• Develop and execute technical win strategies against incumbent DMS providers, including CDK, Reynolds, and Tekion • Lead executive-level discovery sessions to uncover operational inefficiencies and platform limitations • Deliver advanced, workflow-driven demonstrations across sales, F&I, service, parts, and accounting • Map Pinewood.AI capabilities directly to financial performance, scalability, and operational impact • Surface and resolve technical objections early, eliminating perceived migration or integration risk • Support RFP responses, security reviews, compliance assessments, and technical due diligence processes • Design and deliver proof-of-concept engagements that demonstrate measurable workflow improvements • Anticipate and neutralise competitive FUD around integration, conversion risk, uptime, reporting depth, and compliance • Partner closely with Account Executives to control deal narrative, pacing, and competitive positioning

• Develop and maintain the architecture blueprint across applications, data, cloud, integrations, and security. • Define architectural principles, reference architectures, reusable patterns, and engineering standards. • Establish governance models and ensure engineering teams adhere to architectural guidelines. • Build multi year technology roadmaps aligned with business and digital transformation goals. • Evaluate emerging technologies (AI/ML, IoT/Edge, automation, analytics, compute platforms) and drive POCs. • Provide technical thought leadership to influence forward-looking architecture. • Guide large-scale system architectures, cloud-native solution designs, and modernization initiatives. • Ensure design alignment to availability, performance, reliability, cost, security, and compliance needs. • Collaborate with product and engineering teams to translate business solutions into technical architectures. • Architect enterprise data ecosystems including governance, pipelines, MDM, analytics, and AI. • Lead cloud architecture across Azure/AWS/GCP, ensuring optimal design, scaling, and security. • Define enterprise integration patterns—API-led, event-driven, microservices, and streaming. • Partner with security engineering to embed zero-trust principles, IAM, encryption, and compliance frameworks. • Ensure systems and data flows are designed with governance and risk management best practices. • Engage with C level leaders, engineering directors, product owners, and business partners. • Mentor engineering teams and elevate architectural maturity across the organization. • Communicate architectural strategies, decisions, risks, and tradeoffs effectively.

• Lead the functional and technical sales process with a coordinated focus on solutions development across NiCE’s portfolio through discovery and requirements gathering, validation and demonstration • Deliver demonstrations that align the NiCE portfolio with the customer’s business challenges • Identify all functional and technical challenges of assigned accounts • Manage and interpret customer requirements and use astute questioning skills to understand, anticipate and exceed customer needs • Influence and educate clients that NiCE’s solution will best satisfy their needs in terms of ease of use, quality, benefit, and value • Lead in all technical aspects of the sales process • Assist with the definition and execution of successful proof of concepts (POC), where appropriate • Actively contribute to a team approach with account executives and overlay teams • Able to promptly respond to functional and technical elements of RFIs/RFPs

• Accelerate sales qualified leads to contracting; increase net-revenue retention; increase recurring revenue. • Own and execute the process to develop scopes of work (SOWs) alongside sales, customer success, and product. • Partner closely with the CEO, CPO, and customer success to understand customer needs and our product roadmap to deliver high quality SOWs that meet customer needs aligned to the products our team has developed and/or is developing. • Translate customer needs into clear, actionable proposals, developing statements of work and guiding strategic discussions that blend technical depth with creative problem-solving. • Engage with sales qualified leads (SQLs) to lead discovery sessions and understand technical, data, and strategic needs of customers. • Architect solutions that align Epistemix’s capabilities with client use cases, goals, and constraints. • Draft statements of work (SOWs), including technical scope, deliverables, timelines, and level of effort. • Act as a subject matter expert on Epistemix’s data platform and modeling tools in customer conversations. • Collaborate closely with Sales, Product, and Customer Success to shape and scope engagements. • Maintain a strong understanding of Epistemix’s product roadmap to shape how future capabilities can meet client needs. • Ensure seamless handoffs from pre-sales to delivery teams, including documentation and context transfer. • Develop tooling to support Sales Engineers’ ability to prototype solutions that enable you to scope work more efficiently.