• Assist sales with discovery process to identify quantifiable problems our solutions can solve. • Demonstrate/Workshop/Solution how our products/platform can help our prospects/customers achieve their desired business outcomes. • Provide deep technical expertise in the sales process, thereby identifying and influencing requirements early in the process. • Have a deep technical understanding of Smarsh’s products and 3rd party integration; conduct technical presentations. • Influence and capture the prospect’s technical requirements, own the architecture blueprint and re-validate with the prospect. • Provide technical leadership during complex, enterprise-level Proofs of Concept engagements to meet the technical success criteria in a positive and professional manner that exceeds expectations and sets Smarsh apart from competitors. • Take the lead on the technical responses associated with an RFI/RFP/RFQ etc. • Prepare internal solution design proposals for complex deployments. Work with all departments to prepare for large and complex implementations, including knowledge transfer, integration design, and product gap analysis. • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. • Regularly update systems of record (salesforce, SharePoint etc.) with presales notes/collateral etc. • Contribute best practices and content/collateral to broader presales and sales teams. • Travel as needed for internal/external meetings – Roughly 30 / 40%