• Lead structured discovery across RCM workflows, data requirements, integrations, and success metrics • Deliver tailored, credibility-driven demos that surface real operational pain points (eligibility, denials, AR follow-up, prior auth, etc.) • Translate customer workflows into realistic automation plans • Scope data requirements and assess integration feasibility at a high level (APIs, files, system constraints) • Identify risks, assumptions, and dependencies early to provide proper sales alignment • Partner with Account Executives on technical validation, objection handling, and scope-to-price alignment • Document solution assumptions, constraints, and integration requirements for clean handoff • Participate in kickoff and early implementation checkpoints to reduce rework • Help clarify workflows and validate early acceptance criteria when needed • Surface risks early and coordinate mitigation across Sales, Product, and Delivery • Create reusable assets (discovery templates, demo frameworks, scoping checklists) • Improve consistency and quality across concurrent deals • Contribute to the long-term structure and maturity of the Solutions Engineering function