• Function as the technical lead and trusted advisor through the sales cycle • Conduct discovery sessions directly with prospective and existing customers to gather business and technology requirements • Translate technical architecture into business outcomes for C-suite stakeholders (CTO, COO, VP of Supply Chain) • Demonstrate the value of Cleo solutions through presentations and demonstrations on-site and remote • Collaborate with Product Management to provide 'voice of the customer' feedback, influencing the product roadmap based on market trends and prospect requirements • Assess, scope, and complete proofs of concept (POCs) to demonstrate the value of Cleo’s solutions in a customer environment • Lead the technical response for RFI/RFPs, ensuring our unique value propositions are clearly articulated against competitor weaknesses

• Support Strategic Customers Across Europe • Serve as the primary technical architect for Smart Container solutions, ensuring timely deployments and responsiveness to local needs • Partner with E-CSMs on large maritime and intermodal accounts to drive onboarding, expansion, and optimization • Build strong relationships with customer stakeholders, from technical teams to executive leadership, across Europe’s leading carriers • Conduct technical discovery to baseline current architectures, integrations, and operational processes • Design scalable, secure solution architectures aligned with customer goals and ORBCOMM’s Smart Container capabilities • Create architecture diagrams, integration specifications, and data design documentation to support deployments • Drive integration, configuration, testing, and validation of Smart Container solutions in customer environments • Own successful delivery of PoCs and pilots with clear success criteria and measurable outcomes • Coordinate execution with cross-functional teams and prepare implementation plans, test scripts, and acceptance documentation • Act as a trusted advisor—guiding architectural decisions that maximize operational efficiency and ROI • Translate complex technical concepts into clear, value-driven narratives for business leaders • Share best practices and coach customers on workflows, integration patterns, and system utilization • Gather actionable insights from deployments, PoCs, and customer discussions to identify solution gaps • Provide structured feedback to Product Management and Engineering to shape roadmap priorities • Advocate for enhancements based on regional needs and industry trends • Work closely with E-CSMs on account plans, expansion opportunities, and technical escalations • Partner with Product, Engineering, RevOps, Sales Engineering, and Support to ensure solution feasibility and alignment • Contribute to internal knowledge bases, best practices, and reusable solution assets

• Position the Global Platform Lead strategic platform discovery and qualification for major enterprise opportunities, establishing trusted advisor status with senior and C-level stakeholders across multi-region accounts. • Champion the platform promise of reach, reliability, and interconnection, positioning Equinix’s differentiated advantage across data center, digital services, and managed services portfolios. • Translate complex platform and ecosystem capabilities into compelling, outcome-oriented narratives tailored to executive and business personas. • Own the technical win end-to-end: whiteboarding, high-level discovery, and comprehensive technical account plan development. • Drive stakeholder relationship management across the sales team, leading the technical engagement process and channeling product feedback to improve portfolio outcomes. • Go into every customer engagement fully prepared: personas, research, desired outcomes, and disciplined AE partnership. • Articulate the full value of Equinix’s interconnection portfolio, including Equinix Fabric and cross-connects, to senior technical and business stakeholders across enterprise accounts. • Position ecosystem value and differentiated interconnection advantage across multiple personas and lines of business. • Develop and document reference architectures and strategic use cases that drive measurable customer outcomes and expand platform adoption. • Own end-to-end architecture strategy for assigned enterprise accounts, delivering consistent, comprehensive, and accurate technical account plans. • Drive global technical strategy across complex, multi-stakeholder engagements, coordinating across supporting GTM teams to deliver a unified and superior customer experience. • Lead customer workshops, executive briefings, and whiteboard sessions for transformational technology decisions spanning hybrid and multi-cloud modernization journeys.

• Serve as a trusted solutions advisor for ALEX opportunities, leading complex or strategic sales cycles and demos • Provide deal strategy and model best-in-class discovery, product demonstrations, and solution design for direct prospects, brokers, and clients. • Assist in architecting the deal to the buyer's needs • Act as one of the Revenue and Renewal team's product experts, mastering our products, system architecture, security requirements, customer needs, and the sales process, including plan analysis, when needed. • Respond to solution information requests, design tailored product solutions, and provide in-depth product demonstrations. • Support plan design analysis to insure product fit. • Develop a working knowledge of our products’ integration capabilities, including APIs, file sharing, and Single Sign-On (SSO), and help customers understand their architecture and benefits. • History of collaborating close across the organization, including sales, marketing, legal, security, and technology teams • Be quick on your feet, helping the sales team field questions and objections during the sales process, and helping customers understand how our architecture excels compared to the competition. • Assist with RFP content when deep product expertise is necessary. • Support revenue targets related to solution requirements.