Armis

• Design, build, and maintain robust AI pipelines for data processing, model training, and deployment. • Collaborate with data scientists and engineers to implement cutting-edge AI solutions. • Optimize existing AI infrastructure for performance, scalability, and reliability. • Troubleshoot and resolve issues in the AI pipeline environment. • Document and maintain best practices for AI pipeline development and deployment • Develop and implement Minimum Viable Product (MVP) code for AI initiatives. • Collaborate with other engineers to transition MVP code to production-ready systems.

• Provide second-level support with a focus on our EMEA and APJ-based customers • Help resolve customers’ most pressing technical issues • Take ownership of customer cases and troubleshoot customers’ issues • Support our customers in making the most of our products • Work on projects either within/with other teams to create a company-wide impact

• Lead and contribute to architectural initiatives designed to improve the scalability and cost-efficiency of our Federal environment. • Serve as the senior technical escalation point for Data Infrastructure issues in FedRAMP. • Collaborate with the Data Infrastructure team to enhance and validate Disaster Recovery (DR) strategies. • Ensure the health and performance of core stateful systems (PostgreSQL, MongoDB, Kafka) under strict compliance constraints. • Partner with security teams to implement necessary controls, including automated certificate management, network policy enforcement, and regular security patching.

• Develop the overall strategy and target Partners for our GSI, CSP and Technology partners ecosystem. • Serve as Executive Sponsor for these Partners, as well as escalation point. • Recruit and manage a sales-oriented team in order to achieve set KPI and Targets. • Collaborate with Sales and Service Leadership to ensure Partners are working successfully and fully engaged. • Build business plans and measure regularly across all Partner Types. • Participate in Partner QBRs and drive performance and tweak execution where required and report back to entire Partner Team. • Work with Executive Team to align with company priorities and report status and perform QBR’s. • Engage with Enablement and Partner SE teams to ensure proper tools are in place and delivery and execution is working with Partners. • Help RPM’s with engagement of Strategic Partners. • Work with our Partner Marketing teams to build plans and ensure proper execution of events and track performance on any spend / activity. • Work closely with ServiceNow counterparts and teams to ensure coordinate effort and focus on right Partners.

• Lead and mentor a team of Resident Engineers dedicated to managing platforms for our top-tier customers. • Act as the primary point of contact post-implementation, taking a critical role in issue management to expedite customer resolutions and ensure satisfaction. • Foster a trusted advisor relationship with customer partners and executive sponsors, driving product adoption and ensuring the solution delivers full business value. • Serve as an escalation point for customer concerns and provide strategic guidance to internal teams in handling escalations. • Collaborate with Customer Experience Leadership to align account activities with the customer's business case and strategy. • Prepare and educate customers on new features and releases. • Ensure the successful adoption of Armis playbooks and processes by Resident Engineers. • Provide monthly KPIs relating to Resident Engineer Program. • Identify Resident Engineer renewal risk and collaborate with internal teams to remediate and ensure a successful renewal. • Be the voice of the customer, collecting feedback to drive continuous improvement across all areas, including product development. • Collaborate closely with the sales team to effectively sell and position Success Services.

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively. • Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets. • Target and gain access to decision-makers in key prospect accounts in the assigned territory. • Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CISO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment. • Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, Sales Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level. • Work cooperatively with partners to leverage their established account presence and relationships. • Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com • Builds and maintains a network of sources from which to identify new sales leads. • Communicates with enterprise customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs. • Demonstrates the functions and utility of products or services to customers based on their needs. • Ensures customer satisfaction through ongoing communication and relationship management: resolves any issues that may arise post-sale. • Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.

• Own the strategy and execution of sales initiatives targeting the enterprise market • Develop a deep understanding of customer pain points, industry trends, and Armis’ unique value proposition • Build and nurture strong relationships with key technical and decision-makers, including C-suite executives • Collaborate cross-functionally with technical, marketing, and customer success teams to deliver tailored solutions • Maintain an accurate pipeline and forecast within SFDC • Lead your pod of BDR, Sales Engineer, Partner Manager and Customer success to drive consistent results - building pipeline of new opportunities, bringing onboard new clients and expanding with existing clients • Represent Armis at industry events, conferences, and client meetings to showcase our thought leadership

• Work closely with our prospects to: • Provide virtual and in-person technical demonstrations • Deploy proof-of-value installations • Lead technical training sessions based on POV findings • Support marketing activities, conferences, speaking engagements • Consistently and cogently address our prospects needs through astute verbal and written communication skills • Thrive in a team-oriented culture through delivering a significant individual contribution while collaborating with and strengthening teammates • Think critically, spanning the sales process through customer support, troubleshooting, and developing new use cases for internal and external consumption. • Develop prospect facing documentation • Expected to travel up to 40% of the time on average (can vary by region)

• Own the book of active Armis customers within their region focusing on value realization, expansion of adoption and usage, and overall customer sentiment • Drive the "1+1=3" strategic narrative across the Customer Success organization • Govern critical cross-functional processes with integrated teams • Define and evolve the Success interaction model and partner ecosystem • Oversee successful personnel integration into the new ServiceNow environment • Re-orient Success focus towards real value realization from business personas/users • Ensure tracking and managing customers within a defined Customer Journey • Manage business in alignment with Success Levels ensuring appropriate capacity and efficiency • Strengthen relationships with Sales to foster a cohesive GTM team • Work with Customer Marketing team to nurture advocacy initiatives

• Develop and execute comprehensive regional marketing strategies that drive pipeline creation, expand existing accounts, and improve territory health. • Align regional programs with corporate campaigns, product priorities, and sales objectives. • Identify market trends and competitive dynamics within cybersecurity to continuously evolve and optimize field programs. • Execute integrated campaigns leveraging email, digital, LinkedIn, and ABX tactics. • Partner with content and digital teams to tailor messaging and assets for regional and partner-led engagement. • Drive 1:1 and 1:few Account-Based Experience (ABX) initiatives to deepen buying group engagement within strategic accounts. • Lead Armis-branded executive events, regional programs, partner co-marketing initiatives, and third-party industry conferences. • Deliver high-touch experiences (including executive roundtables and CISO-focused engagements) that strengthen relationships and generate demand. • Own end-to-end execution, ensuring seamless logistics, clear messaging, and measurable pipeline impact. • Partner with regional sales leaders to identify priority accounts and design account-based and territory-based marketing programs. • Collaborate with partner and alliance teams to develop joint initiatives that expand reach and accelerate co-sell opportunities with our partner ecosystem. • Build scalable, repeatable regional programs that support Armis’ cyber exposure management positioning across IT, OT, IoT, healthcare, and cloud environments. • Establish clear KPIs tied to pipeline creation, influence, and acceleration. • Track campaign and event performance, using data-driven insights to refine strategies and maximize ROI. • Manage regional marketing budgets responsibly, ensuring investment is aligned to pipeline impact. • Serve as the primary marketing liaison to the Americas Sales team, aligning on pipeline targets and regional priorities.