Kentik

• Lead and execute technical professional services projects, ensuring successful implementation of advanced features and integrations • Provide expert guidance on network observability, helping customers design and optimize their infrastructure using Kentik insights • Proactively dig into customer usage patterns and network data to uncover untapped opportunities to provide value. You will identify where the customer can gain more visibility and recommend specific features or workflows to help them achieve their goals • Help customers integrate Kentik with their own in-house tools, systems, and workflows, utilizing APIs and scripting where necessary • Conduct technical check-ins to maintain high success rates, share new features/roadmap, and identify new opportunities for customers to expand their use of the platform • Act as a champion for customer requirements, channeling detailed technical feedback and feature requests to the Product Management organization • Assist in identifying opportunities to expand technical documentation and collateral to help other customers succeed • Partner with Customer Success, Product, and Engineering teams to deliver results and ensure alignment with customer goals

• Lead and execute technical professional services projects, ensuring successful implementation of advanced features and integrations • Provide expert guidance on network observability, helping customers design and optimize their infrastructure using Kentik insights • Proactively dig into customer usage patterns and network data to uncover untapped opportunities to provide value. You will identify where the customer can gain more visibility and recommend specific features or workflows to help them achieve their goals • Help customers integrate Kentik with their own in-house tools, systems, and workflows, utilizing APIs and scripting where necessary • Conduct technical check-ins to maintain high success rates, share new features/roadmap, and identify new opportunities for customers to expand their use of the platform • Act as a champion for customer requirements, channeling detailed technical feedback and feature requests to the Product Management organization • Assist in identifying opportunities to expand technical documentation and collateral to help other customers succeed • Partner with Customer Success, Product, and Engineering teams to deliver results and ensure alignment with customer goals

• Manage all technical aspects of the sales journey including product demonstration, proof of concept, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers • Integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers

• Manage all technical aspects of the sales journey including product demonstration, proof of concept, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers

• Manage all technical aspects of the sales process including product demonstration, proof of concept, customer on-boarding, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers

• Manage all technical aspects of the sales process including product demonstration, proof of concept, customer on-boarding, and feature requests • Respond to RFIs, RFPs, and RFQs • Assist marketing in identifying opportunities to expand product marketing collateral to help close sales opportunities • Champion of listening to customer requirements to channel product feedback and feature requests to the product management organization • In collaboration with Customer Success, post-sales engineering check-ins with customers to maintain high customer success rates, share new features and product roadmap, and help customers integrate with their own in-house tools and systems • Work in tandem with account team to meet or exceed monthly, quarterly, and annual booking objectives • Attend trade shows, conferences, and meetups • Requires frequent travel (30%+), often on short notice, including regular onsite meetings with current and prospective customers

• Partner closely with senior leaders to provide thought leadership and strategic People and HR consultation, aligning people strategies with business objectives • Lead cross-functional People initiatives and programs from concept to execution (e.g., org design, engagement, performance, workforce planning), ensuring delivery on time and within scope • Drive change management and organizational development efforts that increase agility, efficiency, and effectiveness across teams • Act as a coach and advisor to leaders at all levels on team effectiveness, performance management, career development, and employee engagement • Collaborate with People team counterparts to build and scale initiatives that support a diverse, inclusive, and high-performing workforce • Identify talent gaps, succession risks, and development opportunities; provide candid, data-informed insights to inform talent planning and org design • Support and help shape the implementation of enterprise-wide programs (e.g., talent reviews, engagement surveys, competency frameworks), tailoring adoption for client groups • Champion our culture and values, working as a cultural steward across leadership levels and business units • Contribute to continuous improvement efforts within the People function; proactively identify process enhancements and solutions to support organizational growth • Remain flexible to support business-critical projects and ad hoc initiatives in a fast-paced SaaS environment.

• Identify and foster key customer champions across different parts of the customer organization and take responsibility for the customer’s long-term health and success • Support customers through the Kentik Customer Journey: from on-boarding through adoption, to renewal and growth • Establish and maintain rapport with all assigned accounts • Work closely with your team of Post-Sales Engineers, Account Executives, Product Management, Sales Engineers and Kentik Leadership to ensure customers have an optimal experience and achieve their desired outcomes • Identify and call out account risks • Capture key customer needs, translate them to internal tasks, and execute • Aim to become each customer’s trusted advisor by displaying a high degree of emotional intelligence and being each customer’s advocate back to other Kentik teams • Ability to work in a customer-first, team collaborative setting, supporting other team members and sharing what is working as well as what could be improved • Travel on-site to key customers as needed

• Prospect for new business to rapidly expand territory coverage and build a strong new-logo pipeline • Generate a consistent, high volume of qualified opportunities to drive predictable, repeatable revenue • Maintain disciplined pipeline hygiene to support accurate forecasting and reliable business planning • Own the full sales cycle — coordinating closely with product, solutions engineering, product management, customer success, alliances/channel, and marketing teams to deliver seamless customer experiences • Drive quarter-over-quarter territory growth by balancing new business acquisition with thoughtful account expansion • Partner with marketing to design and execute demand-generation programs and field events that fuel new pipeline • Stay up-to-date on competitor positioning and industry trends to inform your sales strategy and strengthen customer conversations

• Understand and map out platform requirements from both Customers and Product Managers, define the associated roadmap for the platform to support these, and work with both backend and frontend engineering teams to deliver them • Act as Product Management’s main liaison with Platform engineering, teaming up with them to deliver next levels of scale, or unlock technology evolutions to enable future features in all lanes of our portfolio • Roadmap and orchestrate the development of these new features, support their timely delivery and lifecycle, be the internal and customer champion who owns them • Further define and strengthen Kentik’s API first strategy and drive evolutions that help our customers integrate Kentik more tightly into their infrastructure operations • Partner with Kentik’s Engineering and Operations team to further productize and package our OnPrem vs SaaS platform deployments • Own the strategy, lifecycle and roadmap for all of the company’s Telemetry agents • Extend the breadth of Kentik’s platform capabilities in areas such as: topology, event management, external Internet datasets used for telemetry enrichment • You don't only craft products - you deliver the accompanying vision and strive to deliver a compact yet clearly defined message to both customers and partners within the company