• Partner with sales executives to plan, prepare and execute on strategic deals in sales cycles • Create a process from the ground-up to streamline the communication and increase efficiencies • Manage all technical aspects of RFP / RFI responses • Effectively communicate client needs to the R&D teams for future product enhancements • Focus on shortening the sales cycles while providing technical support on proof of concepts without overcomplicating the buyer’s journey. • Support sales executives with solution selling into prospect account base • Successfully match customer pain/requirements to proposed solutions • Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition • Collect and document competitive intelligence • Model the financial business case associated with each sales opportunity

• Engage with healthcare clients at many levels (Solution Architects, VPs, Directors of IT, and Technical Administrators); building relationships, evangelizing Omnissa solutions, and providing domain expertise to assist in closing business • Participate in pre-sales efforts including: technical sales presentations, architecture design discussions, daring displacement, proof-of-concept engagements, RFP/RFI responses, solution demonstrations, and technical workshops • Analyze customer's business and technology objectives by asking probing questions that are meaningful to the customer to collect information that enables the sales team to be more effective and responsive to customer’s needs • Craft and propose custom solutions that differentiate Omnissa software and services, and meet customer’s requirements and objectives • Develop in-depth technical knowledge of Omnissa and domain expertise within technology subject area • Assume the role of an advisory team leader organizing a team of domain authorities, collaborating on issues and solutions as well as collecting information on industry trends, customer requirements and competitive analysis

Role Description This is a remote position. We are seeking a senior Digital Solution Architect – Technology to lead the architecture vision for our Insurance product platforms. This is a product-focused architecture role, responsible for defining and evolving the technology blueprint of our Insurance solutions. The architect will conceptualize scalable, configurable, and reusable digital architectures that serve multiple Insurance carriers across North America. This role will work closely with Product Management, Engineering, Sales, and Pre-Sales teams to ensure our solutions are market-ready, future-proof, and differentiated. Key Responsibilities - Product Architecture Ownership - Define and maintain the target architecture for our Insurance product suite. - Establish scalable, multi-tenant, configurable product architecture models. - Drive API-first, microservices-driven, and cloud-native design principles. - Integration & API Strategy - Own enterprise integration blueprint for the product suite. - Ensure compatibility with common Insurance core systems and partner platforms. - Define integration patterns that are scalable and easy to implement. - Data & Analytics Architecture - Define product-level data model strategy. - Enable configurable reporting and regulatory compliance capabilities. - Establish data governance, security, and privacy-by-design principles. - Cloud & Engineering Enablement - Define cloud-native architecture patterns (AWS/Azure/GCP). - Establish CI/CD, DevOps, containerization, and infrastructure automation standards. - Ensure product scalability, high availability, and performance optimization. - Support SaaS deployment models where applicable. - Product Innovation & Market Alignment - Evaluate emerging technologies (AI, GenAI, automation, event streaming). - Partner with Product Management to shape roadmap based on architectural vision. - Support sales and marketing with technical positioning and architecture storytelling. Qualifications - 18+ years of enterprise technology experience with strong Insurance domain exposure. - Deep understanding of Insurance processes like Policy admin, Underwriting, Claims, etc. - Strong expertise in: - Microservices and API-driven architectures - Integration patterns and middleware - Data architecture and analytics ecosystems - Cloud-native design principles - Experience architecting reusable product platforms (not just project implementations). - Experience working on Insurance product platforms or SaaS solutions. Benefits - Diversity Inclusion: Exavalu also promotes flexibility, adapting to the needs of employees, customers, and the business. It might be part-time work, working outside normal 9-5 business hours or working remotely. - Welcome back program to help individuals return to the mainstream after a prolonged absence due to health or family reasons. - Commitment to building a diverse and inclusive workforce, welcoming applications for employment from all qualified candidates, regardless of race, colour, gender, national or ethnic origin, age, disability, religion, sexual orientation, gender identity or any other status protected by applicable law. - Nurturing a culture that embraces all individuals and promotes diverse perspectives, where you can make an impact and grow your career.

Role Description STACK is seeking a Director, Solutions Engineering, to lead client technical engagements through lease execution. This role combines technical precision with strategic leadership to ensure all engagements result in exceptional design quality, project success, and client satisfaction. This role uniquely blends client-facing engagement with multidisciplinary technical facilitation. The Director of Solutions Engineering acts as a technical integrator and decision leader, ensuring that complex engineering provisions are aligned, documented, and actionable across teams and clients. You will oversee engineering engagement, coordinate multidisciplinary teams, and guide governance across the full project lifecycle—from initial concept through design and contracting. This position reports to the Vice President, Solutions Engineering. The Director of Solutions Engineering serves as both technical project manager and engineering integrator, ensuring that engineering decisions are well-informed, documented, and aligned with client and project objectives. This role leverages technical fluency across disciplines to guide subject matter experts (SMEs), maintain focus during complex technical reviews, and ensure decisions translate into actionable outcomes. - Lead Client-Facing Engineering Engagements and Presentations - Support All Facility Types - Translate Complex Needs into Solutions - Develop and Negotiate Technical Lease Provisions and SLAs - Manage Cross-Functional Technical Teams - Ensure Design and Contract Governance Project Facilitation and Technical Integration: - Lead and structure technical review meetings, framing objectives, decision criteria, and expected outcomes. - Facilitate SME presentations, calling on technical leads to provide rationale for engineering provisions while maintaining meeting scope and time control. - Translate technical language across disciplines and for non-technical stakeholders, ensuring full comprehension and traceability of decisions. - Synthesize technical input into clear project recommendations, capturing what was decided, why, and what it impacts (cost, schedule, compliance, reliability). - Identify cross-discipline integration risks early, particularly around power, cooling, and infrastructure interfaces. - Maintain neutrality in technical discussions, guiding consensus and linking engineering outcomes to client priorities and contractual requirements. - Document decisions and actions in real time; track follow-ups through the project delivery system. Success Indicators: - Engineering reviews consistently conclude with clear, documented decisions. - Cross-discipline conflicts are resolved proactively before design freeze. - Clients and internal stakeholders report improved technical clarity and decision velocity. - Project risk related to integration and coordination is measurably reduced. Qualifications - Minimum of 10 years of experience leading strategic technical delivery within data center or mission-critical environments. - Proven ability to collaborate with multidisciplinary engineering and design teams, aligning strategic goals with execution excellence. - Deep understanding of data center design, construction, and operations. - Strong understanding of engineering disciplines (Mechanical, Electrical, or Architectural). - Experience with liquid cooling, GPU clusters, and high-density infrastructure. - Demonstrated success in client-facing technical roles, including RFP/RFI responses, presentations, and lease/SLA negotiations. - Strong grasp of the data center lifecycle, from concept through commissioning and lease execution. - Bachelor’s degree in a relevant engineering or design discipline. - Proficiency with MS Office, AutoCAD, Bluebeam, and CFD tools (Cadence Design Systems or equivalent). - Exceptional communication, organization, and leadership skills with a focus on results. - Self-starter with strong attention to detail and ability to thrive in a dynamic environment. Requirements - Location: Remote - Travel: 15–30% - Must be eligible to work in the United States - Must pass comprehensive background and drug screening Benefits - Healthcare - Dental Care - Vision Insurance - Life Insurance - Paid Time Off - Paid Leave Programs Company Description STACK INFRASTRUCTURE (STACK) provides digital infrastructure to scale the world’s most innovative companies. We are an award-winning industry leader in building, owning, and operating highly efficient, cost-effective wholesale, colocation, and cloud data centers. Each of our national facilities meets or exceeds the highest industry standards in all operational categories of availability, security, connectivity, and physical resilience. STACK offers the scale and geographic reach that rapidly growing hyperscale and enterprise companies need. The world runs on data. Data runs on STACK.