• Own the Technical Win in Strategic Deals • Lead all technical aspects of the sales cycle for large, complex enterprise accounts • Translate customer business problems into clear, credible technical solutions • Ensure proposed solutions are feasible, defensible, and aligned with customer operational realities • Serve as the trusted technical voice with engineers, planners, IT professionals, and executive stakeholders • Deliver Compelling, Outcome-Driven Demos & Workshops • Design and deliver demos aligned to customer workflows, pain points, and success metrics • Tailor demonstrations for different personas, including engineering, operations, and leadership • Run technical deep dives, whiteboarding sessions, and proof-of-concept workshops • Clearly articulate why the solution works, not just what it does • Partner Closely with Sales to Shape Strategy • Collaborate with account executives on discovery, deal strategy, and positioning • Help qualify opportunities by assessing technical fit, complexity, and risk early • Influence pricing, packaging, and scope by grounding proposals in technical reality • Anticipate objections and equip sales partners with credible, technically sound responses • Bridge Customer Needs Back to Product & Engineering • Act as a feedback loop between customers and internal product and engineering teams • Distinguish true product gaps from solvable configuration or process issues • Advocate for scalable, standards-based solutions over one-off customizations • Help inform roadmap prioritization based on revenue impact and strategic value • Establish Credibility, Trust, and Long-Term Value • Build trust with senior technical stakeholders through honesty, precision, and reliability • Set clear expectations around capabilities, timelines, and outcomes • Support smooth handoff to implementation and customer success teams • Represent GridUnity as a long-term thought partner, not just a product expert