• Play a critical front-end role in uncovering customer pain and qualifying Kubernetes-centric opportunities • Accelerate pipeline creation across large enterprises (LE) across SLED, healthcare, manufacturing, retail, and service provider segments • Partner closely with Account Executives, Solutions Architects, and Product Marketing to identify where Pulse8 can deliver clear business and operational value • Proactively engage prospects through outbound campaigns, inbound inquiries, partner leads, and event follow-ups focused on Kubernetes and cloud-native initiatives • Conduct structured discovery conversations to uncover pain points related to Kubernetes Day-2 operation, data protection, resiliency, and lifecycle management, platform sprawl and operational complexity, cost control and governance for container platforms • Qualify opportunities using MEDDICC / BANT-style frameworks with a strong emphasis on use-case validation and technical fit • Generate net-new qualified pipeline specifically for Pulse8 Kubernetes engagements • Partner tightly with Field Sales and Solutions Architects to progress opportunities from discovery to technical validation (POC, workshops, assessments) • Clearly articulate customer needs, buying triggers, and success criteria when handing opportunities to the field team • Educate prospects and partners on DataCore’s Kubernetes strategy and Pulse8 value proposition • Support channel-led motions by enabling partners to identify Kubernetes opportunities within existing customer bases • Act as a trusted first point of contact for customers beginning or expanding their Kubernetes journey • Maintain accurate and detailed opportunity records in Salesforce, including discovery notes, personas, timelines, and next steps • Consistently meet or exceed activity, pipeline, and qualification targets