• Lead, coach, and develop a high-performing Sales Engineering team, fostering both technical excellence and customer empathy. • Define team goals, success metrics, and career development pathways to scale the function. • Champion a culture of collaboration with Sales, Product, Marketing, and Customer Success to drive overall GTM effectiveness. • Build scalable playbooks, processes, and best practices that enable the team to support growth across multiple regions and verticals. • Partner with Sales to qualify leads, uncover business challenges, and guide prospects through technical discovery. • Equip Sales teams with the tools, collateral, and training needed to articulate Claravine’s value. • Establish scalable pre-sales processes to ensure consistent and high-quality customer engagements. • Translate customer requirements into solution designs and repeatable use cases that highlight business value. • Oversee demo customization and optimization to meet industry-specific workflows and stakeholder needs. • Coach the team on balancing customization with scalable, productized approaches. • Provide structured feedback from prospects and customers to inform the product roadmap and GTM priorities. • Advise on price/value tradeoffs during solution design and deal structuring. • Represent the Sales Engineering team’s perspective in cross-functional roadmap and strategy discussions. • Drive creation of technical and business-facing materials (presentations, case studies, whitepapers, thought leadership pieces). • Partner with Marketing to align collateral with GTM strategy and ensure consistent messaging. • Position Claravine as a trusted advisor by contributing to industry conversations and best practices. • Partner with Solutions Architecture and Customer Success to inform implementation design and long-term success plans. • Map long-term customer journeys, including expansion proposals, renewal strategies, and adoption milestones. • Ensure seamless handoff between pre-sales and post-sales teams through documentation, training, and knowledge transfer.