• Craft standardized to customized consulting engagement proposals for the implementation of the CorityOne EHS+ Platform. • Understand the customers’ needs and training requirements and help create a strong commitment to delivering the solution effectively. • Foster a strong partnership with Cority professional services and partner organizations to create profitable implementation projects. • Help customers understand change management and the vision for successfully deploying the solution. • Work with Product and Services team to help create more optimized and turn key delivery for key products. • Utilize expert knowledge of subject matter and software offerings to guide customers through a complex sales process to solutions that solve their real-world problems. • Gather customer requirements to produce implementation strategies, cost estimates, and streamline the sales to services transition. • Facilitate workshops with prospects and customers to help with alignment of stakeholders, identify where modern software eliminates manual work and connects with other enterprise tools, prioritize needs to plan a successful sometimes multi-phase project and access customers EHS+ technology maturity and advise them on their next best step. • Develop business cases using tangible and intangible benefit statements and calculating a return on investment to justify the project. • Analyze project outcomes to improve the estimation processes over time. • Work closely with the Sales, Solution Engineering, Product, and Professional Services Teams to promote successful sales strategies, increase efficiency, and facilitate the development of package offerings. • Support various sales engagements simultaneously at various stages of their process. • Maintain a strong knowledge base of product roadmaps and their impact on existing customers and new opportunities. • Stay familiar with changing industry and regulatory requirements. • Collaborate with the services team to clarify project scope with customers during project escalations.

• Collaborate closely with the sales/presales team to develop solution proposals that align with customer requirements and deliver maximum value • Be a technical resource for Presales members to include: Smartsheet API, Smartsheet Premium Applications, SSO/SAML, and understanding 3rd party APIs • Respond to Solutions Engineer Requests (SERs) submitted via Salesforce for technically complex opportunities, including API integrations, enterprise architecture validation, identity/access management, and advanced automation • Build proof of concepts to demonstrate the capabilities of our products and services to customers • Build solution diagrams that clearly articulate the technical architecture and requirements of proposed solutions • Provide expert knowledge on what can/can’t be done using Smartsheet’s products together with other tools to solve customer needs • Assist with technical questions for customer RFPs • Actively seek out opportunities to develop new integrations and solutions to address gaps and deliver value to customers • Surface field insights to Product and Engineering as a formal feedback loop, translating enterprise customer pain into actionable product input • Co-present at Smartsheet Summits and customer-facing events on technical topics including governance, integrations, security, and advanced automations • Contribute to internal documentation, enablement materials, and "gotcha" guides to scale TSE knowledge across the SE organization

• Design, build, and maintain MuleSoft integrations across the API-led layers (System, Process, and Experience) • Lead integration architecture discussions and contribute to solution design alongside architects • Audit inherited integrations and propose corrections, including restructuring APIs that sit at the wrong architectural layer • Coach client integration teams on MuleSoft best practices, helping them move from ad-hoc patterns to sound API-led design • Mentor junior developers through pair programming, code reviews, and direct guidance • Write clean, well-documented, testable integration code with robust error handling, retry logic, and observability • Identify and resolve complex integration challenges across Salesforce, notification platforms, and other connected systems • Collaborate with Salesforce developers and QA to ensure end-to-end quality across integrated workflows • Translate public health workflows into reliable, scalable integration patterns • Contribute to code reviews with constructive, supportive feedback

Role Description Elastic is looking for a Director of Solution Architecture (Technical Sales) to lead the tactical and strategic direction of the Enterprise Solution Architects. This is a senior leadership position focused on overachieving revenue targets, delivering a world-class level of customer experience as well as recruiting, hiring, and developing an industry-leading technical leadership team. The candidate chosen for this role will work cross-functionally within Elastic and across the partner community to promote and influence strategic product direction, drive competitive differentiation, and nurture a transparent, collaborative presales community. This Solution Architecture leader will partner closely with sales leadership and customer success to build and reinforce durable customer relationships built on value realization and impactful, differentiated customer solutions. Qualified candidates will possess a strong growth mindset, lead from the front of their organization, translate corporate and sales vision into measurable results, act as an agent for change, and exemplify a customer-first attitude. Although Elastic is a distributed company, the ideal candidate would be located near one of our offices in San Francisco, Austin, New York City or Chicago. What You Will Be Doing - Lead the Enterprise Solution Architecture organization focused on driving high levels of engagement and performance. - Deliver consistent, foundational, and creative technical presales solutions needed to meet and exceed quarterly and annual sales targets. - Work closely with executive Sales leadership and Sales teams to develop strategic and technical territory and account plans, along with technical tools/programs to support sales campaigns and initiatives. - Lead performance and key talent, ensuring that we are taking the necessary actions to attract and retain top talent, further develop a rich and diverse workforce, and manage performance at all levels. - Jointly own customer success, leveraging best practices and focus to ensure your customers are successful in addressing their business challenges. - Evangelize the Elastic solutions in industry-recognized forums such as tradeshows and meetups. - Work collaboratively with support, product management, engineering, and other organizations to ensure alignment with your Eastern Regional team and provide process and product feedback, and resolve critical customer situations and ensure your organization is representing the voice of the customer to these organizations inside Elastic. - Be a thought leader to manage growth in the region and organization and be able to help identify areas for innovation and optimization that the growth opportunities create. Qualifications - 5+ years of Sales Engineering Leadership experience, including prior second-line experience as a Director leading first-line Managers and Individual Contributing SEs. - 7+ years of Sales Engineering individual contributor experience, or relevant industry experience as an individual contributor. - Experience working and a strong foundational knowledge in the following solution areas is strongly preferred. - Previous experience selling into the Fortune 100 type of strategic accounts. - Experience selling and working with pure cloud-based solutions and/or open source solutions. - Experience with Amazon Web Services (AWS), Google Cloud Platform (GCP) and/or Microsoft Azure is preferred, and Solution Architect level certifications are a bonus. - Experience working with ElasticSearch and/or any of Elastic’s technology solutions is preferred. - Technically curious, and able to articulate the value that technology brings to solving customer problems. - Previously led SE organizations larger than 50 people, and over $250M a year in quota coverage. - Proven executive communication skills – written and oral. Ability to communicate complex ideas cross-functionally across all levels both internally and externally. - Ability to lead diverse groups of people and able to challenge and develop the team to exceed their goals both personally and professionally. - Strong ability to inspire others, support an inclusive culture and role model for Elastic’s Source Code. - Travel will be required across the East Region as well as where the business requires it globally. Benefits - Competitive pay based on the work you do here and not your previous salary. - Health coverage for you and your family in many locations. - Ability to craft your calendar with flexible locations and schedules for many roles. - Generous number of vacation days each year. - Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service. - Up to 40 hours each year to use toward volunteer projects you love. - Embracing parenthood with minimum of 16 weeks of parental leave.