• Qualify new sales opportunities by understanding customer requirements and converting it to Cresta technical requirements • Partner with the Sales Directors to discover and understand the prospect's situation and the challenges that they are experiencing • Lead discovery calls with prospective customers & internal cross functional teams to build and deliver product demos. Solving problems for potential customers and demonstrating the value of Cresta product • Provide your prospects with insights and learnings from your vast experience in helping customers improve their contact center and customer experience operations • Drive adoption during proof of values by training individual managers and users on the Cresta solution • Translate prospect use cases into brilliant technical solutions and demonstrate the path to ROI • Deliver captivating product demos highlighting value propositions to get prospects excited about how Cresta will help them reach their goals • Run ROI workshops to translate our solution into a financial business case proposal • Provide feedback to product management about the successes and failures in the field

• Gain an in-depth understanding of our customers' business goals, technical objectives and IT environments. • Collaborate with Sales, Customer Success and Partner Ecosystem teams to assess the potential application of Red Hat and Partner solutions. • Provide pre-sales technical leadership for the development and implementation of complex solutions and services. • Identity and remove barriers to technology adoption through engagement with Red Hat’s products and engineering organisations. • Develop strategic relationships with our customers to become a trusted advisor. • Deliver proof of value to our customers and partners through presentations, demonstrations, workshops and pilot projects. • Research and write the responses to technical sections of RFIs, RFPs and RFQs. • Coordinate the technical efforts of other Red Hat resources like Product Specialists, Support and Professional Services. • Deliver compelling recommendations that result in the closing of new sales. • Own and meet a bookings quota, and perform regular reviews and reports about the opportunities you are working on. • Share your expertise by contributing to documentation (e.g., wikis, quick-start guides, blog posts and white papers), developing reusable assets (e.g., demonstrations, workshops) and presenting at conferences and industry events.

Role Description We are seeking a Presales HPC & AI Solutions Architect located within commuting distance of Annapolis Junction, Maryland to support Federal High Performance Computing (HPC) and Artificial Intelligence (AI) customer environments. This role will serve as a key technical advisor supporting highly visible Federal customer initiatives focused on HPC, AI, modeling and simulation, and advanced infrastructure solutions. - Responsible for architecting complex solutions that drive customer business outcomes across HPE’s portfolio of hardware, software, services, and as-a-service offerings. - Serves as a technical subject matter expert and trusted advisor to both customers and sales teams. - Delivers compelling proposals, presentations, demonstrations, and solution strategies that align to customer business and technical requirements. - Applies advanced technical and consultative expertise to solve complex business challenges. - Mentors other team members while exercising significant independent judgment in achieving business objectives. Responsibilities - Conduct product presentations, system architecture and design, developing technical responses to RFIs/RFPs, and supporting customer expectations and escalations. - Possession of a TS-SCI Clearance is preferred. - Demonstrates in-depth knowledge of high performance computing, company products and solutions as well as customers' technical and business environment. - Partners with the account team to build the customer relationship at all levels. - Reviews account pipeline to prioritize pursuit activities and moves opportunities to close. - Solution evangelist for a specific technology or domain. - Creates formal networks for collaboration and best practice sharing. - Mentors and guides new solution architects in conceptual designs, technical depictions, and customizations essential for solution development. Qualifications - University technical degree or equivalent technical qualifications; advanced degree in technology preferred. - 8–12 years of technical experience in IT with a focus on technical consulting and solution selling. - Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred. - Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. - Ideally located within the DMV (DC, Maryland, Virginia) region, with the ability to travel up to 25% based on customer and business needs. Knowledge and Skills - Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC). - Advanced understanding of the company portfolio of products, software, services, and solution domain specialization. - Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads. - Advanced understanding of aaS business model variations. - Advanced ability to collaborate cross-functionally to ensure consistency of output. - Advanced written and verbal communication skills, including active listening and storytelling. - Demonstrates advanced discussion and persuasion skills used to support company point-of-view. - Advanced business and financial acumen with an understanding of functional responsibilities of various customer business roles. - Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills. - Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems. - Advanced resource management skills, including how and when to effectively engage SMEs/specialists. - Hands-on experience with one or more products, solutions, tools, or services aligned to respective job responsibility. - Ability to design and develop a playbook for demonstrations or walk-throughs of products, solutions, tools, or services. - Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or services to customers, partners, and other stakeholders. - Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills. - Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization. - Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners. - Advanced strategic planning and account planning skills. Benefits - Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing. - Personal & Professional Development: Programs catered to helping you reach career goals. - Unconditional Inclusion: A culture that celebrates individual uniqueness and values varied backgrounds.

Role Description We are seeking a Presales HPC & AI Solutions Architect located within commuting distance of Annapolis Junction, Maryland to support Federal High Performance Computing (HPC) and Artificial Intelligence (AI) customer environments. This role will serve as a key technical advisor supporting highly visible Federal customer initiatives focused on HPC, AI, modeling and simulation, and advanced infrastructure solutions. - Responsible for architecting complex solutions that drive customer business outcomes across HPE’s portfolio of hardware, software, services, and as-a-service offerings. - Serves as a technical subject matter expert and trusted advisor to both customers and sales teams. - Delivers compelling proposals, presentations, demonstrations, and solution strategies that align to customer business and technical requirements. - Applies advanced technical and consultative expertise to solve complex business challenges. - Supports cross-functional initiatives and influences customer decision-making. - Mentors other team members while exercising significant independent judgment in achieving business objectives. Responsibilities - Conduct product presentations, system architecture and design, developing technical responses to RFIs/RFPs, and supporting customer expectations and escalations. - Possession of a TS-SCI Clearance is preferred. - Demonstrates in-depth knowledge of high performance computing, company products and solutions as well as customers' technical and business environment. - Partners with the account team to build the customer relationship at all levels. - Reviews account pipeline to prioritize pursuit activities and moves opportunities to close. - Solution evangelist for a specific technology or domain. - Creates formal networks for collaboration and best practice sharing. - Mentors and guides new solution architects in conceptual designs, technical depictions, and customizations essential for solution development. Qualifications - University technical degree or equivalent technical qualifications. Advanced degree in technology preferred. - 8–12 years of technical experience in IT with a focus on technical consulting and solution selling. - Knowledge-based as well as 1+ experienced-based relevant industry certifications very strongly preferred. - Enterprise architecture frameworks and project management methodologies and certifications are helpful, but not required. - Ideally located within the DMV (DC, Maryland, Virginia) region, with the ability to travel up to 25% based on customer and business needs. Knowledge and Skills - Advanced experience participating in and leading solution configurations and the creation of demos and proofs-of-concept (POC) to meet customer requirements. - Advanced understanding of the company portfolio of products, software, services, solution domain specialization, adjacent solution domain(s). - Advanced ability to translate aaS and complete ecosystem, differentiated value, solutions, and workloads. - Advanced understanding of aaS business model variations. - Advanced ability to collaborate cross-functionally to ensure consistency of output and meet aaS strategic goals. - Advanced written and verbal communication skills, including active listening and storytelling. - Demonstrates advanced discussion and persuasion skills used to support company point-of-view. - Advanced business and financial acumen—sales cycle, pipeline growth, reporting, ability to influence. - Advanced consultative/value selling skills, including whiteboarding, objection handling, and closing skills. - Advanced company business knowledge, technical tools, and standard customer relationship management (CRM) systems. - Advanced resource management skills, including how and when to effectively engage SMEs/specialists. - Hands-on experience with one or more products, solutions, tools, or services aligned to respective job responsibility. - Ability to design and develop a playbook for demonstrations or walk-throughs of products, solutions, tools, or services. - Ability to deliver live demonstrations or walk-throughs of products, solutions, tools, or services to customers, partners, and other stakeholders. - Advanced project and time management knowledge or experience with excellent analytical and problem-solving skills. - Advanced knowledge of partner offerings and how/when to leverage them for deals within an area of specialization. - Advanced understanding of Geo application of company’s go-to-market strategy as it relates to partners. - Advanced strategic planning and account planning skills. Benefits - Health & Wellbeing: Comprehensive suite of benefits that supports physical, financial, and emotional wellbeing. - Personal & Professional Development: Programs catered to helping you reach career goals. - Unconditional Inclusion: Celebrating individual uniqueness and valuing varied backgrounds.