• Develop technical solutions based on customer requirements and needs by leveraging the FNTS product offerings. • Collaborate with the sales team, FNTS architecture and service delivery team, and project management teams and with vendors to create solutions for customers. • Provide leadership to the organization leading to improvement of the current product offerings and new product and service development. • Considering the artistry of the opportunity, present technical solution options and consult with the client on recommendations. • Consult with sales executives and brand leadership to develop strategies and plans for key accounts. • Create document & analyze market and competitive data, pricing, value proposition, and TCO/ROI analysis. • Understand the client technical organization and identify key contacts within strategic accounts and develop and maintain relationships. • Ability to learn and become a subject matter expert on assigned FNTS products, FNTS solutions, partner products and partner solutions. • Provides expertise & consultation to lead client facing engagements. • Create quality deliverables to ensure the proposed solution or design is accurate and compelling. • Supports client due diligence and scoping activities. • Completes sales certification and accreditations for major partners and resellers. • Review proposals w/ sales and brand team to ensure they meet the customer requirements. • Participate in tradeshows, seminars, customer and partner events as needed

Role Description We are looking for a Sales Engineer who can bridge deep technical expertise with strong customer-facing skills. You will partner closely with Account Executives to drive technical discovery, demonstrate value, design solutions, and support customers throughout the sales cycle. This role is critical in helping security leaders understand and mitigate risks around non-human identities. Responsibilities - Technical Discovery & Solution Design - Lead technical discovery conversations with security, cloud, DevOps, and IAM teams - Map customer environments and requirements to Token Security’s capabilities - Design tailored solution architectures - Product Demonstrations & Proof of Value - Deliver compelling product demos to technical and executive audiences - Run proof-of-concepts (POCs) and pilots - Guide customers through onboarding and validation processes - Sales Partnership - Partner with Account Executives on deal strategy and technical positioning - Address security, architecture, and integration objections - Support RFP/RFI responses and security questionnaires - Technical Expertise & Enablement - Stay up to date on cloud (AWS, Azure, GCP), SaaS, IAM, and security best practices - Provide feedback to Product & Engineering based on field insights - Help develop demo environments and technical collateral Qualifications - 5+ years of experience in Sales Engineering, Solutions Engineering, or similar customer-facing technical role - Background in cybersecurity, IAM, cloud security, or DevOps - Strong understanding of: - Cloud platforms (AWS, Azure, GCP) - APIs and authentication mechanisms - IAM concepts (RBAC, least privilege, service accounts) - SaaS integrations - Ability to communicate complex technical concepts clearly to both technical and business stakeholders - Hands-on experience running POCs and working with security teams Nice to Have - Experience in early-stage or high-growth startups - Familiarity with non-human identity management, secrets management, or identity governance - Scripting or automation experience (Python, Bash, Terraform, etc.) - Experience selling to CISOs, Security Architects, and Platform teams What Success Looks Like - High POC conversion rates - Strong technical win rates in competitive deals - Positive customer feedback on technical engagement - Trusted advisor status with customer security teams

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running an organized proof-of-value process • Work closely with multiple cross-fuctional organizations driving change and improvements to Fivetran as a whole • Work closely with multiple Sales representatives, while maintaining a high level of customer focus and technical excellence • Stay up-to-date on the latest technologies and trends in our industry • Assist team members in advanced technical or business roadblocks

• Engage in opportunities with the sales team and provide technical solutions expertise to both internal and external stakeholders • Deliver world-class product demonstrations and compelling sales or technical presentations • Provide design consultation including quoting, system design, bill of materials development, compliance vetting, etc. • Develop and maintain strong relationships with customers and partners through technical thought leadership • Collaborate with Technical Support leadership in post-sales guidance • Act as a conduit for feedback to product management, marketing, development, and other groups • Proactively seek out training opportunities to stay current on MSI products and services and industry trends