• Be a trusted technical partner in Enterprise deals • Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments • Lead discovery and technical qualification • Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities • Deliver tailored demos and PoVs • Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact • Maintain continuity through the customer lifecycle • Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to • Translate technical depth into business value • Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency • Own technical deal strategy • Navigate objections, competitive positioning, and technical concerns throughout the sales cycle • Collaborate cross-functionally • Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning • Support enablement and knowledge sharing • Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment • Own post-close technical continuity

• Develop, maintain, and monitor a target list of key data center and/or process cooling customers and work with 3rd party independent reps as appropriate to hit target sales. • Grow strong relationships as the point of contact for these owner customers and channel partners. • Build an opportunity pipeline for process cooling; provide monthly forecasts for awards and revenue; and communicate regularly with the director of process cooling. • Work with marketing and engineering to create compelling sales presentations & proposals highlighting LG’s value proposition and differentiation. • Personally sell LG cooling technologies including chiller products to both reps and customers. • Providing ongoing training and education of reps and customers regarding process cooling technology and LG advantages focusing on chillers. • Enable required customer support directly or with the help of LG’s customer call center and field support teams. • Be an internal expert and customer advocate to influence product and process roadmap decisions.

• Work with sales leadership and clients to design, create and present business solutions to increase client revenue growth. • Establish key performance metrics and targets for the Sales Engineering team, regularly monitoring performance against goals and implementing strategies to drive improvement. • Collaborate with sales leadership to develop and execute effective sales strategies that align with company objectives and customer needs. • Oversee the technical validation process, ensuring POVs are scoped correctly, executed efficiently, and tied directly to business value. • Partner with global SE Leadership to refine and scale the core sales engineering processes such as discovery, technical qualification, targeted demos, and targeted POVs. • Provide leadership and engagement with key Menlo Partners and customers • Participate in regional industry events/organizations as a thought leader. • Drives regional product requirements with Product Management and Engineering. • Analyze market trends, competitive landscape, and customer feedback to identify opportunities for optimization and differentiation.

• Act as the primary technical contact for Securiti AI solutions during the sales cycle • Lead technical discussions and deliver customized security solutions • Address customer needs in data discovery, posture management, and compliance • Design and present product demonstrations and proof-of-concepts • Collaborate with product, engineering, and customer success teams to ensure smooth transitions