• Collaborate with the Sales team to identify technical requirements and develop customized solutions that address complex client needs, while driving revenue growth and customer satisfaction • Delivery of compelling technical presentations, product demonstrations and Proof of Value projects for prospective clients • Support SecurityScorecard at Industry events and C level round table events • Work closely with Product Management and Engineering to provide market feedback and influence product roadmap based on customer needs and competitive landscape • Proven track record of gathering detailed success metrics for customer PoV’s, including tracking and reporting • Awareness and enforcement of MEDDPICC best practices in sales cycles • Become a subject matter expert on cyber first Supply Chain services. • Ability to engage with all different types of personalities and working styles across the team • Build and foster strong relationships with other business teams, such as Marketing, Support and Customer Success • Not afraid to be a champion for your prospects, advocating for their needs.

• Lead complex software expansion opportunities across North America aligning execution to broader sales objectives. • Develop and execute tailored account strategies that align customer business needs with software portfolio capabilities and value realization goals. • Demonstrate a strong understanding of the healthcare market, including the competitive pressures facing integrated delivery networks (IDNs), to shape effective expansion strategies. • Drive partnership with regional leadership, territory sales, CSMs/TSMs, and AOS teams to identify, evaluate, and prioritize expansion opportunities across complex accounts. • Anticipate customer challenges related to adoption, integration, and scalability of software solutions across oncology and adjacent supporting service lines.

• Serve as the primary technical advisor throughout the customer lifecycle, helping prospects and customers understand, evaluate, and successfully implement company solutions. • Guide customers through the successful setup, integration, and ongoing use of MoneyThumb APIs and technology solutions • Collaborate with Sales, Customer Success, Product, and Engineering teams to develop solutions that address customer business and technical requirements. • Conduct product demonstrations, technical presentations, and solution workshops for prospective and existing customers. • Answer customer questions regarding system architecture, product capabilities, security, integrations, and technical best practices. • Analyze customer requirements and recommend effective solutions that align with established product capabilities and best practices. • Gather, document, and communicate customer feedback, enhancement requests, and market requirements to share with Product and Engineering teams. • Provide insight for the development of technical documentation, implementation guides, knowledge base articles, and customer-facing resources. • Stay current on company products, industry trends, competitive offerings, and emerging technologies. • Contribute to process improvements that enhance customer experience, operational efficiency, and product adoption. • Maintain accurate records of customer interactions, technical requirements, and project status within company systems. • Perform other duties and responsibilities as assigned. • Identify and cultivate technical champions within prospect accounts to advance deal momentum and reduce evaluation cycles. • Maintain deep familiarity with competitive solutions and serve as a resource for the sales team on technical differentiation and objection handling. • On complex deals own the technical evaluation phase of the sales process, including scoping calls, proof-of-concept design, and trial facilitation, ensuring prospects reach a clear technical decision point. • Collaborate and partner with sales leadership to develop and enhance technical training, battlecards, and demo assets that enable the broader sales team to handle common technical questions independently.

• Develop customer engagement strategies in partnership with Account Executive(s) in your designated territory. • Coach junior Solutions Architects and teams on use case prioritization and building technical champions. • Influence stakeholders at all levels through complex engagements ensuring excitement by the Databricks vision and solution strategy. • Be a 'champion’ for both customers and colleagues, operating as an expert solution architect. • Contribute to Databricks' technical community engagement by developing customer-facing collateral and leading workshops, seminars, and meet-ups. • Opportunity to continue your development in one of four tracks - technical specialization, industry vertical thought leadership, strategic customer vision, and people management.