• Lead technical strategy for complex enterprise opportunities • Run advanced discovery sessions with technical and operational stakeholders • Design solution architectures tailored to customer environments • Present and defend solutions to C-Level, VPs, and technical committees • Navigate multi-stakeholder validation cycles (Operations, Finance, IT, Fleet, etc.) • Own the Technical Win: Proactively define and drive Proof of Value (POV) success criteria • Identify and mobilize technical champions • Anticipate and address objections before they surface • Treat technical validation as a competitive battlefield • Ensure seamless handover to Implementation and Customer Success • Translate customer needs into product requirements • Act as a trusted advisor between customers and Product • Contribute field insights to influence roadmap decisions • Build technical assets, demos, and competitive materials when needed • Actively contribute to qualification (pain, impact, technical fit, buying process) • Support structured methodologies such as MEDDPICC • Maintain strong POV documentation and validation plans

• Support customer opportunities from technical discovery through evaluation and close. • Lead product demonstrations, workshops, and proof-of-concept engagements. • Align with Account Executives on technical strategy and competitive positioning. • Ensure customers clearly understand Neat’s value proposition, design philosophy, and roadmap. • Gather, evaluate, and prioritize customer and partner feedback. • Translate real-world use cases into actionable insights for Product and Engineering. • Communicate roadmap vision and future-state capabilities clearly and credibly. • Deliver impactful product demos that showcase simplicity, intelligence, and design excellence. • Enable Sales teams through training and technical coaching.

• Provide technical leadership and expertise in customer’s security transformation journey • Align how we best serve our customers in understanding their environment and ensuring value realization • Conduct discovery to understand and articulate the key technical, operational, and commercial imperatives of prospects and customers • Work closely with Professional Services, Customer Success and Specialist teams to ensure overall customer implementation and adoption of solutions • Demonstrate strong communication skills and the ability to influence through effective presentations and demonstrations • Promote end-to-end solutions that include PANW and/or partner professional services to ensure customers realize business value sooner • Continuously invest in self-development to enhance technical and professional skills that drive contributions to the success of customers

• Lead the development of solution strategies aligned with field service business models • Translate customer business challenges into tailored IFS Cloud solutions • Guide C-level stakeholders through digital transformation initiatives • Conduct discovery workshops to understand "As-is" and define "To-be" states • Prepare and deliver compelling Proof of Value demonstrations • Build custom demos and business models that reflect field service KPIs and workflows • Maintain deep knowledge of field service industries including common pain points, metrics, and regulatory requirements • Provide feedback to product management based on customer needs and industry trends • Work cross-functionally with Sales, Product Management, and Consulting teams • Mentor junior consultants and contribute to continuous improvement initiatives