• Design innovative, win-focused technical solutions for proposal responses to DoD solicitations (RFPs, RFIs, BAAs, OTAs) • Develop compelling technical approaches that differentiate our solutions from competitors • Create architecture diagrams, system designs, concept of operations (CONOPS), and technical solution graphics for proposals • Analyze solicitation requirements and develop compliant, cost-effective technical solutions • Collaborate with capture managers, program managers, and business development teams to shape opportunities • Support customer engagements and technical discussions during capture activities • Evaluate emerging technologies and innovation opportunities for proposal differentiation • Develop technical discriminators and value propositions for competitive pursuits • Conduct competitive analysis and assess competitor technical approaches • Support orals preparation and technical presentations to government customers • Provide technical solutioning for teaming agreements and subcontractor negotiations • Participate in gate reviews and proposal color team reviews (pink, red, gold) • Write persuasive, compliant technical volumes for proposal submissions • Develop executive summaries, management approaches, and past performance narratives • Create clear, compelling content that addresses evaluation criteria and win themes • Create technical approaches alongside technical SMEs and capture managers to craft win themes and strategic narratives, and describe methodologies to include technical/management approaches, communication, and risk management and mitigation • Develop capability statements, white papers, and technical marketing materials • Produce compliant responses to technical requirements (L, M, C matrices) • Ensure proposal content aligns with win strategy, themes, and discriminators • Collaborate with subject matter experts to extract and articulate technical content • Edit and refine proposal sections for clarity, compliance, and persuasiveness • Manage proposal content in collaboration tools • Develop past performance case studies and project descriptions • Support responses to RFIs, sources sought notices, and pre-solicitation activities • Create compelling graphics, tables, and visual elements to enhance readability • Ensure compliance with page limits, formatting requirements, and solicitation instructions

__**Responsibilities**__ - Own the functional solution strategy for assigned deals, partnering with Sales Directors to design winning approaches that align product capabilities to Prospect needs and business goals to achieve 100% of sales targets. - Serve as a trusted advisor during the full pre-sales cycle, building credibility as the subject matter expert on CallMiner’s functional capabilities. - Lead consultative discovery sessions to uncover business drivers, challenges, and success criteria, capturing details that inform both solution design and ROI modeling. - Deliver dynamic, real-time product demonstrations that adapt to evolving Prospect priorities during live discussions, connecting features directly to measurable business outcomes. - Plan, execute, and manage proof-of-concepts (POCs) including technical setup, data analysis, content creation, and tailored demonstrations that validate Customer requirements. - Leverage Prospect data to build compelling ROI stories that quantify the operational and financial impact of the CallMiner solution. - Create, refine, and customize demonstration content (including videos) and use-case scenarios for targeted verticals, market segments, and emerging product capabilities. - Confidently demonstrate and explain generative AI/LLM-driven features (e.g., GPT-like interfaces, AI-powered virtual agents) in a business-outcome-focused manner. - Prepare accurate, persuasive, and deadline-compliant responses to RFP, RFI, and RFQ requests. - Maintain a high level of product expertise, proactively learning new features, release updates, and best practices ahead of formal training or documentation. - Work cross-functionally with Product Management to relay Prospect feedback and feature requests that influence roadmap decisions. - Support marketing and awareness efforts by participating in industry conferences, trade shows, webinars, and thought leadership events as a solutions expert. - Maintain accurate records of Prospect interaction, discovery notes, and solution design in CRM and related sales tools.

• Gather customer requirements, respectfully challenge customer assumptions, and translate into best-practice Summit solution • Primary technical contact on assigned opportunities • Identify, qualify, design, develop, and present solutions based on business requirements and restrictions • Craft strategic and technical responses for presentations, proposals, SOWs, and other complex engagements • Develop and leverage key client relationships, including at the executive level, to earn trust and win business through a consultative selling approach • Alongside finance, build cost-engineering and profitability models for large customer opportunities • Remain current on industry standards and best practices related to our products and services • Consult with other Solution Engineers and internal resources on complex technical issues, or advanced designs • Identifies and handles common technical customer objections. Working with Sales, proactively manage the opportunity pipeline to ensure each opportunity receives the required technical pre-sales support in a timely manner • Create supporting documentation and / or tools to facilitate and improve the sales process

• Lead, support, and modernize enterprise CICS environments. • Own high availability, resiliency, and disaster recovery strategies for CICS environments. • Integrate CICS with z/OS Connect, MQ, DB2, IMS, and distributed platforms. • Drive automation using SMP/E, REXX, JCL, Ansible, or vendor tooling. • Provide senior-level guidance to application teams, operations, and architecture groups.