• Lead a pre-sales technical team focused on the development and implementation of complex products/applications/solutions • Drive discovery with both the client and Adobe team including whiteboarding and ideation • Partner with cross functional resources such as Product Marketing, Product Management, Consulting, and Engineering • Develop & maintain authoritative understanding of key industries applicable to the role • Coordinate key deliverables and programmatic artifacts to ensure that the account reaches the sales goals

• Partner with Sales to lead deep, multi-stakeholder discovery across technical, marketing, and executive audiences, uncovering the real business problems beneath surface-level requirements • Map complex organizational structures, workflows, and integration landscapes to architect tailored CreatorIQ solutions across departments and teams • Design and deliver high-impact product demonstrations, custom workshops, and white-glove trials aligned to each account's strategic objectives • Develop compelling, account-specific presentations and collateral for both technical and non-technical stakeholders • Serve as the technical authority on CreatorIQ's API capabilities (REST/GraphQL), platform architecture, data model, and integration framework • Articulate CreatorIQ's AI and machine learning capabilities, helping prospects understand how intelligent features drive measurable business outcomes • Own and drive security questionnaires, InfoSec reviews, and compliance documentation, partnering with internal Security and Legal teams to deliver thorough, timely responses • Translate discovery insights into actionable, architecture-informed recommendations for brands and campaigns • Partner with Account Executives and cross-functional teams to develop strategic, differentiated RFP/RFI/security questionnaire responses • Maintain deep expertise in CreatorIQ's platform, integrations, API surface, AI capabilities, and product roadmap • Adapt your message fluidly, from walking engineers through API documentation to presenting ROI narratives to C-suite executives

• Partner closely with Sales reps and leaders to accelerate marketing qualified leads (MQL) progression, support active opportunities, and drive growth within strategic accounts. • Support tailored presentations and narratives to prospects and customers • Join customer calls, demos and presentations as a subject matter expert • Develop and maintain core sales enablement materials (pitch decks, one-pagers, battlecards, objection handling) • Coach Sales on messaging, positioning and competitive differentiation • Plan and execute field marketing programs that drive pipeline and accelerate deals (campus events, roadshows, lunch and learns) • Align marketing initiatives with territory and segment-level sales priorities • Act as the primary marketing partner to Sales during peak selling periods • Ensure strong conversion from marketing actions to sales opportunity • Gather insights from active deals, customer interactions and lost opportunities • Translate frontline feedback into actionable improvements for messaging and strategy • Maintain and evolve competitive positioning based on real-world dynamics • Serve as the connective tissue between Sales and Marketing • Ensure product launches are field-ready and aligned with sales needs • Provide continuous feedback loops from the field into Marketing, Learning Solutions and Product. • Travel to support sales reps, customer meetings and events, particularly during peak selling months (Sept- Nov; Feb- April) • Estimated 20–30% travel depending on business needs • Active participation in key deals is expected

• Own the technical win. Partner with AEs through complex enterprise cycles — discovery, technical strategy, objection handling, and clear differentiation — to secure the technical decision. • Scope, sell, and build quote-to-cash solutions. Translate messy customer requirements across CPQ, billing, and revenue into a defensible QTC architecture — including consumption and usage-based billing models (metering, rating, mediation, invoice presentation, and downstream rev rec implications). • Build and manage the lifecycle of proofs of concept as a primary mechanism (think forward deployed engineer) • Go deep on consumption and AI-native monetization. Design and demonstrate how customers monetize usage- and AI-driven products — event/usage capture, rating at scale, and the billing and revenue implications of consumption pricing. • Build tailored, end-to-end demos and POCs aligned to each customer's strategic objectives — hands-on with APIs, data, and integrations, not slideware. • Lead technical presentations for senior stakeholders, including C-level, translating architecture and pricing-model tradeoffs into business value. • Build strong technical relationships with customers and prospects — understanding their goals, constraints, systems of record, and operating models. • Protect technical health and adoption on your accounts — ensure customers realize value against agreed outcomes, and identify expansion across business units, cross-sell, and add-ons. • Influence roadmap by feeding structured customer and market signal to Product and Solutions teams. • Coordinate technical resources across Zuora and partners; contribute to RFPs/RFIs, field events, and customer references; support escalations cross-functionally. • Travel within your territory as needed.