• Become an expert on the platform and its integration into customer CI/CD pipelines, developer workflows, and AppSec programs • Run technical discovery, diagnose customer issues, and advise on solution design throughout the sales cycle • Own Proof-of-Value engagements end-to-end, from defining success criteria to configuring environments and delivering technical wins • Write or adapt custom detection rules to identify vulnerabilities and demonstrate product mastery • Explain technical differentiation clearly to security engineers, DevOps teams, and executive stakeholders • Improve demo setups, automation, and educational content to reduce friction for customers • Partner with Account Executives on enterprise deals • Contribute to scaling a high-performing Solutions Engineering team through shared best practices

• Confidently articulate the business and technical value of Neo4j to customers and prospects as a key technical advisor and advocate for our products and services • Actively drive and run the technology evaluation stage of the sales cycles • Work across a number of opportunities in parallel and manage day-to-day activities such as opportunity qualification, technical discovery, presentations, platform and use case demonstrations, proof of value, sizing, and documentation of technical decision criteria • Build and nurture rapport with customer stakeholders at all levels and be the trusted advisor to them to help them understand what they can achieve with Neo4j • Co-create reference and solution architectures with our customers, including integrating Neo4j with their existing architecture and applications within a public cloud (AWS, Azure, or GCP) or on-premise environment • Stay current on latest Neo4j capabilities, including usage and integration with third-party tools and services • Distill and communicate customer needs and product feedback to Product Management, Engineering, Marketing, and Sales • Help drive demand through the participation in account-based marketing events as well as industry-known conferences and trade shows • Lead by example and actively foster an environment of teamwork, transparency, creativity, and continuous improvement • Travel as needed to assist in deal creation and closure, and provide support to your team as required.

• Lead architecture reviews, workshops, and technical design sessions with engineering teams and executive stakeholders. • Design end-to-end platform architectures integrating Airflow with cloud infrastructure, compute frameworks, and data platforms. • Review delivery work to ensure high standards for scalability, observability, security, and operational excellence. • Diagnose and resolve issues, guide customers through deployments, migrations, and platform modernization. • Build reusable tools, frameworks, reference architectures, and best practices that improve delivery quality across the organization.

• Partner with Account Executives and Regional Directors to manage complex, multi-stakeholder opportunities from discovery through to close, and progress those opportunities through evaluation, shortlist, and proof-of-concept stages to support win rate and quota attainment across your supported cohort. • Develop and deliver tailored product demonstrations that are simple but engaging, across Higher Education, K12, further education, government, and corporate learning. • Discover and analyse individual customer goals and pain points, looking beyond the immediate requirement to design solutions that fit the customer's wider ecosystem and long-term objectives. • Analyse and respond to technical requirements in RFIs and RFPs, determining which Instructure solutions, services, and partners are needed to meet client needs. • Address integration and deployment requirements including SIS interoperability, SSO and identity, APIs, data residency, hosting, security reviews, and compliance frameworks. • Document customer requirements to support a successful evaluation, proof of concept, and implementation, and facilitate a clean handoff to post-sales teams. • Partner closely with our customer experience teams to ensure an outstanding customer experience, for life. • Share your expertise across the EMEA SE team, mentoring colleagues, contributing to enablement and professional development, and maintaining an organised, current, and instructionally relevant demo environment and technical toolkit. • Be a lifelong learner, developing your own and your team's skills continuously, and stay informed on regional education trends, procurement policies, and digital transformation initiatives across EMEA.