• Lead technical discovery sessions to understand customer security environments, gaps, and requirements. • Serve as the trusted technical advisor throughout the sales cycle, addressing architecture, scoping, and security operations questions. • Document solution proposals that map services (MDR, SOC, SIEM, EDR, Advisory Services, and more) to meet customer security posture needs. • Support channel ecosystem through joint sales calls, technical workshops, and co-selling motions. • Train partner sales technical teams on solution positioning and differentiation. • Build and maintain technical enablement assets, including battle cards, and scripts for the partner ecosystem. • Act as the technical liaison between partners and internal advisory and operations teams. • Partner closely with account executives and channel managers to advance opportunities and shape deal strategy. • Support smooth handoff from pre-sales to onboarding and service delivery. • Respond to RFPs, RFIs, and security questionnaires with accurate, persuasive technical content.

• Architect and deliver solution demonstrations and presentations and highlighting technical capabilities and value of Planet’s offerings and our ability to fulfill customer’s business needs. • Build relationships with customers’ technical and management staff as a trusted advisor to their business. • Act as a senior technical advisor to the customer to recommend a solutions architecture that fits their business challenges. • Craft the technical response to tenders, RFI’s/RFP’s, and unsolicited proposals with respect to Planet’s products and solutions. • Partner with your sales team colleagues to architect and drive the technical strategy across customer and prospect account plans, shaping how accounts are engaged and won. • Collaborate with internal cross-functional teams including Customer Success, Product Management, and Business Development to act as the voice of the customer, assist with RFP and RFI preparation and submissions. • Attain quarterly and annual sales and operational objectives assigned by management. • Represent the needs of Planet's Defense and Intelligence customers to Sales leadership by communicating forecasts, pipeline opportunities, deal reviews, CRM data, and customer feedback. • Ability to present to key executive Government stakeholders within the South Korean Government. • Act as a mentor to team members and lead training to drive their development.

• Lead Technical & Business Discovery: Conduct thorough discovery sessions to understand customer challenges, perform AI readiness assessments, and design tailored demos, and proofs of value that demonstrate Zendesk’s differentiated value. • Architect AI-Driven CX & ES Solutions: Translate advanced AI/ML capabilities (such as automation, conversational bots, predictive analytics, and orchestration) into clear, business-focused narratives for diverse audiences from IT to the C-suite. • Drive Technical Strategy Through the Sales Cycle: Own the end-to-end technical engagement, from qualification and design through pilot execution, ensuring each solution aligns with customer goals and compliance standards. • Integrate & Scale: Architect secure, scalable solutions leveraging Zendesk APIs, middleware, telephony systems, and cloud platforms (AWS, Azure, GCP) that enable seamless workflows and automation. • Collaborate & Influence: Work cross-functionally to align customer needs with Zendesk’s product roadmap, influence future innovations, and ensure a unified go-to-market strategy. • Measure & Optimize Impact: Use Zendesk analytics and AI performance metrics (sentiment analysis, ticket deflection, time-to-resolution) to demonstrate ROI and inform continuous improvement. • Champion AI Adoption: Collaborate with Customer Success to drive AI adoption through value realization initiatives and continued promotion of new AI capabilities. • Stay Ahead of the Curve: Continuously build your expertise in AI, automation, and evolving CX and ES technologies, sharing insights that position Zendesk as a market thought leader.

• Create and deliver technical product presentations to prospective customers • Gather customer technical requirements to ensure proposed solutions will meet customer goals and needs • Lead product evaluations and custom product configurations • Design evaluation test plans with customers and guide the process to successful outcomes