• 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

• 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.

• Hire, coach, and drive an outstanding Solution Engineering team to deliver against assigned goals • Manage individual and team performance ensuring that we are taking necessary actions to maintain high levels of performance • Demonstrate analytical and problem-solving skills, and strong management consulting skills to influence thinking or gain acceptance of multiple customer constituencies • Work to improve the SailPoint sales methodology and processes effectively, including development of product presentations and demonstrations • Assess gaps in evolving training needs and then create and implement programs to improve sales, product and technology skills of the Sales Engineering team • Work with Regional Sales directors on account planning, strategy, and sales call activity • Provide timely and insightful input back to other corporate functions, particularly field sales, product management and marketing • Manage relationships with product teams & decision makers both internally and externally

• Lead client discovery sessions and AI readiness assessments to surface high-impact use cases • Translate ambiguous business requirements into structured technical architectures and implementation roadmaps • Act as a trusted advisor to senior client stakeholders, guiding strategic Agentic AI adoption decisions • Facilitate workshops, design sessions, and architecture reviews with cross-functional teams • Develop and maintain reusable solution frameworks, playbooks, and reference architectures • Build and maintain proof-of-concepts and reference implementations that demonstrate business value • Define integration patterns for connecting AI agents to enterprise systems (CRMs, ERPs, APIs, data lakes) • Create and deliver live, interactive demos of agentic AI capabilities tailored to specific client contexts and verticals using the Kyndryl Agentic Framework (KAF) • Design and present compelling solution narratives — from executive briefings to technical deep-dives • Produce detailed project estimates covering effort, cost, risk, timeline, and team composition leveraging Kyndryl’s solution calculator and other Kyndryl tools • Develop Statements of Work (SOWs), Requests for Proposal (RFP) responses, and technical proposal sections • Define MVP scopes and phased delivery plans aligned to client budget and business priorities • Collaborate with sales, consult, and legal teams to structure technically sound, deliverable engagements • Own technical due diligence for new opportunities and validate feasibility of proposed solutions