My value proposition is the “Joel Spolsky” value play “I’m smart and get things done” and I can talk them through my history of doing so. That can be either supporting sales by flying out to a customer site or being on a zoom call, leading a large cross discipline implementation, hands on keyboard going from an empty AWS account to a full architecture, deployment pipeline, and an ETL or online backend process with hands on development. They get professionalism not passion.
Don’t get me wrong, I am up to date on the latest back end tech in my niche, Gen AI and know when to use traditional machine learning techniques even though I’m going to defer to the specialists for ML implementations that can’t be done with managed services.
But what I am not going to do is work crazy hours.