• Partner with sales professionals to qualify opportunities and shape the technical sales strategy. • Lead technical discovery sessions to assess client infrastructure, security posture, and operational needs. • Translate technical requirements into clearly articulated business outcomes. • Identify technical risks and dependencies early, and flag them before they reach delivery. • Design right-sized solutions spanning managed IT, managed cybersecurity, cloud, professional services, and AI-enabled offerings. • Produce solution architectures, network and infrastructure diagrams, and bills of materials (BOM). • Ensure every solution aligns with Harbor IT’s service delivery standards and is realistically deliverable by our operations teams. • Build the technical content of proposals, Statements of Work (SOW), and technical deliverables. • Define scope, assumptions, deliverables, and out-of-scope boundaries clearly enough to protect both the client and Harbor. • Provide accurate scoping and pricing inputs — labor, hardware/software BOM, recurring vs. project — to sales professionals and revenue operations. • Support change-order and renewal scoping as engagements evolve. • Serve as the technical advisor to the client throughout the sales process. • Deliver solution presentations, whiteboard sessions, technical workshops, and demonstrations. • Respond to RFPs, security questionnaires, and technical objections with substance and specificity. • Work closely with the sales team, engineering, project management, and service delivery to ensure sold solutions are deliverable as scoped. • Document discovery findings, design decisions, and assumptions for a clean handoff to implementation. • Support a smooth transition from sales to onboarding and delivery. • Contribute to repeatable solution architectures, service packages, and reference designs. • Help refine proposal templates, SOW libraries, diagrams, and pre-sales processes.

• Lead the technical sales cycle — Own discovery, RFP/RFI responses, solution design, product demos, and proof-of-value engagements from start to finish. • Communicate with impact — Translate complex technical concepts into clear, business-focused narratives tailored for both technical audiences and C-suite stakeholders. • Build lasting relationships — Develop trusted partnerships with engineering teams, IT leaders, and executive decision-makers across customer organizations. • Design tailored solutions — Architect customized approaches that directly address each customer's unique security and compliance challenges. • Collaborate cross-functionally — Partner closely with Product, Business Development, and Customer Success teams to ensure seamless solution delivery and an outstanding customer experience. • Stay ahead of the industry — Continuously monitor market trends, competitive landscape, and emerging technologies to keep Thales’s solutions positioned at the cutting edge.

• Prepare and deliver presentations and demonstrations of all the Trintech’s Record to Report accounting solutions • Setup of standard and custom solution demonstrations • Assist sales in determining the right solution to meets the customer’s needs • Keep current on new product functionality, industry trends and accounting standards • Educate prospects and clients through webinars • Networking at corporate and marketing events with existing customers to maintain links and promote additional products and service • Serve as industry and product expert within the organization, and provide a feedback loop to Product Management

• Deliver demonstrations that align the NiCE portfolio with the customer’s business challenges • Identify all functional and technical challenges of assigned accounts • Manage and interpret customer requirements and use astute questioning skills to understand, anticipate and exceed customer needs. • Influence and educate clients that NiCE’s solution will best satisfy their needs in terms of ease of use, quality, benefit, and value. • Lead in all technical aspects of the sales process. • Assist with the definition and execution of successful proof of concepts (POC), where appropriate. • Actively contribute to a team approach with account executives and overlay teams. • Provide product feedback and suggestions to Product house. • Able to promptly respond to functional and technical elements of RFIs/RFPs • Professionally and independently conduct discovery conversations and needs analysis for both business and technical topics