• Actively participate in sales process and work closely with direct and channel sales teams. • Discover and understand customer requirements and align SailPoint solutions to those requirements via workshops and maturity assessment. • Present SailPoint solution, business values and competitive differences. • Provide product demonstrations to prospective customers. • Assist in developing RFI/RFP responses. • Lead evaluation workshops and Proof of Concept activities. • Provide feedback to Product Management on product enhancements. • Mentor and coach new sales and presales team members on SailPoint solution. • Provide technical leadership in sales cycles and align technical activities with sales process. • Engage senior execs and articulate business values of identity security. • Contribute to the enabling of Japan local partners. • Contribute to exhibiting at IT events in Japan. (Support for speaking on stage, demo booth, etc.) • Contributes customer success stories, white papers, blogs and social media posts that show our expertise in the Identity Security Market. • Actively participate in internal meetings, knowledge sharing sessions and enablement.

• Provide direction to pre-sales Leads and Managers • Communicating the team's direction, goals and progress to sales and pre-sales leadership • Leading initiatives to build team capabilities for new products • Owning and developing reports and analytics for data-driven strategies • Partnering with internal cross-functional teams for business objectives and customer satisfaction

• Develop and implement AI-powered solutions within our web application, ensuring seamless integration and high-quality performance. • Follow OWASP LLM Top 10 (2025) mitigations on every AI feature built • Run cost-per-request benchmarks before implementation and document model selection rationale • Collaborate with cross-functional teams to gather requirements and propose AI-based solutions that address business needs and drive innovation. • Design and develop custom APIs to facilitate data exchange and communication between AI components and existing systems. • Stay abreast of emerging AI technologies and industry trends to identify opportunities for enhancing the organization's AI capabilities. • Evaluate the effectiveness of AI solutions, continuously refining and optimizing them to ensure optimal performance. • Develop comprehensive documentation for AI solutions, including technical specifications for AI features, LLM APIs, ML Libraries, vector stores, etc. • Serve as an AI evangelist, promoting the understanding and adoption of AI technologies across the organization through presentations, workshops, and training sessions. • Provide technical support and troubleshooting for AI implementations, ensuring the prompt resolution of issues and minimal disruption to users.

• Lead AI Solutions pre-implementation review: model selection, cost benchmarking, hosting strategy, prototype trade-offs documented before any build begins • Architect and implement LLM pipelines: prompt engineering, RAG, structured output, tool use, multi-agent flows • Design and build REST APIs and data pipelines connecting AI components to Knit and client systems • Own repo-level AI configuration, shared prompt libraries, agent configs • Conduct code reviews with written feedback; mentor Junior developers; set and document best practices • Review SNS/SQS message contracts and integration impact before any cross-service AI merge • Lead OWASP LLM Top 10 (2025) red-team testing on every project before production release • Ensure STRIDE threat model is complete for every new AI system, covering data poisoning, prompt injection, model extraction, and excessive-agency risks • Collaborate with cross-functional teams to gather requirements and propose AI-based solutions that address business needs and drive innovation. • Stay abreast of emerging AI technologies and industry trends to identify opportunities for enhancing the organization's AI capabilities. • Evaluate the effectiveness of AI solutions, continuously refining and optimizing them to ensure optimal performance. • Develop comprehensive documentation for AI solutions, including technical specifications for AI features, LLM APIs, ML Libraries, vector stores, etc. • Serve as an AI evangelist, promoting the understanding and adoption of AI technologies across the organization through presentations, workshops, and training sessions. • Provide technical support and troubleshooting for AI implementations, ensuring the prompt resolution of issues and minimal disruption to users.