• Directly participate in the sales process from its very start and be responsible for the technical side of it. • Give personalized product demos. • Answer technical questions. • Build relationships with the technical side of the customer's team (product managers, engineers). • Manage the PoC process. • (Optional) Improve product documentation and other customer-facing artifacts. • (Optional) Build prototypes and re-usable examples of integration functionality.

• Serve as the technical focal point in consultative pre-sales for solutions in Data Engineering, Analytics, Power Platform and Artificial Intelligence, performing hands-on work when necessary. • Responsible for conducting an initial technical diagnosis with clients, mapping all technical aspects and proposing solutions that address client challenges, supporting the creation of technical proposals. • Act as the technical lead during pre-sales phases, translating clients' business needs into scalable and compliant architecture designs. • Participate in the preparation of technical/commercial proposals, developing estimates and technical components. • Work with qualified leads originating from events, campaigns and acquisition tools, recording interactions and information in the CRM. • Lead PoCs (proofs of concept). • Prepare technical proposals, presentations and project scopes for topics such as: Data Lake / Data Warehouse, Data Engineering (ETL/ELT), Cloud platforms: Azure, AWS, GCP, AI solutions: predictive models, generative AI, NLP, computer vision, etc. • Support the commercial team in defining technical approach strategies and aligning expectations with the client. • Participate in technical meetings with sales executives and/or directors, translating business problems into technological solutions. • Estimate effort, architecture and resources for the development and implementation of solutions. • Monitor market trends and propose continuous improvements to the solution portfolio, including potential internal communications or training. • Provide technical training for clients and internal teams.

• Follow all processes and procedures associated with the Tyler Union Safety Management Program • Advise management of any deviations from this program • Call on city engineers and specifying officials throughout the country, both in support of Territory Managers and independently concentrating on major national firms • Attain a personal relationship with as many engineers and officials as possible • Join AWWA and attend meetings as time allows • Attend National, State and Local code meetings and conferences where beneficial • Be “the authority” on all Tyler Union products • Be the “go to individual” for all design, installation and product issues concerning fittings, gaskets, restraints and other specialty products, etc. within the engineering and code community • Promote the use of domestic materials through specifications and training sessions • Present programs to engineering and specifying groups • Organize Lunch & Learn programs with the help of Territory Managers • Travel with Territory Managers when making engineering and specification calls so the Territory Manager can gain knowledge and experience with that environment • Maintain contact listing of all major engineering firms and code enforcement agencies in the region • Field support for job-site trouble shooting • Assist as needed in product complaint investigations • Project/Bid reporting while project is in planning, predesign, design and pre-bid stages • Provide pertinent and assigned Sales Reports • Create, produce and submit papers and presentations for submission to trade associations and groups • Participate in development and maintenance of Sales New Hire Training • Provide new sales hires with technical training via plant experience, jobsite visits and classroom instruction • Participate in all Sales technical training programs • Plan sales calls and activities at least 2 weeks in advance using Outlook Calendar • Maintain entry accuracy and completeness of calls, activities and pursuits into CRM • Make an average of 10 Sales calls per week • Submit expense reports weekly • Prospecting, customer and lead development

• Partner with Sales to diagnose customer challenges across KYC, KYE, fraud mitigation and overall identity workflows, and propose the right solution using our platform • Guide customers through the design of user experiences that incorporate Entrust Identity, helping them run trials and integrate our API or SDK in their backend and mobile applications • Support RFPs and RFIs with technical and industry expertise • Lead the technical workstream of trials, including defining success criteria and helping customers validate the solution with meaningful test plans and data flows • Work closely with Product to bring them insights from the AMER market and from our customers, share feedback on new features and support the adoption of newly released capabilities • Stay up to date on the latest product enhancements, features and use cases, and help spread this knowledge across the AMER Solutions Engineering team and broader Go-to-Market team, to keep the region aligned and consistent • Collaborate with your regional Solutions Engineering peers and contribute to our global best practices, fostering a culture of learning and teamwork • Build demos, industry specific presentations and example integrations tailored to customer needs • Represent Onfido and Entrust Identity at industry events, conferences and webinars