Role Description As a Solutions Engineer, at Buzz Solutions, you will play a pivotal role in driving the adoption of our AI-powered solutions, PowerAI and PowerGUARD, within the electric utility sector. This role combines pre-sales technical consulting (60%) and post-sales customer enablement (40%), ensuring a seamless experience from initial engagement through solution adoption through AI / ML based projects. This is a high-impact role for someone who thrives on solving complex problems, loves working directly with customers, and enjoys strategic thinking and hands-on execution. You will be the face of Buzz Solutions for some of the nation’s largest utilities, guiding them through adopting and integrating our AI solutions. You will engage in deep business and technical discovery, creatively position our value in their workflows, and collaborate closely to maximize their success. We are looking for someone who is self-driven, resourceful, and eager to grow—someone who sees this role as an opportunity to demonstrate their expertise, shape the future of AI in utilities, and make a real industry impact. If you enjoy working on a mix of technical challenges, client engagement, and strategic problem-solving, we want to hear from you. Qualifications - 5+ years of experience in a solutions engineering or sales engineering role, ideally supporting AI/ML or data-driven software products - Proven track record of building and operationalizing AI/ML workflows and solutions - Strong understanding of AI/ML concepts - neural network architectures, convolutional neural networks (detection, segmentation, classification based supervised learning) - High-level proficiency with computers and business software, including CRM systems, presentation tools, and productivity software (e.g., Microsoft Office Suite, HubSpot, Canva, etc.) - Background working in and/or a solid understanding of cybersecurity and information security standards, including ISO 27001 and SOC2 - Proven ability to build and strengthen customer relationships, guiding them through technical discovery and solution adoption - Excellent verbal and written communication skills to articulate complex technical concepts clearly to both technical and non-technical audiences - Strong problem-solving skills with the ability to understand customer needs and provide tailored solutions - Experience with scripting or automation (e.g., Python, VBA) to improve personal efficiency and productivity Requirements - Gather customer requirements to understand and document our clients' needs and challenges - Architect and demonstrate AI/ML-powered solutions that meet client needs, including computer vision, data ingestion, analytics, and API integrations - Collaborate closely with Account Executives to strengthen relationships and drive new business by leading the RFI/RFP process - Lead the design and deployment of end-to-end ML and computer vision workflows and solutions for utility clients and their use cases - Collaborate with customer technical teams during deployment to ensure seamless integration, guide best practices, and optimize solutions for long-term success - Develop tailored solutions that meet customer requirements - Complete Vendor Security Audits required by clients to ensure the security and compliance of our solutions with industry standards - Answer technical questions from clients regarding our technology, features, and solutions - Create compelling demos, visualizations, and technical presentations that clearly communicate the value of our AI-driven platform to both technical and non-technical audiences - Provide comprehensive training sessions with clients, both virtually and onsite - Contribute to successfully implementing and integrating our solutions into clients’ workflows Travel Requirements - This role includes periodic travel to client locations and industry events. Candidates should be prepared for travel that may vary in frequency and duration based on project requirements - Travel will primarily be domestic (within the U.S.), with occasional international trips - Candidates should be flexible and available for occasional short-notice travel to meet client and project deadlines - All travel expenses, including transportation, accommodation, and meals, are covered by the company - A valid passport is required, and candidates should be able to obtain any necessary visas for international travel Bonus Skills - Experience selling, buying, or integrating Esri products like ArcGIS - Experience working in the Electric Utility Industry or Power Engineering Industry - Experience working as a field technician or field engineer in the utility industry, especially as a substation technician, utility inspector, or lineman

• Teledyne FLIR is scaling its Early Fire Detection (EFD) portfolio — UL-listed thermal cameras that integrate directly into fire alarm control panels. • You will be the technical voice customers call when they need help specifying, designing-in, wiring-up, or commissioning an EFD system. • This is a hybrid technical/sales role. • You will partner closely with our Sales Director and Regional Sales Managers, but your charter is to make the technology work in the field, enable our integrator channel to succeed, and bring field intelligence back to Product Management. • Pre-Sales Application Engineering - Join sales calls to answer product application, code compliance (NFPA 72, UL 2684), and integration questions. • Integrator Enablement - Develop and deliver product training programs—remote and on-site—to enable fire protection industry to successfully design, sell and install FLIR thermal fire detection systems. • Design Assist - Review integrator drawings in Bluebeam, AutoCAD, and/or Revit and provide application guidance. • Sales Applications Support - Serve as Tier 2/3 applications support for FLIR EFD products, answering integrator and end-user questions on wiring, addressing, FACP integration, IP configuration, and commissioning. • Commissioning & Field Sales / Support - Travel on-site (25–35%) for first-article commissioning, integrator ride-alongs, and troubleshooting escalations. • Voice of the Field - Feed installer pain points, RMA trends, and code interpretation questions back to Product Management to shape the EFD roadmap.

• Strategically partner with Sales Executives and clinician-led Sales Solution Architects to lead and shape complex pre-sales engagements across payer and provider markets, ensuring technical alignment between customer enterprise architecture and MCG solutions. • Serve as the primary technical point of contact for customer and prospective IT, security, architecture, and digital health stakeholders throughout the sales cycle. • Lead and architect technical solution strategies related to Smart on FHIR, RESTful APIs, healthcare data exchange, and enterprise system integrations. • Apply deep expertise in API-driven, service-based, and event-driven architectures to support embedded workflows, system extensibility, scalability, and enterprise-grade integration patterns. • Explain and validate integration approaches involving structured and unstructured healthcare data, including data normalization, transformation, and downstream data usage. • Translate and articulate how AI models are incorporated into MCG solutions, including data inputs and outputs, governance frameworks, model oversight considerations, and integration into enterprise clinical and operational workflows. • Lead highly complex, multi-system, multi-stakeholder enterprise deals involving EHR integrations and digital ecosystem expansion. • Influence solution positioning and commercial strategy by aligning technical architecture with customer business outcomes. • Contribute to long-term solution strategy based on market feedback and enterprise customer needs. • Own and drive complex technical due diligence activities, including enterprise security reviews, vendor risk assessments, technical RFP/RFI responses, and penetration testing discussions. • Discuss authentication, authorization, identity management, and secure data exchange patterns, including OAuth2, SSO, and role-based access controls. • Design and present technical solution architectures, system diagrams, data flow diagrams, integration specifications, and deployment models aligned to customer environments. • Partner with Product, Engineering, SEAD, Security, and Implementation teams to validate technical feasibility, assumptions, constraints, and solution scope. • Clearly communicate technical capabilities, limitations, dependencies, and trade-offs to internal and external stakeholders. • Assist in defining implementation approaches, integration timelines, and technical prerequisites to support effective post-sale handoff. • Collaborate with Marketing and Revenue Operations to develop and maintain technical collateral, reference architectures, and technical enablement materials. • Proactively identify and mitigate technical and architectural risks early in the sales cycle.

• Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges. • Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations. • Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB. • Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption.