• Lead structured discovery across RCM workflows, data requirements, integrations, and success metrics • Deliver tailored, credibility-driven demos that surface real operational pain points (eligibility, denials, AR follow-up, prior auth, etc.) • Translate customer workflows into realistic automation plans • Scope data requirements and assess integration feasibility at a high level (APIs, files, system constraints) • Identify risks, assumptions, and dependencies early to provide proper sales alignment • Partner with Account Executives on technical validation, objection handling, and scope-to-price alignment • Document solution assumptions, constraints, and integration requirements for clean handoff • Participate in kickoff and early implementation checkpoints to reduce rework • Help clarify workflows and validate early acceptance criteria when needed • Surface risks early and coordinate mitigation across Sales, Product, and Delivery • Create reusable assets (discovery templates, demo frameworks, scoping checklists) • Improve consistency and quality across concurrent deals • Contribute to the long-term structure and maturity of the Solutions Engineering function

• Design multi-tenant, API-first, white-label architecture (B2B2C), event-driven integrations, and data mesh/warehouse patterns. • Manage Azure cloud services (incl. serverless), vector DBs/feature stores, MLOps stack, CI/CD, secrets, IaC. • Establish SLIs/SLOs, error budgets, alerting, runbooks, postmortems; lead capacity & cost modeling. • Translate product and clinical use cases into model-enabled features (RAG, agents, multimodal, time-series on wearables). • Own LLM safety, evals, red-teaming, prompt/model versioning, offline/online A/B tests; define offline metrics ↔ online KPIs. • Build pipelines for data labeling, weak supervision, retrieval quality, and continuous improvement. • Define PII/PHI data handling, consent, lineage, retention, and cross-border controls; implement privacy-by-design. • Approve integrations with wearables, EHR/LIS, payments; ensure encryption, key mgmt, and DLP. • Lead technical roadmap, spike plans, ADRs, and trade-off decisions; manage tech debt intentionally. • Mentor engineers; raise code quality (pairing, design reviews, testing strategy) and empower autonomy. • Partner with Product/Clinical/Sales; run build–buy–partner analyses; manage vendors; support pre-sales.

• Customer engagement: Participate in technical discussions with customers to gather requirements, clarify objectives, and scope deliverables. • Requirements translation: Convert customer needs and operational goals into clear requirements, user stories, or technical specifications. • Solution support: Work with product and engineering teams to prototype, specify, and validate solutions; test and verify feature behavior against requirements. • Data analysis: Perform basic-to-intermediate analysis of SSA datasets (e.g., TLEs, tracking data, covariance/position error, conjunction data) to support customer requests and internal decisions. • Documentation: Produce concise technical notes, runbooks, and customer-facing documentation that explain solutions, assumptions, and recommended actions. • Issue triage: Help triage customer-reported issues, reproduce problems, and coordinate fixes with engineering and operations. • Operational support: Assist in preparing and delivering demos, technical briefings, and ad-hoc analyses for customers and stakeholders. Support customer operational events involving event analysis and manual Orbit Determination activities. • Continuous improvement: Capture recurring customer needs and feedback to inform roadmap prioritization and product improvements.

• Lead the technical sales cycle from helping with discovery, demo, POC, deep dives until solving the client’s challenge • Deliver impactful demos that clearly show how we reduce SaaS and AI risk. • Architect solutions across SaaS, identity, data protection, and AI security. • Guide customers through best practices in SSPM, least privilege, and secure AI adoption. • Partner closely with Sales, Product, and Engineering to influence deals & roadmap. • Present confidently to CISOs, CIOs, architects, and security leaders as well as presenting as a keynote