• Uncover and understand business and technical requirements. • Design and architect technical solutions built on the Supabase platform. • Work with customers to lead proof-of-value implementations. • Provide regular customer engagements to answer complex questions, unblock adoption, and optimize scaled performance. • Collaborate directly with customers to determine the technical scope of a proof-of-value. • Set proof-of-value timelines, business outcomes, and success criteria. • Actively guide new customers through an onboarding journey. • Understand immediate custom goals as well as long-term customer opportunities. • Deliver on synchronous and asynchronous engagements with Supabase customers. • Serve as an internal champion for your customers and for the platform.

Role Description As a Sr. Solution Principal – Microsoft AI & Innovation, you will be a key presales leader responsible for shaping and selling AI-led professional services across the Microsoft ecosystem. Your remit spans the full Microsoft surface area with a heavy focus on Microsoft Agent 365 and enterprise AI strategy. - Client consulting & discovery - Align into top accounts to build relationships with senior IT and business stakeholders (CIO, CDO, CTO, CISO, Head of Modern Work, and Line-of-Business leaders). - Lead AI discovery and readiness workshops to understand current-state Microsoft estate, workplace productivity patterns, data landscape, governance maturity, and agent adoption readiness. - Assess the client’s Microsoft footprint to identify pain points and AI opportunities. - Translate business objectives into prioritized AI use cases and adoption roadmaps. - AI strategy & solution architecture - Define future-state Microsoft AI architectures. - Shape enterprise AI strategy, defining how agents are identified, owned, secured, and scaled. - Position Microsoft Agent 365 as the control plane for AI agents. - Recommend responsible-AI and Zero Trust patterns. - Craft outcome-focused solution narratives that connect AI investments to business value. - Collaborate with technical SMEs to validate feasibility, sizing, and delivery approach. - SOW creation & deal structuring - Lead the creation of professional services proposals and SOWs across the Microsoft AI portfolio. - Define scope, deliverables, assumptions, and client responsibilities. - Design deal structures that meet internal margin targets. - Work with resource management and delivery leaders to develop realistic staffing and ramp plans. - Ensure SOWs adhere to Insight’s standards and risk controls. - Sales collaboration & pipeline support - Engage with sellers to refine understanding of client needs. - Support account teams in early-stage opportunity shaping. - Represent client needs across all Insight capabilities. - Support sellers in executive presentations and proposal walkthroughs. - Participate in internal deal reviews with Insight leadership. - Partner engagement & offerings - Develop strong working relationships with Microsoft field and product teams. - Leverage Microsoft partner incentives and funding to accelerate AI opportunities. - Provide feedback into Insight’s Microsoft AI offerings based on client demand. - Governance, quality & reporting - Own solutions for assigned opportunities end-to-end. - Actively track Microsoft AI opportunities being worked. - Contribute to continuous improvement of presales artifacts. Qualifications - Minimum of 10 years in technology roles such as Solution Architect, AI/Cloud Architect, Modern Work Architect, App Development Lead, or Data & AI Architect. - Demonstrated presales or sales engineering experience for professional services. - Proven track record designing and/or delivering solutions on the Microsoft Cloud. - Hands-on familiarity with agentic AI and the emerging Microsoft agent stack. - Experience positioning AI responsibly, including governance, security, and compliance considerations. Requirements - Strong understanding of the Microsoft AI landscape across four pillars: Modern Work, Capability, Application Development, Data & AI. - Depth in enterprise AI governance and Agent 365. - Ability to assess a client’s AI maturity and propose pragmatic, phased roadmaps. - Strong understanding of clients’ IT and business decision-making process. - Financial acumen: understanding of pricing, deal economics, business case development, and ROI in the context of AI programs. - Excellent communication skills. Benefits - Full medical, dental, and vision benefits. - Bonus incentives. - Company 401(k) match. - Freedom to work from another location for up to 30 consecutive calendar days per year.

• Work with Docker’s most important customers and cross functional Docker teams to accelerate the customer’s container and AI journeys, focusing on developer workflows • Engage with customer teams and cross functional Docker teams to gather customer’s technical/business goals and challenges related to their container and AI journey. • Create and manage engagement plans that span existing products and new Docker offerings to achieve critical business goals. • Oversee “design partner” rapid prototyping engagements with Docker engineering and customer teams to validate customer-product fit for new use cases • Work with Docker teams to create/manage/deliver custom demos and content aligned to customer use cases. • Deliver high-impact enablement and best practices content to customer audiences from developer to C level. • Ability to travel up to 50% domestically and internationally as a senior representative of Docker to prospective clients, customers, and technical alliance partners. • Be a thought leader for a particular area of responsibility both internal and external to Docker, working with fellow Dockhands to create/manage/deliver content • Gather field feedback from customer teams and Docker pre and post sales teams • Coordinate with Field CTO and other Solutions Architects to prioritize/contextualize/correlate field requests into a cohesive set of prioritized requests to the product/engineering teams. • Work directly with Docker product/engineering teams on workflows and feature alignment to customer use cases prioritized by revenue impact. • Be customer zero for new functionality produced by Docker product/engineering teams • Give input on internal technical enablement and customer enablement needs, and review enablement content • Assist the sales enablement team with internal technical enablement for new products and services.

• Partners with customers, care partners, SLPs, and referral sources throughout the AAC evaluation and acquisition process • Conducts clinical consultations to assess communication needs and recommend appropriate AAC solutions • Applies consultative sales techniques to guide customer decision-making and advance opportunities through the customer journey • Collaborates with SLPs to facilitate completion of evaluations, device recommendations, and required clinical documentation • Collects, reviews, and manages required paperwork to support timely progression through the acquisition process • Builds and maintains strong professional relationships that support customer satisfaction and business growth • Maintains accurate customer records and documentation within company systems • Collaborates with cross-functional teams to ensure a consistent customer experience and resolve barriers impacting customer success • Represents Lingraphica through professional engagement, educational opportunities, conferences, and other customer-facing events as needed • Meets established performance expectations related to customer engagement, pipeline progression, documentation quality, and business outcomes • Participates in continuous learning and process improvement initiatives