• Act as the primary technical point of contact for assigned accounts, building trusted relationships and hosting regular meetings with technical stakeholders. • Support partners and their end-users by having the technical expertise of Shippo’s API, product features, carrier-specific integrations, and workflow solutions. • Support high-severity incident response by working with Engineering on root cause identification, impact analysis and providing customers with regular updates and communication. • Proactively monitor partner usage by setting up alarms/alerts, and tracking key metrics to ensure smooth and reliable operations. • Advocate for partners by representing their technical needs within Shippo, especially in the context of R&D changes or potential breaking updates. • Confidently engage with technical leaders at partner companies (e.g., Heads of Engineering, Product leaders), answering complex product/API questions with clarity and professionalism. • Own the technical content during presentations to highlight product usage, potential solutions, and troubleshooting. • Leverage cross-functional support teams to ensure partners have access to the product experts and resources they need.

• Support customers in disconnected environments while serving as a subject matter expert for Dell Technologies data center infrastructure products and solutions. • Work with Federal customers and partners as they implement AI solutions in secure spaces. • Learn and maintain a deep technical acumen and understanding of the Dell Technologies portfolio to include storage, compute, networking, applications, cybersecurity, converged and hyper-converged systems, and edge-core-cloud synergies. • Develop internal relationships within Dell and earn trust amongst the account executives, program/project managers, executive leadership team members, infrastructure delivery teams, and security offices • Develop external relationships and earn trust with customers and partners through a demonstration of the highest caliber of professional, technical, and mission competence • Assist customer and sales team with design, definition, and implementation of complex system requirements

• Provide clients with technical recommendations and best practices for Ping solutions based on their identity and security needs • Facilitate visibility into company’s product roadmap to help educate and engage customers • Assist with over-the-shoulder configuration help on features and flows • Coordinate and conduct business reviews with customer leadership to highlight success against goals/performance • Assistance in planning, strategizing roll-outs and upgrades for platform adoption by the customer • Provide customers with ad-hoc training to help build the skills in the 'most needed' areas • Engage in the escalation and priority of support tickets created by clients in the program as needed • Provide product demonstrations of Ping technologies • Coordinate with other Ping Identity teams – including Support, Engineering and Product Management teams – to ensure customer needs are being addressed and resolved • Provide feedback to Product Management for future products or enhancements based on trends and requirements • Occasional availability during off-hours to act as a liaison or escalation point of contact due to your customers upgrade or critical implementation of Ping products • Manage ongoing customer needs effectively to ultimately drive high customer retention and loyalty

• Own and grow a portfolio of MSP clients end-to-end — renewals, upgrades, standardization, seat management, QBRs, and account health. • This is not a coordinator role. • This is revenue protection, expansion, and client leadership. • You win when clients renew early, expand often, and trust you as their strategic partner.