• partner with Account Executives across the full sales cycle • conduct deep discovery to understand customer architecture, workflows, and business objectives • design and deliver compelling technical presentations, workshops, and proof-of-concept engagements • serve as the internal champion for the customer • evaluate customer environments and provide architectural guidance • contribute to the broader technical community

• Own the technical win. Drive pre-sales engagements end to end — discovery of the prospect’s business and technical challenges, mapping Azul portfolio capabilities to those challenges, and validating the solution through demonstration and hands-on proof. • Lead hands-on pilots. Design, scope, and personally execute product pilots and proofs-of-concept inside the customer’s existing environment: installing and configuring the JVM, running representative workloads, and capturing empirical results the customer trusts. • Prove performance. Plan and run performance-focused engagements: establish benchmarks and success criteria, measure latency, throughput, GC pause behavior and resource efficiency, analyze GC and JIT logs, tune JVM settings, and quantify the improvement Azul delivers against the incumbent. • Win at enterprise scale. Navigate complex, multi-stakeholder enterprise engagements (large production estates, strict SLAs, security and compliance review, and long procurement cycles) coordinating technical validation across many teams and environments. • Present at every altitude. Deliver presentations and demos across all technical levels, from CxOs to hands-on developers, to “make the complex simple” and communicate Azul’s value to each audience. • Respond to technical requirements. Understand and respond to solicited and unsolicited proposals (RFI/RFP) by aligning Azul capabilities against detailed technical and business requirements. • Orchestrate the extended team. Engage Product Management, Engineering, and the CTO office as needed to remove technical blockers and secure the win. • Partner on territory strategy. Work alongside your Account Executive(s) on territory planning: pipeline generation, growing existing accounts, and enabling partners. • Grow and retain customers. Nurture existing clients to promote customer success and to create new upsell and cross-sell opportunities. • Evangelize. Present at conferences, workshops, and roadshows to raise awareness of the Azul portfolio and build funnel. • Mentor the team. Provide expert assistance to other SEs on pilot planning and execution, run training sessions, and serve as a primary mentor to onboarding SEs. • Be a trusted advisor. Advise your manager on product, territory, and team matters.

Role Description We are seeking a technically strong, articulate Presales Engineer to bridge the gap between our technical solutions and client business needs — translating complex cybersecurity, infrastructure, and networking capabilities into clear, compelling value propositions for prospects and customers. Key Responsibilities - Understand customer requirements and design tailored technical solutions across cybersecurity, infrastructure, and networking domains. - Read and respond to RFPs/RFIs, producing accurate, competitive technical proposals and write-ups. - Deliver confident presentations and communications to both technical and non-technical audiences. - Prepare strong documentation, including proposals, SOWs, and technical architecture documents. - Manage multiple opportunities simultaneously under tight deadlines. - Deliver engaging product demonstrations and technical presentations to customer stakeholders. - Collaborate and communicate with vendors on solution design and positioning. - Assist with contract/tender technical clarifications and vendor qualification documentation. - Provide post-sales technical handover support to implementation/delivery teams as needed. Qualifications - 3–5 years of experience in Presales, Solutions Engineering, or Technical Consulting (cybersecurity/IT infrastructure domain preferred). - Bachelor's degree in computer science, Engineering, or a related field. - Technical knowledge including, but not limited to: - Cybersecurity: firewalls, endpoint security, SIEM, IAM, threat detection, zero trust architecture, encryption, GRC, etc. - Infrastructure: servers, storage, virtualization, data center design, cloud. - Networking: LAN/WAN, routing & switching, SD-WAN, VPN, wireless networking. - Relevant certifications preferred (CompTIA Security+, CCNA, CEH, or vendor certifications such as Cisco, Fortinet, Palo Alto, Microsoft, etc.). - Fluent in English (spoken and written), with the ability to communicate confidently with international clients and stakeholders. Benefits - Competitive salary and performance-based incentives. - Professional certification and skill development support. - Exposure to leading cybersecurity and infrastructure technologies. - Collaborative, growth-oriented work environment. Company Description ExeQut is an AI, Data, and Cybersecurity transformation partner helping regulated mid-market organizations—in healthcare, insurance, and beyond—modernize their identity, cloud, and AI capabilities without putting compliance at risk. Our track record includes a healthcare identity program that cleared its audit with zero findings and a regulated cloud migration completed in just 30 days. We build every engagement on transparency, close collaboration, and a structured, agile approach focused on solving real business problems. Our client base spans federal civilian agencies, commercial enterprises in healthcare IT and financial services, and state and local government entities pursuing complex technology initiatives with measurable impact. From initial concept through deployment, we partner closely with clients to deliver solutions built for long-term value and a seamless user experience.

Role Description The Head of Solutions – Power Modeling (TSO/DSO), EMEA is responsible for leading Energy Exemplar's consulting and technical solution delivery across Transmission System Operators (TSOs), Distribution System Operators (DSOs), utilities, regulators, and market participants throughout Europe, the Middle East and Africa. This leadership role combines technical excellence, commercial partnership, and people leadership to develop a high-performing solutions team capable of delivering strategic customer outcomes. The successful candidate will be recognised as a subject matter expert in: - Power system planning - Electricity market modelling - Network operations - Energy transition challenges Working closely with Sales, Product Management, Customer Success, and Delivery teams, the Head of Solutions will support business growth by translating complex customer challenges into innovative modelling solutions using PLEXOS and Energy Exemplar's broader software portfolio. Key Responsibilities - Leadership - Lead, mentor and develop a team of Solution Consultants and technical experts across EMEA. - Foster a culture of technical excellence, collaboration and customer success. - Build capability in electricity market modelling, network planning and TSO/DSO use cases. - Manage resource allocation across pre-sales and delivery activities. - Customer & Commercial Support - Partner with Sales throughout the customer lifecycle. - Lead technical discovery workshops and executive-level solution discussions. - Develop compelling solution strategies aligned to customer objectives. - Support strategic bids, RFP responses and customer presentations. - Build trusted relationships with senior stakeholders including TSOs, DSOs, utilities, regulators and government agencies. - Solution Delivery - Provide technical leadership for complex consulting and implementation engagements. - Ensure projects are delivered to high quality, within scope and on schedule. - Guide modelling approaches across: - Transmission planning - Distribution planning - Capacity expansion - Resource adequacy - Congestion analysis - Renewable integration - Flexibility markets - Ancillary services - Storage optimisation - Grid decarbonisation - Industry Leadership - Represent Energy Exemplar at conferences, industry forums and customer events. - Monitor market trends, regulatory developments and emerging technologies across EMEA. - Provide feedback to Product Management to influence product roadmap and innovation. - Establish Energy Exemplar as a recognised thought leader in TSO/DSO modelling. - Operational Excellence - Develop regional solution strategies aligned with business objectives. - Monitor team utilisation, forecasting and project performance. - Support continuous improvement of consulting methodologies and best practices. - Collaborate globally with Solutions teams to share knowledge and expertise. Qualifications - Bachelor's degree in Electrical Engineering, Power Systems Engineering, Energy Economics, Operations Research, Mathematics or related discipline. - Master's degree preferred. Requirements - 10+ years' experience within electricity markets, transmission planning, distribution planning or power system consulting. - 5+ years leading high-performing technical or consulting teams. - Experience working with European TSOs, DSOs, utilities or regulators. - Strong knowledge of European electricity markets, market design and grid operations. - Experience with PLEXOS or equivalent power system simulation platforms. Success Measures - Regional revenue support and pipeline growth. - Customer satisfaction and successful project delivery. - Team engagement, development and retention. - Growth of TSO/DSO consulting capability across EMEA. - Technical thought leadership and industry presence. - Effective collaboration across Sales, Product and Customer Success. Benefits - Energy Exemplar is proud to be an equal opportunity employer. - We celebrate diversity and are committed to creating an inclusive environment for all team members. - We welcome applications from people of all backgrounds, experiences, identities, and abilities. - Please let us know if you require accommodations at any stage of the recruitment process.