• Lead technical solution development and architecture strategy for Department of Veterans Affairs (VA) and federal healthcare opportunities • Partner with Business Development, Capture Managers, Proposal Managers, and technical leadership to develop winning technical approaches and differentiated solutions • Author and review technical proposal volumes, management approaches, executive summaries, oral presentations, and other proposal artifacts • Conduct customer, competitor, and market research to validate requirements, identify discriminators, and strengthen win strategies • Interview Subject Matter Experts (SMEs) and technical teams to gather solution details and transform complex concepts into clear, persuasive proposal content • Develop solution architectures, implementation approaches, staffing strategies, transition plans, and cost-informed technical recommendations • Ensure proposal responses are compliant, compelling, technically accurate, and aligned with solicitation requirements and evaluation criteria • Support proposal reviews, color team reviews, and executive reviews while incorporating feedback and maintaining proposal schedules • Create and conceptualize technical graphics, workflows, solution diagrams, and architecture illustrations that effectively communicate key concepts and value propositions • Serve as a trusted advisor during capture activities, solution shaping, customer engagement, and strategic growth initiatives • Take on additional tasks and responsibilities as needed to support team objectives and ensure the success of the project.

• Serve as subject matter expert on POTS line replacement, including deep knowledge of competitor products and features. • Engage directly with code enforcement and AHJs on behalf of resellers to remediate compliance issues for life-safety AirDial deployments; conduct on-site demonstrations as needed to gain jurisdictional approval. • Respond to customer cyber and risk assessment evaluations specific to AirDial deployments. • Own proof-of-concept(PoC) deployments for strategic reseller opportunities. • Lead technical sections of RFP responses for AirDial opportunities. • Translate reseller requirements into formal product requests and maintain AirDial documentation for implementation and support teams. • Develop and deliver AirDial technical training and demos for resellers, partners, and internal teams. • Collaborate with product and marketing teams to create market-specific content that differentiates AirDial. • Utilizing AI to find new and innovative ways to streamline processes and automation.

• Work alongside Sales and Customer Success as the ultimate product expert and account team technical advisor. • Thoroughly understand all aspects of the Gong platform in order to explain and demo the technology to all types of users. • Be the trusted advisor to both prospects and customers to ensure they get the correct business outcome and value from our Gong technology, including business value quantification. • Assist prospects and customers with business assessments (POCs, Pilots). • Craft content to show customers how to leverage Gong for specific use cases. • Execute the build and delivery of outcome-based demos and solution architecture diagrams for customers that have highly complex use cases. • Solution complex business and technical requirements and explain them in simple terms. • Assist with RFPs and questionnaires in the context of sales cycles. • Help eliminate bottlenecks by working cross-functionally (Sales, Customer Success, Support, Product Management, Engineering) in order to get deals across the line. • Partner with and support Marketing on demand gen activities (webinars, conferences, events). • Contribute reusable assets to the Sales Engineering team and the company at-large. • Collaborate closely with Product Marketing, Product Management, and Engineering to share voice of the customer feedback in order to influence our product roadmap and GTM strategies.

• Present Snowflake technology and vision to executives and technical contributors at prospects and customers • Work hands-on with prospects and customers to demonstrate and communicate the value of Snowflake technology throughout the sales cycle, from demo to proof of concept to design and implementation • Immerse yourself in the ever-evolving industry, maintaining a deep understanding of competitive and complementary technologies and vendors and how to position Snowflake in relation to them. • Collaborate with Product Management, Engineering, and Marketing to continuously improve Snowflake’s products and marketing