• Partner with Account Executives across the full sales cycle, from technical discovery and demos through POC trials and proposal support, to prove solution value and close business. • Conduct deep discovery to understand customer architecture, workflows, and business objectives; map findings to targeted solutions that demonstrate clear ROI. • Design and deliver compelling technical presentations, workshops, and proof-of-concept engagements tailored to both executive and engineering audiences. • Serve as the internal champion for the customer, collaborating across Product, Marketing, Support, and Professional Services to surface feedback and shape roadmap and project priorities. • Evaluate customer environments and provide architectural guidance on solution fit, implementation approach, risk tradeoffs, and compliance considerations. • Contribute to the broader technical community through conference sessions, webinars, blog posts, and open source engagement, including direct participation in relevant projects and communities. • Support lead generation and pipeline development alongside territory managers, including trade show participation and introductory technical sessions.

• Support the sales team by owning the technical pre-sales process. • Participate in discovery calls alongside the sales representative. • Understand the client's business, technical requirements, pain points, number of locations, and project goals. • Document all technical and business requirements accurately. • Match client requirements with Vivant's standard network packages. • Determine the appropriate: • Firewall • Switches • Wireless Access Points (WAPs) • Network sizing • Hardware quantities. • Recommend solutions based on facility size, user count, and device requirements. • Submit project requirements to Project Coordinators. • Coordinate completion of cost analysis. • Review completed analyses for accuracy and completeness. • Evaluate available ISP options. • Recommend the best-fit ISP based on client requirements, budget, availability, reliability. • Prepare solution options using Vivant's standard packages. • Ensure proposals are accurate, organized, and client-ready. • Collaborate with the sales representative before presentation. • Attend proposal review meetings with prospects. • Answer technical questions regarding: • Firewalls • Switches • VLANs • IP addressing • Wi-Fi design • WAP placement and sizing • Network topology. • Support the sales representative throughout the sales cycle until the deal is signed.

• Partner with the Sales team to articulate the overall Datadog value proposition, vision and strategy to customers • Own technical engagement with customers during the trial phase. Communicate Datadog’s value based on activities and work with customers on any identified issues or concerns to successful conclusion • Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility • Deliver product and technical briefings / presentations to potential clients • Maintain accurate notes and feedback in CRM regarding customer input both wins and losses • Proactively engage and communicate with customers and Datadog business/technical teams regarding product feedback and competitive landscape

• Achieve mastery of all Dedrone technology • Use exceptional written and oral communication skills to lead business and technical presentations effectively • Have technical conversations with IT departments, including CIOs, as well as channel partner leadership and technical stakeholders • Set and manage expectations with customers and team members • Provide 1st-level technical support throughout the pre-sales cycle for opportunities • Remain organized and focused on removing sales obstacles through creativity and adaptation to rapidly changes circumstances • Develop relationships with key partners for growth within their customer base • Provide professional responses to customer RFPs / RFIs • Effectively position the technology against competitive offerings • Be responsible for representing the products, company values, and brand to customers and at field events such as industry and user conferences, tech summits, etc. • Take ownership of the POC/Pilot process: Coordinate logistics across all stakeholders, assess customer requirements/objectives, and tailor POC tests and findings, accordingly, assist prospects with initial configuration and orientation • Where possible, improve or develop technical documentation to ease understanding and customer or channel usage of our products and services • Capture requested features and provide feedback to Product Management, Sales, Development, Support, Engineering and Marketing teams • Develop Statements of Work (SOW) for Professional Services necessary for binding quote • Perform other duties and projects as assigned