AppGate

• Responsible for the creation and execution of a short and long-term sales pipeline to capture new and existing opportunities within the region - NOLA y CCA. • Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities. Understand current, and future industry needs in market dynamics to deliver multiyear business deals. • Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deal. • Shape and execute global business development and sales strategy across senior-level direct and matrixed cross-functional teams. • Align sales objectives to the corporate strategy and financial performance measures. • Develop technology requirements and opportunities for internal product and marketing teams. • Identify relevant new business opportunities, ecosystems, partnerships and markets, gather market intelligence and design and drive "go-to-market" plans. • Uncover and qualify opportunities that will accelerate and drive growth within the geography.

• Lead and scale Zero Trust Network Access business across LATAM • Build a high-performing, multi-country go-to-market organization • Own the annual revenue plan, new-logo ACV and expansion ACV targets for the LATAM region. • Build and maintain a rigorous forecasting cadence (weekly commits, monthly QBRs, quarterly pipeline reviews) • Drive pipeline coverage of 6x quota across all stages • Manage regional sales budget, headcount plan, and operating expenses • Partner with Finance, Legal and Revenue Operations for multi-country agreements • Lead the direct sales organization covering large enterprise accounts • Personally engage at the C-suite and CISO level in strategic accounts • Establish and enforce disciplined MEDDPICC sales methodology • Recruit, develop, and retain top-tier enterprise sellers • Design and execute regional channel strategy • Own quarterly executive partner reviews • Guide regional Sales Engineering team and Marketing investment • Collaborate with Customer Success and post-sale account management • Build and maintain executive relationships with top enterprises and government entities

• Own the full lifecycle of personnel security clearances — initiations, sponsorships, reinvestigations, and terminations — using DISS/NBIS. • Serve as the primary liaison with DCSA (Defense Counterintelligence and Security Agency) and other cognizant security authorities. • Conduct security briefings, debriefings, foreign travel briefings, and annual security awareness training for cleared staff. • Maintain accurate records of cleared employees, visitor certifications, and foreign national contacts. • Manage and maintain AppGate's Facility Clearance (FCL) in accordance with DCSA guidance and NISPOM (32 CFR Part 117). • Oversee physical security controls including access management, classified storage, open storage areas, and classified destruction procedures. • Conduct and document periodic self-inspections; develop and track corrective action plans. • Manage classified visit certifications and coordinate cleared personnel access to government and contractor facilities. • Ensure proper handling, transmission, storage, and disposition of classified information and Controlled Unclassified Information (CUI). • Support program managers in reviewing DD Form 254s (Contract Security Classification Specifications) for new and existing contracts. • Partner with AppGate's IT and DevSecOps teams to ensure classified and sensitive program environments meet applicable security requirements. • Interface with government Program Security Officers (PSOs) on program-specific security requirements and deliverables. • Maintain compliance with NISPOM, ITAR, EAR, and relevant federal security directives across all cleared programs. • Develop and enforce security policies, procedures, and SOPs tailored to a software product company environment. • Investigate and report security incidents and violations to DCSA and appropriate authorities; drive root cause analysis and remediation. • Support CMMC assessments, government inspections, and contract-driven security audits. • Stay current on evolving federal security regulations and proactively update AppGate's security program accordingly.

• First Responder: Act as the initial point of contact for security events received via tickets, email, and telephone, ensuring elite communication with clients. • Proactive Threat analysis & Monitoring: Perform continuous monitoring, proactive searches, threat analysis, and vulnerability assessments using both documented procedures and your own investigative instinct. • Incident Response & Escalation: Solve technical problems independently. When necessary, accurately escalate complex issues to Level 2 analysts and Team Leaders. • Continuous Improvement: Actively participate and propose ideas in investigations focused on key information gathering. Explore and test new monitoring and remediation tools. • Documentation & Best Practices: Meticulously document all actions taken within incident management. Recommend improvements to GFC processes, procedures, and security policies of the area. • Team Collaboration: Collaborate with local team members, external staff, and participate in the training of junior analysts and interns.

• Partner directly with customers to understand technical requirements, workflows, and operational objectives. • Design and implement tailored technical solutions in customer environments. • Lead deployments, integrations, proof-of-concepts, and production rollouts. • Troubleshoot complex technical issues across infrastructure, networking, identity, APIs, and cloud platforms. • Translate customer challenges into scalable technical solutions. • Build scripts, automation, integrations, and lightweight applications to extend platform capabilities. • Develop APIs, connectors, and workflow automations. • Integrate with enterprise systems such as IAM, SIEM, endpoint management, cloud providers, and DevOps tooling. • Contribute reusable deployment patterns, templates, and tooling. • Work closely with Product, Engineering, Sales Engineering, Customer Success, and Support teams. • Provide product feedback based on customer needs and field experience. • Influence roadmap priorities through direct customer insights. • Document implementation best practices and operational runbooks. • Serve as a trusted technical advisor to customers. • Lead technical workshops, architecture reviews, and onboarding sessions. • Mentor customers and internal teams on deployment best practices. • Drive operational excellence and long-term customer success.

• Your engineering work will directly enable next-generation capabilities, including: • Threat Detection Engine: Build advanced detections to identify threats early, including identity compromise, privilege escalation, impossible travel, and data exfiltration across identity, network, device, and session telemetry. • ML Anomaly Detection: Production models using Isolation Forest, One-Class SVM, and Autoencoder neural networks to surface behavioral outliers that rules miss. • Risk Aggregation & Enforcement: Design/develop accurate and explainable risk scoring systems that continuously normalize and correlate detection signals into dynamic user, device, and session risk scores that directly drive adaptive access enforcement decisions. • Real-Time Detection Pipeline: Build scalable, low-latency streaming pipelines that process ZTNA events in near real time, enabling resilient, high-throughput security analytics. • AI Agent Security: Define and implement security controls for autonomous AI agents, including detection of agent drift, unauthorized resource access, prompt injection attacks, privilege escalation, data leakage, and other emerging threats in Agentic AI systems. • Autonomous Remediation (Roadmap): Leverage agentic AI to automate threat investigation, contextual analysis, and remediation workflows, enabling intelligent containment and response for high-confidence security incidents. • Design and implement detection algorithms spanning authentication, authorization, network/location, data access, session management, and temporal behavioral domains. • Train, evaluate, and deploy ML models on real-world identity and network telemetry; tune for production precision and recall targets. • Architect and operate the detection pipeline — from audit log ingestion through risk aggregation and Risk Sentinel integration. • Define the detection taxonomy — categorizing, prioritizing, and lifecycle-managing the full detection library using a scalable detection family model. • Instrument and improve signal quality — measuring MTTD, false positive rates, and MITRE ATT&CK coverage; partnering with red teams to validate detections against real attack scenarios. • Collaborate cross-functionally with security, product, and platform engineering to align detection coverage with customer threat models and roadmap priorities.

• Own the end-to-end design and implementation of the AppGate observability fabric — from telemetry SDKs in our clients and gateways, to the LogForwarder pipeline, to customer-side integrations. • Make foundational technical decisions — transport protocols, sampling strategies, schema design, correlation models — that determine whether our platform scales gracefully to hundreds of millions of events per day. • Enable next-generation capabilities, including OpenTelemetry-Native Telemetry Fabric, High-Cardinality Data Pipeline, End-to-End Distributed Tracing, On-Demand Packet Capture, and more. • Define telemetry schema, correlation model, transport, and sampling strategies spanning client devices, controllers, and gateways. • Validate at Customer Scale: Test in lab environments matching our largest deployments and hunt down cardinality explosions and pipeline backpressure before customers see them. • Drive Integration Standards: Own the OTLP, Prometheus, and JSON-log compatibility surface and validate ingestion into Datadog, Splunk, Nexthink, and Elastic. • Collaborate Cross-Functionally: Work directly with product, R&D, and marquee customers in defense and critical infrastructure to shape requirements and deliver outcomes that matter.

• **Secure Remote Access Platform: **Identity-bound, MFA-protected access anchored at the OT DMZ / Purdue Level 3, with session brokering, just-in-time privilege, and policy enforcement designed for industrial environments. • **Protocol-Aware Policy Authoring: **A Protocol Registry that maps OT protocol names (Modbus TCP, DNP3, IEC 61850, OPC-UA, EtherNet/IP) to port and transport defaults, making policy authoring OT-aware without changing the underlying enforcement model. • **Evidence and Audit Baseline: **Structured access logs capturing user identity, target, session start/end, and outcome - forwardable to Splunk, Kinesis, Datadog etc. supporting NERC CIP, IEC 62443, NIST SP 800-82, and CMMC audit requirements. • **Session Governance: **Enforced session recording, keystroke logging, step-up authentication, and dual-authorization approval workflows for regulated and defense environments. • **Asset Context Ingestion (Phase 2+): **API-based integration with OT visibility platforms (Dragos, Nozomi, Claroty) normalized into policy-ready attributes, without blocking access in the critical path. • **Design and implement **backend services across AppGate's distributed architecture — Controller, Gateway, and Connector components — with a focus on OT-safe deployment patterns. • **Build and maintain **REST and gRPC APIs supporting policy evaluation, access control, protocol registry management, and OT-specific system integrations. • **Apply Zero Trust principles **to remote access for industrial assets, accounting for the safety, uptime, and determinism constraints of OT environments. • **Integrate **with industrial protocols and OT asset types — PLCs, RTUs, HMIs, historians — running Modbus, DNP3, OPC-UA, Profinet, and EtherNet/IP. • **Own features end-to-end, **from architecture through production deployment in real customer environments. • **(Staff / Principal) **Define technical direction, lead architecture reviews, and support hiring as the OT engineering function scales.

• Develop a Strategy – Define a clear and compelling plan to expand our presence in government agencies. • Execute and Drive Growth – Implement that strategy to deliver closed-won deals and increased product adoption. • Pipeline Generation - Generate a robust sales pipeline, qualify opportunities, and provide accurate forecasts. • Sales Execution - Close deals with SLED agencies and drives product adoption within those organizations. • Complex Cycle Management: Lead and execute sophisticated, end-to-end sales cycles within the SLED market, often involving multi-departmental buy-in and complex RFP/RFI processes. • Collaborate with internal teams to deliver contract bids, proposals, RFQ responses, and Statements of Work that reflect our commitment to excellence. • Executive Relationship Building: Cultivate and maintain deep, long-term "trusted advisor" relationships with CIOs, CTOs, and Program Directors across state and local agencies. • Communication Mastery: Exceptional ability to distill complex technical value propositions into compelling narratives for both technical staff and non-technical elected officials. • Procurement Mastery: Deep understanding of public sector procurement vehicles (e.g., NASPO, NASCIO, NASTD, GSA Schedule 70, state-specific contracts – NY OGS, MA CommBUYS, Florida STC) and the legislative cycles that drive funding.

• Complete oversight of the global partner ecosystem, including leveraged sales bookings (sourced + co-selling/influenced), executive level relationship management, co-marketing programs and all other aspects of partner account management in a “partner first” sales and delivery model. • Refine, expand, and improve our existing channel strategy and define the types of channels/partnerships to build within specific market segments (i.e. reselling, distribution, referral, MSPs, cloud marketplaces etc.) • Manage and report on targets/KPI’s, actively tracking joint sales pipeline to measure success of the partnership and meet/exceed quarterly and annual bookings targets. • Develop and execute sales plans including strategy and tactical partner account management execution plans • Close collaboration with Sales leadership to execute on all partner related company objectives • Collaboration with supporting stakeholders (Revenue Operations, Marketing, Sales Engineering) to develop and deliver partner enablement programs • Evangelize the partner strategy with key stakeholders throughout the organization. • Contribute to the development of partner sales playbooks, processes, and best practices as we scale the function • Surface insights from your team's partner interactions to inform product roadmap decisions and broader go-to-market strategy • Executive Briefings: Synthesize complex account data into concise, outcome-oriented executive briefings for senior leadership (CEO/CRO level) on a regular basis. • Lead, coach, and develop a team of Partner Salespeople, helping them build the skills to manage complex SI relationships and drive partner-sourced and partner-influenced revenue • Build and support a team of Channel Managers to achieve overall channel revenue objectives and KPI’s. • Build a strong, culture-focused organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals. • Provide mentorship and professional growth opportunities to the alliance team. • Maintain an atmosphere of respect, mutual support, collaboration, flexibility, continuous learning, good humor, and commitment to business goals and partner needs to fulfill the company vision • Match employee skills and talent to tasks to ensure optimal engagement and performance • Establish and maintain relationships and effectively communicate with Partners, business unit leaders and senior management to ensure visibility and collaboration with appropriate key stakeholders • Responsible for the life cycle of people management, including recruitment, management, professional development, performance evaluation, and disciplinary actions (as required).