• Partner effectively with Account Executives to uncover customer needs and map solutions to business outcomes in a fast-paced, high-growth environment • Deliver customized product demonstrations and technical presentations (remote and on-site) that clearly communicate technical value and business impact • Lead discovery sessions to understand customer requirements and technical environments • Identify, surface, and resolve technical blockers throughout the sales cycle • Complete RFPs, RFIs, and security/technical questionnaires in support of procurement processes • Clearly articulate ROI and technical value to both technical and non-technical stakeholders • Collaborate cross-functionally with Product, Engineering, Marketing, and Customer teams to influence platform direction and customer experience • Secure the technical win for assigned opportunities • Develop and maintain subject matter expertise in key technical areas, particularly modern web infrastructure and composable architectures • Contribute to internal enablement by sharing customer insights, field learnings, and best practices across teams

• Partner with customers to understand their critical data challenges—high-frequency trading, genomics processing, AI model training, or autonomous vehicle sensor fusion • Translate technical requirements into elegant, scalable storage solutions that exceed expectations • Architect storage for AI/ML training, HPC simulations, data analytics, and GPU-accelerated workloads • Design for reliability, resilience, security, and scale—balancing performance with data protection • Create BOMs, system architectures, and technical proposals for complex RFPs • Conduct live demos, POCs, and performance benchmarking • Integrate with GPU clusters, Kubernetes, cloud platforms, and AI frameworks • Stay current on AI infrastructure and storage technology trends

• Drive technical consulting activities in both new and existing opportunities • Build and maintain close relationships with account management teams • Support customers with understanding requirements • Become a go-to person and trusted advisor for the customer and sales team

• Gather technical and functional requirements from clients, understanding needs, environments, and constraints. • Develop technical proposals, architecture diagrams, solution flows, and integration models. • Support technical presentations, functional demonstrations, and client workshops. • Identify technical risks, integration needs, and potential customizations of proposed solutions. • Work alongside the services team to align proposed solutions with the technical roadmap and delivery capacity. • Support the Marketing team with technical information and insights for commercial and institutional materials.