• Partner with Account Executives to scope and deliver compelling, customized demos that are tailored to the specific business needs of our prospects. • Develop proof-of-concepts and prototypes that showcase how our AI agents can solve our customers’ most pressing problems. • Present our technical solutions to both business and technical stakeholders in a clear and persuasive manner. • Confidently handle technical objections, including questions about integration, compliance, and performance. • Collaborate with our Product and Engineering teams to provide feedback from the field and influence our product roadmap. • Contribute to our sales enablement materials, demo environments, and best practices to help scale the impact of our sales engineering team.

• Own the technical aspects of sales meetings • Communicate product features and benefits in pre-sales situations to potential customers • Conduct assessments of prospects requirements and define Nightfall solutions to meet their needs • Demonstrate capabilities to prospective customers in live calls • Implement proof-of-value assessments • Provide support and product presentations at industry-specific trade shows acting as the voice of the company • Relay product feedback and feature request to product/engineering/support teams

• Work closely with Sales and Customer Success teams supporting new and existing customer pursuits to articulate NX1 capabilities/differentiators, define solution options/benefits, and identify modernization opportunities for client-specific workloads • Propose solution architecture and articulate benefits of NX1 for complex data driven workloads • Oversee initial customer onboarding ensuring automation, repeatability, and standardization across customer base • Act as a key product stakeholder contributing to the product roadmap, prioritization, and architecture definition. • Work closely with NX1 Product and Architecture team to define, design, and implement new Control Plane product features and entitlements • Contribute to NX1 and industry thought leadership and marketing content • Cultivate a culture of innovation and continuous improvement • Provide technical guidance and support to internal stakeholders on data analytics tools and best practices. • Stay updated with industry trends and emerging technologies in data analytics and open-source tools. • Develop standards, patterns, best practices, and formal training (boot camps) for internal engineers and client-facing delivery teams

• Partner with the outside sales team to schedule and deliver customized product demonstrations to prospective customers • Translate technical product features into business value and ensure alignment with end-user safety workflows • Lead onboarding and training for new customers, ensuring seamless setup and adoption of the Connected LOTO solution • Act as a subject matter expert on LOTO regulations (OSHA 1910.147) to educate customers and address compliance questions • Gather customer feedback and influence product roadmap by identifying new features and solution improvements • Document customer engagement activity in the CRM system and maintain a pipeline of opportunities • Support RFPs, technical documentation, and marketing content to accelerate the sales process • Collaborate cross-functionally with product, engineering, marketing, and sales leadership to refine strategy and drive growth • Represent Master Lock at trade shows, conferences, and industry events