Sentinel Cybersecurity

• Act as overall quarterback for the reseller business within the region – driving a comprehensive territory plan that identifies go-to partners within each territory covering all Egnyte technology specializations, engaging Egnyte specialists as needed to build partner competency • Create a strong partner eco-system in your territory by identifying and onboarding new partners • Develop and grow new and existing Egnyte channel partners to increase pipeline and revenue contribution • Develop, drive, and execute strategic partner sales plans with partner leadership • Build strong relationships across key partner stakeholders to strengthen the partnership. • Develop and execute partner marketing campaigns working closely with Partner Marketing to drive incremental revenue • Present Egnyte solutions at partner events • Work cross-functionally within Egnyte key stakeholders and build a “one-team” attitude with all extended stakeholders • Build capacity, capability, and collaboration within a portfolio of Partners to achieve loyalty and transformation. • Work with extended team to provide multiple touchpoints in partner organizations to scale resources.

• Ensure Egnyte’s largest and most strategic customers renew and grow their business with us • Conduct architectural discovery sessions and business impact analysis workshops to understand the requirements and value related to the business outcomes of solution recommendations. • Collaborate with account teams to conduct technical discovery, align use cases with platform capabilities, and guide deal strategy. • Define scalable, secure architectures, including leveraging Egnyte’s APIs and third-party integrations to meet complex customer requirements. • Prepare and deliver presentations and briefings for executives and technical leads, utilizing both storytelling and technical approaches to convey information appropriately for each audience type. • Deliver documentation and high-level design overviews for proposals, Proof-of-Concepts (POCs), and implementation handoffs. • Collaborate with other Principal Solutions Architects to develop and enhance discovery and sales facilitation frameworks and tools. • Actively engage in the developing and enhancing of best practice knowledge bases and information sharing. • Serve as a liaison between early adopter customers and prospects and our Product Beta Programs

• Customer Engagement: become deeply familiar with the Egnyte selling motion. Learn what’s working, what’s not working in Professional Services Sales and lead process-improvement tasks & initiatives. This will include development of key metrics, sales coaching, live-mentoring, SOP improvements, etc.… • Team Management: lead the existing Professional Services Sellers in a player-coach capacity. This includes all management responsibilities and ultimate accountability for the key metrics and success of the team. • Metric Management: like all Professional Services Sales organizations, the leader must balance core SaaS revenue attainment, with PS Sales Bookings. This role requires the experience of walking that line & being able to make balanced decisions. You’ll be accountable for PS Bookings, Attach rates, Discounting rates, and partner with your Delivery peers on PS revenue, quality rates, and more. • Sales Engagement: build effective working relationships with Egnyte sellers and sales leadership. Help them accomplish quicker conversion times & rates, while balancing the need for quality Professional Services engagements. Your sales peers will become your most critical partners. • Strategy Guidance & Feedback: serve as the "voice of the field/customer" as the primary connection of what our sellers and customers need from Professional Services. You’ll work closely with the PS Delivery leaders to make improvements as necessary.

• Horizontal Strategy and Execution • Finding the right focus: Since horizontal is a broad category, you’ll work with Sales, Product Marketing, and Leadership to figure out which specific industries we should double down on. You will help us move from a catch-all approach to a targeted strategy based on where we see the most growth. • Running the plan: Once those spots are picked, you will execute. This involves picking the right trade shows, hosting Egnyte events, and working directly with Sales to turn event conversations into a measurable pipeline that actually closes. • Working with the Channel: You’ll partner with our Channel team to find ways to use our partner network to expand our reach, so we don't always need an Egnyte employee at every single regional event. • Centralized Planning "The Glue" • Fixing the process: We need help with standardization. You will lead the centralized planning rhythm for the team, creating the shared calendar and playbooks that ensure our horizontal, vertical, and virtual activities are all in sync. • Event-in-a-Box: You’ll develop standardized frameworks that the whole team can use to keep our quality consistent, no matter who is running the event. • Driving Growth through Tech Levers • Implementation and Growth: Egnyte is investing heavily in our tech stack, including tools like Splash, Cvent, Outreach, and iCapture. You will lead the charge on making sure these aren't just extra admin tasks but are actually used as levers to drive better engagement and faster lead follow-up. • Team Leadership and Budget • Managing and Mentoring: You’ll lead a team of two who are already doing the work: a Field Marketing Manager focused on horizontal strategy and the tech rollout, and a Virtual Event Lead who runs the virtual event engine for the entire company. • Budget Ownership: You will oversee a significant budget. We need someone meticulous about where the money goes, ensures our forecasting is accurate, and can prove the ROI on what we’re spending.

• Develop tools to measure & monitor performance bottlenecks within the application • Triage reported performance issues and translate them into reproducible test scenarios • Collaborate with production Engineering and application engineering teams to design and execute production scenarios that will assess code and 3rd party performance • Develop and run PSR tests and measure stats for them • Work with various sub teams to ensure SLA of their core apis are tracked and maintained release over release • Application and architecture code profiling • Infrastructure and application performance tuning • Troubleshooting performance issues • Ability to distill volumes of data, analyze performance results, and diagnose performance problems • Capacity estimating, modeling, or planning

• Become a product expert including the technical knowledge and practical business application • Manage new customers after the implementation process in order to ensure successful onboarding and adoption of our platform • Develop strategic success plans for your customer segment that outline critical success factors, metrics for success, timelines, and potential issues while providing recommendations to internal and external teams • Perform quarterly business reviews, product roadmap discussions, and on-site visits to ensure customer retention and successful renewal of services • Keep customers informed of process and procedural changes • Manage resolution of escalated customer issues • Maintain a positive working relationship with Product Management and Engineering to resolve issues and to communicate customer needs for future product enhancements

• Work with fast-paced development team in designing and implementing our next generation, hybrid-cloud file sharing solution. • Research and leverage latest cloud and distributed systems technologies to develop features, performance improvements and scalability for file sharing in cloud-to-on-premise and cloud-to-cloud settings. • Own end-to-end feature development, from design through hands-on implementation, testing, deployment, monitoring in production and troubleshooting. • Leverage big data analytics to drive product design, usage and adoption. • Perform root-cause analysis of complex problems that may involve third party software, network configurations and software relating to scaling and performance.

• Planning and Strategy • Own calendar of 15+ webinars a month. • Planning targeted, compelling webinar themes & topics in partnership with Campaigns and Product Marketing, managing timelines and deliverables. • Align strategy with broader Demand Generation campaigns and Field events, ensuring webinar offers align with themes, buyers’ journey and pipeline goals. • Work with presenters (Customers, Prod. Marketing, Subject Matter Experts) to ensure they deliver valuable, compelling content. • Driving Registration & Audience Growth • Develop targeted multi-channel promotion plan (email, web, social, 3rd party associations & publications) to drive registrations and attendance. • Manage program execution including timeline, deliverables, specifications, and SLAs to rapidly generate compelling high-converting landing page and email copy, social snippets, for multi-channel promotions. • Leverage AI to speed up execution and optimize. • Work with Campaign ops team to build and manage programs in Marketo, including registration forms, confirmation triggers, and calendar invites. • Database Segmentation: Identify and target specific segments to ensure the right audience is targeted. • Day-of Production & Execution • Technical directing within the Zoom platform, managing the green room, audio/video checks, and slide transitions. • Live Engagement: Moderate live Q&A, launch strategic polls, and manage "Call to Action" buttons to drive mid-webinar demo requests. • Troubleshooting: Serve as the primary point of contact for technical glitches, ensuring a seamless experience for speakers and attendees. • AI Repurposing: Use AI video tools to identify high-value moments and quickly clip them for "snackable" social content for the campaigns, email team, and sales reps. • Sales Enablement & Follow-Up • Build and deploy sequences in Outreach for XDRs, including personalized talking points and offers based on attendee engagement. • Configure automated workflows to ensure "Hot Leads" are routed to the appropriate AE in Salesforce immediately. • Translate attendee behaviors (e.g., questions asked, time spent) into "intent signals" visible to Sales within their SFDC view. • Deliver a 24-hour turnaround kit for Sales, including a session summary, attendee "hot lists," and pre-written email templates. • Performance Reporting • Use Tableau, SFDC and Marketo to track and report on end to end campaign performance • Tracking, reporting and analyzing campaign and tactic performance using data-driven insights. • Optimizing based on performance and targets.

• Support all sales and renewals teams throughout complete sales and renewals cycles • Offer deal intelligence to assist sales leaders in decision-making • Assist sales with positioning value against competition and constructing favorable deals • Ensure timely review and approval of all deal requests • Help build scalable and repeatable processes to ensure swift sales cycle • Draft special terms and commercial terms for deals independently, subject to review with Deal Desk leadership & Legal • Provide guidance to sales on deal structuring in a way that meets customers’ requirements, sets them up for maximum success, and maximizes TCV • Participate in deal reviews and commercial conversations with sales • Collaborate with Sales Enablement team to build and deliver training sessions for sales • Work within the Salesforce.com CRM & CPQ system to assist sales

• Execute data and permission migration projects from on-premises and Cloud sources to ensure successful customer deployment and adoption of the Egnyte platform • Act as liaison between customers and internal teams for monitoring, reporting, and troubleshooting of migration jobs • Engage with customers and internal teams to provide status and escalate issues • Communicate professionally and succinctly and follow Egnyte Professional Services Standard Operating Procedures (SOP).