• Deliver compelling customer presentations, technical demonstrations, and solution workshops (virtual and onsite) • Partner with Sales to translate customer business objectives into technical architectures and actionable solution designs • Lead technical discovery conversations focused on data protection, resilience, and cloud strategy • Conduct remote configuration reviews and provide consultative guidance on best practices • Support complex technical sales cycles, contributing to successful deal closure and long-term customer success • Manage accounts at a technical level to drive upsell and cross-sell opportunities • Collaborate cross-functionally with Support, Licensing, and Product Management, incorporating field feedback into product evolution • Provide advanced technical enablement and support to channel partners • Position solutions from a customer-centric, problem-solving perspective rather than product-based selling • Map technical requirements to measurable business outcomes and impact • Maintain accurate documentation and opportunity tracking using Salesforce.com and internal tools • Thrive in a fast-paced, evolving territory, adapting quickly to changing customer and market dynamics • Operate effectively in a remote environment with autonomy and accountability