Contrast Security

• Design, implement, and maintain scalable data pipelines and data feeds to support both BI reporting and core product features. • Contribute to the ongoing data platform modernization. • Work on problems of diverse scope, performing deep analysis of data to identify and resolve a wide range of technical issues. • Consistently perform high-quality design, coding, debugging, testing, and troubleshooting throughout the application development lifecycle. • Maintain and support internal product areas, ensuring stability and performance. • Mentor and proactively assist newer team members and interns, contributing to the team's technical knowledge base.

• Manage a portfolio of client accounts, serving as the primary point of contact. • Build and maintain strong relationships with clients to ensure satisfaction and retention. • Identify opportunities for account growth and upselling of additional services or products. • Collaborate with internal teams, including sales, support, and product, to address client needs and resolve issues. • Develop and execute account plans to achieve revenue goals and drive customer success. • Monitor account performance and provide regular updates and reports to clients and internal stakeholders. • Stay up-to-date on industry trends and developments to provide relevant insights to clients. • Represent the company in client meetings, presentations, and at industry events when necessary. • Manage pipeline and own weekly forecasting responsibilities within the CRM platform. • Lead, organize and present business reviews onsite with customers - expected travel around 25%.

• Lead, mentor, and grow a high-performing team of Sales Engineers. • Provide technical leadership and resource management for the team's sales pipeline. • Define and track team goals, metrics, and reporting to align with sales objectives. • Act as the primary technical escalation point for your team and customers. • Collaborate with Sales, Product, and Engineering leadership to drive strategic initiatives. • Develop and standardize sales engineering processes, tools, and materials. • Recruit, hire, and onboard new members of the Sales Engineering team.

• Product messaging – Create messaging that differentiates • Product content – Author informative, persuasive content that can be delivered through multiple channels • Sales and marketing enablement – Communicate our unique value proposition and differentiators to the sales team and develop tools & marketing material that support the selling process • Partner closely with other marketing teams to support and represent Contrast at industry and company events • Product launch – Plan the launch of new product releases and manage the cross-functional implementation of the plan • Market intelligence – Be the expert on your buyers and their buying process, as well as how to crush the competition • Public speaking – Present to audiences at industry events, tradeshows, and customer meetings • Customer pulse – Help identify customer requirements and, working with Product Management, define product strategy

• Provide technical ownership of sales opportunities, including demonstrations, POV requirements capture and installations, troubleshooting, and knowledge transfer • Refine and research the technical requirements of the opportunity • Understand / Educate / Evangelize the concept of continuous real-time application security and the need for it • Act as a thought leader and an interface between the Sales organization and technical staff to resolve outstanding issues • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management, and Engineering • Work closely with buyers in the process of integration of Contrast products • Ability to navigate an evaluation to success for both clients and Contrast • Understand the customer’s business drivers and how to map these to a Contrast solution • Develop technical materials for customers and other Sales Engineers • Document Sales Engineering processes • Set and manage expectations with senior stakeholders and team members and continuously maintain and develop technical knowledge

• Audit and overhaul existing content to meet the needs of a new product line. • Collaborate with design teams to provide clear and concise UI copy. • Develop and manage high-quality, reusable technical content within the Paligo CCMS. • Verify all documentation and UX copy by testing functionality firsthand. • Use design prototypes as a reference source to gather screenshots. • Leverage AI tools for research, generating quick first drafts, and maintaining consistency. • Act as an ambassador for documentation and build rapport with engineers and product managers. • Maintain a steady hand in a fast-paced environment and navigate shifting requirements.

• Serve as the primary technical point of contact for assigned customer accounts • Manage and coordinate customer technical engagements from onboarding through steady-state operations • Partner with customers to understand technical requirements, environments, and success criteria • Coordinate internal resources across Engineering, Support, Product, and Sales as needed • Track and manage technical deliverables, milestones, and dependencies • Facilitate technical discussions, working sessions, and status updates with customers • Identify technical risks and issues, and drive resolution in a timely manner • Ensure customer environments are configured according to best practices • Support deployment, integration, and optimization of the Contrast platform • Document customer technical details, decisions, and outcomes • Act as a technical escalation point and advocate for customer needs internally • Ensure a high level of customer satisfaction through consistent communication and execution

• Own and lead the Application Security product roadmap and strategy, ensuring alignment with overall business goals. • Work closely with customers to understand their security requirements, technical environments, and operating models for scaling security programs. • Lead the complete product lifecycle, from high-level strategy and market analysis to detailed user stories and product requirements. • Act as a liaison between technical teams (engineering and design) and business stakeholders to ensure alignment on goals and timelines. • Establish and track clear metrics to measure product success and customer adoption. • Maintain a deep understanding of AppSec market trends and technologies to create a compelling and competitive product strategy.