• Engage with prospects’ technical stakeholders to understand pain points, identify use cases, articulate key differentiators of our solution, and address technical objections • Analyse customer requirements to make sure that their needs are met by the solution proposed • Produce white papers to both demonstrate industry leadership as well as to address pertinent questions from prospective customers • Host technical deep-dive workshops and training sessions with customers’/partners’ technical resources, providing them with an in-depth understanding of the operation of the product and how best to utilize it within their organization • Work with the Sales Engineering team to make a significant contribution to the customer’s overall solution design through review and consultation (network design, enterprise service design, mobile application design, and business process design) • Join the project manager in partaking in customer project progress meetings to provide risk mitigation support and best practice guidance. • Engage with Entersekt Product leadership to discuss required features and functionality to continue driving effective value proposition into the market. • Own the development of user assistance material to accelerate the adoption of new features • Work with the Sales Engineering team to produce solution designs and specifications detailing product configuration, integration points, custom interfaces and technical risks and complexities.