• Partner with customers to deeply understand their challenges, ideal outcomes, and technical requirements • Act as a trusted advisor and subject matter expert, providing customers authentic advice and experience that allows them to make the best decision for their business • Partner with Account Executives to build and execute sales strategies • Create deep relationships with sales counterparts that allows you to ask for and provide feedback after every conversation • Create content that helps uplevel the entire Sales Engineering team, including knowledge base articles, new presentations, demo talk tracks, and more • Provide customized product demonstrations that speak directly to how Recorded Future can help the customer achieve the specific business outcomes they care about • Create and execute proof of value (PoV) strategies that prove to customers that Recorded Future is the right solution for their business needs • Create business justifications and/or executive business case presentations to tie Recorded Future solutions to customer outcomes, enabling them to justify the decision • Act as a 1-on1 mentor for new hire SEs during onboarding • Support interviewing of Account Executive and Sales Engineering team candidates

• Support business development efforts in providing scoping and solutioning aligned to our products and services, and packaged to be a clear deliverable • Support in transitioning newly signed clients to the delivery team, providing clarity into discussions and decisions that were made during the sales process, and guidance to the internal team on key milestones • Travel for and attend conferences, partner events, client on-sites, and prospect pitches.

• Be the go-to technical expert for Kasada’s platform from bot detection to web application integration. • Deliver compelling, story-driven demos that bring the technology to life. • Own proof-of-concept (PoC) engagements from scoping and setup through to successful validation. • Translate complex security concepts into clear business value for a diverse customer base. • Empower customers and internal teams through technical training and enablement.

• Become an expert on Samsara products: where the rubber of cutting-edge tech (IoT, AI, computer vision) meets the road of driving digital transformation for physical operations. • Articulate to prospects how businesses like theirs use Samsara today to solve obstacles common to their industry. • Deliver the work products that get deals done. Think discoveries, demonstrations, value assessments, proof of concept implementations, etc. • Walk installers through any scenario, explaining best practices for installing Samsara products and helping build deployment plans. • Open the door for deeper entrenchment into accounts by becoming a consultant to your customers. • Champion and embed Samsara’s cultural principles as we scale globally and across new offices.