• Run structured, repeatable technical discovery using frameworks you help define and continuously improve. • Design and deliver high-impact demos tailored to customer workflows, business outcomes, and stakeholder personas. • Create proof-of-value frameworks, architecture diagrams, and technical validation paths that are reusable and scalable. • Drive the technical components of MAPs and support structured qualification (MEDDICC/MEDDPICC or similar). • Set precise expectations around feasibility, configuration, limitations, and future-state solutions. • Translate complex business problems into actionable, clearly communicated technical solutions. • Serve as a subject-matter expert across APIs, integrations, data ingestion, identity, permissions, and workflow orchestration. • Help establish technical documentation, demo flows, architecture templates, and discovery guides that form the SE center of excellence. • Create ROI and business case narratives that quantify impact and support commercial strategy. • Act as a cross-functional partner to Product, Engineering, Marketing, and CS; sharing patterns, blockers, and opportunity signals. • Partner with AEs to define deal strategy, meeting structure, and competitive positioning. • Help build a best-in-class SE discipline by creating repeatable processes, frameworks, scripts, and technical assets. • Contribute to sales enablement by shaping best-in-class discovery training, demo readiness materials, and playbooks. • Represent the SE function in feedback loops, providing insights that fuel roadmap, messaging, and go-to-market evolution.