• Responsibility of engaging with sales and services team to gather requirements for direct and partner sales. • Provide pre-sales support, provide industry knowledge and Crawford’s solutions and offerings. • Document requirements for solutions and required components and services. • The ability to demo products and solutions, either onsite or using online web presentment tools. • Individual must be able to work with sales staff to target key value points and clearly present and articulate the value of the solution. • Ability to demo all solutions with confidence and perform proof of concepts when required and work with services team to clearly define proof of concept guidelines. • Document enhancement request from customers and clearly demonstrate the value to the customer and CrawfordTech. • Ability to articulate requirements and overall solution. • Perform onsite or offsite, services work and training on products.

• Lead discovery and qualification with business and technical stakeholders. • Define the problem, success criteria, data and application landscape, regulatory and architectural constraints, customer sponsorship, data readiness, and path to value. • Architect solutions using the right mix of Graph Studio, AI Studio, Mendix, and the customer’s existing systems. • Explain how data, models, agents, applications, integrations, security, and governance work together, and identify assumptions, dependencies, and risks. • Deliver tailored demonstrations, workshops, technical presentations, and proofs of concept. • Adapt from executive value discussions to detailed technical evaluations, define evaluation criteria, coordinate resources, and document results that support a customer decision. • Own the technical narrative throughout the sales cycle. • Build trust with executive sponsors, technical champions, and practitioners; engage specialists and delivery resources when needed; and maintain continuity through handoff. • Provide technical input for RFPs, RFIs, proposals, architecture reviews, security assessments, and other evaluation materials. • Stay current on BFSI priorities, regulatory developments, data and AI trends, and competitors.

• Build and maintain strong partnerships across manufacturers, distributors, and end users to achieve regional and National End User growth objectives. • Conduct a minimum of 10 end user sales visits and create a minimum of 10 opportunities weekly. • Conduct business reviews with distributor management to assess team engagement, pipeline and closed review, new manufacturers and quarterly performance/planning. • Drive revenue growth through opportunity creation, pipeline management, and execution of LineDrive’s strategic selling principles. • Analyze territory coverage from previous quarters to inform future planning and time allocation. • Enhance sales effectiveness through training, planning, and efficient administrative management; allocate time for administrative work, follow-up actions, and scheduling. • Conduct and document all scheduled distributor and manufacturer business reviews.

• Collaborate across Sales, Product, Engineering, Customer Success, and Go-to-Market teams to shape customer strategy, influence product direction, and drive long-term customer value throughout the entire customer lifecycle — from evaluation and adoption through expansion and ongoing success. • Lead consultative discovery to uncover customer challenges, modernization priorities, and cloud transformation initiatives, then align BlueCat's capabilities to measurable operational and business outcomes through executive workshops and technical deep dives. • Drive proof-of-value engagements that demonstrate real outcomes — faster troubleshooting, reduced downtime, and automation gains — while guiding customers through evaluation, onboarding, adoption, and expansion. • Architect and position solutions spanning network observability, telemetry analytics, infrastructure automation, and API-driven workflows, tailored to each customer's hybrid or multi-cloud environment and strategic priorities. • Build trusted advisor relationships with technical teams, operations leaders, architects, and executive stakeholders, supporting both pre-sales cycles and long-term customer success outcomes. • Enable channel and strategic partners by strengthening their technical positioning and customer engagement capabilities, and support go-to-market initiatives including events, webinars, and industry conferences. • Influence product and market direction by contributing customer insights, competitive intelligence, and feature feedback to Product Management, Engineering, and GTM teams — including participation in beta programs and advisory engagements. • Operate effectively in a remote-first model maintaining accurate Salesforce engagement updates, collaborating across globally distributed teams, and leveraging modern virtual engagement tools while delivering strong executive presence.