• Lead technical discovery with prospects to understand their security, compliance, cloud infrastructure, and development workflows. • Partner closely with Account Executives to develop deal strategy, identify technical champions, and guide prospects through evaluation, proof-of-value, and purchase decisions. • Deliver tailored product demonstrations, walkthroughs, and integration deep dives aligned to customer use cases and success criteria. • Act as the primary technical advisor during the evaluation process, addressing technical objections, competitive comparisons, and solution fit. • Develop and maintain deep expertise in our product capabilities, integrations, configurations, APIs, partner ecosystem, and competitive landscape. • Design and explain how our solution integrates with customers’ cloud providers, identity systems, version control platforms, and security tooling. • Ensure a clean technical handoff to Customer Success and Implementation teams post-sale. • Support revenue growth by responding quickly and effectively to inbound technical questions from Sales and prospects. • Help qualify opportunities by identifying technical fit, risks, and dependencies early in the sales cycle. • Participate in account planning, QBRs, and expansion conversations by demonstrating ongoing technical value. • Capture and communicate structured customer feedback to Product, helping influence roadmap priorities for the Upmarket segment. • Build reusable demos, technical documentation, reference architectures, and enablement materials in partnership with Product, Success, and Marketing. • Contribute to a collaborative, inclusive Solutions Engineering culture focused on continuous improvement, technical excellence, and customer empathy.