• Creating sales opportunities by managing the pre-sales technical process and demonstrating Akamai's technology to customers. • Managing the technical proposal process and ensuring all technical information and recommendations addressing customer requirements are accurate. • Turning customer goals into scalable, secure, and high-performance architectures, driving successful deployments and industry-leading best practices. • Leading sales activities such as Technical Demos, Customer Analysis Reports (CAR's) and Proof of Concepts (POC's). • Maximizing customer satisfaction, retention, and growth based on the customer's needs and business requirements. • Guiding customers through design and validation using Akamai's portfolio: Web Application Firewall, API security, Bot Management and Zero Trust solutions. • Demonstrating how Akamai solutions integrate with AI-driven workflows, automation frameworks, and modern DevOps tool chains. • Advising customers on safe and efficient adoption of AI-powered features within Akamai's platform.

• Lead executive-level discovery workshops, business process assessments, and solution envisioning sessions to uncover customer priorities, pain points, and transformation objectives. • Serve as the SAP Public Cloud subject matter expert throughout the sales cycle, partnering closely with Client Executives and delivery leadership. • Design and deliver compelling demonstrations of SAP S/4HANA Public Cloud, showcasing industry best practices and business value. • Collaborate with the sales team to facilitate information gathering sessions for both product demonstration and functional scoping purposes. • Lead in-depth discussions with clients to understand their technical requirements and objectives. • Design and present high-impact, integrated SAP demonstrations that align with client needs and strategic goals. • Develop solution strategies tailored to customers within the Manufacturing and Wholesale Distribution industries. • Provide technical insight for proposal responses, RFPs, and other documentation. • Build technical documentation, diagrams, demos and proofs of concept to support client solutions, with a consultative approach to identifying existing and prospective client needs and articulating Argano’s technical value proposition. • Stay updated on industry trends, emerging technologies, and competitive intelligence. • Play a key role in getting to proof of value for the clients. Provide transition knowledge to Argano delivery teams. • Foster strong relationships with SAP to drive innovation and keep abreast of application changes and upgraded functionality. • Conduct advanced product training sessions for internal teams and clients. • Collaborate with the entire pre-sales team to build and maintain an integrated Argano SAP demo environment.

• Build integrations that extend Delinea's discovery, identity, and governance onto third-party AI platforms. • Build on our existing Microsoft integration to add new platforms, starting with Salesforce Agentforce. • Retrieve each platform's native identity signals, such as Salesforce and Microsoft Entra, and pass them to our identity layer. • Govern agents through provider APIs and attestation where direct enforcement is not possible, similar to how a cloud access security broker governs SaaS. • Contribute improvements upstream into our shared discovery platform to expand coverage to AWS and Google Cloud. • Reuse the platform's shared identity and policy building blocks rather than building separate ones for each integration.

• Partner with Account Managers to demonstrate new Ramp products and features to existing customers, building the business case for expansion through customized demos and workflow illustrations • Evaluate customer requirements for expansion opportunities, assessing fit through use-case analysis, ROI assessments, and technical scoping • Design and recommend best-fit Ramp architecture — including when and how to use APIs, ERP integrations, and HRIS connectors — based on each customer's existing systems and workflows • Act as a technical advisor to customers and internal teams, guiding integration, configuration, and system design decisions without writing code directly • Troubleshoot ERP and integration blockers, and guide customers through complex configuration decisions across NetSuite, Sage Intacct, Microsoft Dynamics, Oracle Fusion, and others • Support Account Managers on technical workstreams, ensuring faster time-to-value during product rollouts and expansions • Be a subject matter expert across accounting systems and integration partners; advocate for integration development in line with customer needs alongside Product and Partners • Influence Ramp's product roadmap by channeling customer pain points and feedback to Product and Engineering teams • Contribute to internal documentation, tooling, and knowledge bases that scale Ramp's ability to support integration use cases across a growing customer base