• Effectively partner with Account Executives to understand prospects’ challenges and articulate Fieldguide’s value proposition, vision, and strategy to prospects • Build credibility with 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 • Participate and contribute to the enterprise 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 and resolve concerns • Partner with Customer Success to enable complex onboarding of enterprise 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

• Aligning innovative strategies to technology solutions within complex accounts • Partnering with clients and collaborating with internal team members • Analyze requirements to position Salesforce multi-product solutions • Develop technical Points of View (POVs) on AI and Data Strategy • Demonstrate connected experiences through software demos

• Drive the rollout, adoption, and operationalization of AI tools across the People function • Build and deploy AI-powered workflows and agents that automate key processes • Create self-service tools and intelligent assistants that improve stakeholder experience • Establish best practices for scalable and responsible AI usage • Partner with People leaders to identify high-impact automation opportunities • Own the automation roadmap and deliver solutions using APIs, iPaaS platforms, native tooling, and lightweight scripting • Collaborate cross-functionally with IT, Security, and Data Engineering • Lead the technical delivery of new system implementations

• Responsible for being SHI’s Subject Matter Expert on all aspects of AI and machine learning security. • Split time between presales client engagements and internal practice development. • Lead technical discovery sessions with clients to assess their AI security posture. • Design target-state AI security architectures and deliver demos, POCs, and technical presentations. • Build reusable collateral such as reference architectures, battle cards, and enablement content. • Evaluate and qualify new AI security vendor partnerships. • Conduct training sessions for engineering and sales teams on AI threats and best practices.