• Provides technical leadership and direction to customers and internal staff in the development of fully integrated technology solutions in support of pre-sales activities in the assigned market. • Assists in the analysis, design and development of fully integrated technology solutions. • Demonstrates technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, and competitive storage offerings in the SAN product space. • Acts as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. • Makes technical and sales presentations to customer's technical staff and senior management. • Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. • Successfully builds relationships with the account team, partners and customers in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate. • Leads technical sales calls. • Qualifies sales opportunities in the terms of customer technical requirements, competition, decision making process and funding.

• Represent Calix as the technical expert and evangelist of technical solutions • Lead the technical solution strategy. • Assist customers with network architectures aligned with business requirements • Deliver presentations to customer technical staff and senior management • Lead the pre-sales technical process and solution positioning. • Assist sales teams with customer business requirements. • Respond to customer RFP’s and other customer inquiries. • Assist customers and partners in configuring and testing products in labs and field trials. • Guide customers through technical and operational issues within areas of expertise. • Explain technical concepts clearly and influence decisions for Calix. • Train and update Calix partners on the latest products and software releases. • Research and stay up to date on industry standards and trends.

• Act as a "visionary pragmatist," moving beyond standard demos to architect complex, client-specific prototypes that solve construction industry challenges. • Consult directly with C-suite executives to influence the adoption of Trimble Construction One solutions. • Lead high-impact technical demonstrations and sessions to solve critical business issues. • Design and present complex, cross-application prototype solutions to validate software efficacy. • Act as a trusted advisor to address high-level business concerns and facilitate successful partnerships. • Collaborate with consulting and product teams to document process gaps and influence the development of next-generation Trimble Project Management solutions. • Maintain a master software presentation library and sales toolkit for Trimble Viewpoint products.

• Establish relationships with engineering, SRE, DevX, and security teams acting as their technical resource throughout the pre-sales cycle. • Work side-by-side with our account executives to technically scope opportunities and partner on pre-sales engagement. • Understand and empathize with service architecture hurdles and headaches, delivering valuable technical solutions • Guide prospects in implementing Cortex best practices and delivering ad hoc product sessions. • Implement internal solutions or enhance processes that improve quality of life for other sales engineers on the team. • Provide guidance and feedback to engineering and product development teams from experiences in the field. • Ensure the technical win for Cortex with tailored product demonstrations, guided enablement and onboarding, as well as routine technical office hours. • Work strategically and creatively to ensure the prospect’s success during implementation, devising innovative solutions when appropriate. • Attend conferences, helping to evangelize Cortex to the engineering community. • Up to 50% travel required. • Coach, mentor, train, and provide feedback to more junior members and additionally your peers on the Sales Engineering team