• Collaborate with Sales Engineers and clients to define the implementation approach, architecture, and scope of work during the pre-sales cycle- ensuring what is proposed is deliverable and tied to measurable client outcomes • Author the Statement of Work; accountable for its accuracy, completeness and alignment to client business objectives • Translate client business requirements into a clear solution design that connects product capabilities to defined measurable values • Protect the business by ensuring solution designs are financially viable, operationally achievable and within established program guidelines before commitments are made to clients • Own the alignment between client business processes and product capabilities- surfacing gaps early and driving resolution before handoff to PSG • Ensure functional specifications, workflows and use cases reflect client requirements and are documented to a standard that enables PSG to execute without re-engagement • Collaborate with Sales Engineers and client stakeholders to define application configuration requirements, integration requirements and TO-BE workflows • Serve as the subject matter authority on the client's business context for PSG throughout the engagement • Partner with Project Management to protect scope, schedule, and delivery quality- identifying risks early and driving resolution proactively • Leverage Salesforce and CPQ (Configure Price Quote) to ensure solution configurations, pricing and scope are accurately reflected and maintained throughout the pre-sales and handoff process • Protect business margins and delivery feasibility by maintaining rigorous scope discipline and escalating misalignments before they become contractual or operational liabilities • Collaborate with clients to lead business process design sessions and knowledge transfer activities • Guide clients through business requirement prioritization with clarity and a defined point of view • Own scope management: identify scope creep proactively and lead client conversations to resolve it within program constraints.

• Build and scale a solutions engineering function to support sales and customer outcomes • Define role profiles and coverage model (segments, regions, product lines) • Establish a repeatable technical discovery and solution design process • Set clear engagement models, roles/responsibilities, and success metrics • Own executive relationships with key customer and internal stakeholders, with accountability for: commercial impact (deal support, win rates, cycle time reduction, revenue influence); technical quality (solution accuracy, implementation readiness, customer satisfaction, escalations, continuous improvement); alignment to product vision (AI adoption, roadmap inputs, standardization) • Contribute to a formal solutions engineering enablement and competency program • Define levels, requirements, and maintenance criteria (training, assessments, quality metrics) • Partner with Solution Architecture to codify technical standards, reference architectures, and best practices • Ensure competencies are measurable, auditable, and scalable • Contribute to the operating rhythm to manage and scale solutions engineering • Business reviews / performance reviews with Sales and key stakeholders • Clear escalation paths and incident learnings • Reporting on team health, coverage, and capability gaps • Helping define product lines and GTM strategies for Remote build • Building ADRs and PRDs for potential products • Identifying and abstracting solution spaces • Putting AI at the forefront of everything we do • Architect and implement AI agent workflows • Translate business processes into agent-enabled workflows (intake, orchestration, guardrails, evaluation) • Prototype with modern LLM tooling and iterate toward production-grade implementations • Design human-in-the-loop patterns, escalation paths, and observability (quality, cost, latency) • Partner with Engineering and Product to ship secure, reliable agent capabilities (APIs, permissions, data access)

• Actively contribute to Zip’s sales efforts by supporting prospective customer-facing conversations, conducting discovery, demonstrating our solutions, handling questions, and overcoming objections to help our prospects see the value in choosing Zip. • Own responsibility for responding to customer asks, including follow-up questions, demos, RFx and IT security questionnaires. • Partner with the Sales team to deliver on our sales objectives. • Partner with the Post-Sales Solutions Consultants to ensure our customers experience a seamless transition from sale to onboarding - communicating their needs and objectives with proper expectations set for successful delivery. • Deliver feedback to help us grow and evolve - ranging from ZIP’s internal processes to the actual product as well as competitive insights and positioning.

• Conduct effective and compelling product demonstrations online and in-person. Lead technical presentations in person and assist sales directors with ROI presentations. • Conduct proof of concept technical installations directly with customers. • Collaborate with Sales to identify and create winning sales strategies and new product opportunities • Use consultative selling to identify customer pain points associated with large directory services environments • Convey and document technical requirements to and from customers • Provide input and feedback to engineering teams and development • Provide pre-sales technical assistance and product education • Design technical solutions to meet customer’s business, technical, and/or financial goals • Partner with the Sales team to develop requirements documents, presentations, proposals, and ROI models, and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned • Maintain expert knowledge of Semperis products to develop and present unique solutions, and maintain knowledge of emerging trends in related technology areas • Willingness to travel to customers or events as necessary