) on the Context Architecture for AI (including RAG, grounding, and real-time data pipelines), Agentic AI Governance, and Hybrid Architecture (human + autonomous enterprise). • Run customer-facing hands-on workshops with customers, and partner together for executing POCs (proof of concepts). • Demonstrate through both executive-level and business-level software demos and rapid prototyping how connected experiences come to life. • Build customized solutions tailored to multiple personas, showcasing how Salesforce will accelerate their business strategies. • Bring focus to a client's decision-making process by evaluating solution options (such as build vs. buy) and driving consensus among key C-level collaborators and IT stakeholders. • Lead cross-functional solutions guides, align them to the opportunity strategy, and share best practices with the broader Solution Engineering community.

• Support specification and design activities within the building and construction industry • Partner with mechanical engineers, building owners, and developers to design and specify building automation solutions • Apply deep technical expertise to strengthen customer relationships and influence system design decisions • Provide design and engineering support for building systems including HVAC, power monitoring, lighting, sustainability initiatives, and other integrated sub-systems • Help position ALC as the building automation leader in the engineering community • Assist design teams in developing and specifying Automated Logic building automation solutions • Support ALC factory-owned branches and authorized dealers through training and marketing initiatives