• Uncover and drive new customer opportunities by providing sales & technical assistance by clearly articulating Cohesity technology to both business and technical users • Enable customers to integrate Cohesity products into their existing production environments and responding to customer and partner requests for information and proposals • Develop the expertise to lead the secondary storage technology strategy for our largest customers and partners • Communicate Cohesity’s vision by developing and delivering product demonstrations, workshops, white papers, and proposals • Identify customer needs to implement proof of concepts crafted to highlight both the technology and the value Cohesity technology delivers to address their needs • Collaborate regularly with product management as a field representative regarding product development and improvements, effectively conveying customer requirements • At times, provide project management and post-sales technical support if needed.

• Collaborate with the sales team to identify and engage potential Big Tech clients, understanding their unique needs and pain points. • Deliver compelling prospect-specific product demonstrations and presentations/materials that highlight the value proposition of Atropos Health’s products and services. • Serve as a technical resource during the selling process, addressing client queries and providing in-depth knowledge of solution capabilities. • Work closely with product management and engineering teams to convey customer feedback and influence product development, ensuring alignment with market demands. • Develop and maintain strong relationships with key customer stakeholders. • Participate in industry conferences, workshops, and webinars to enhance awareness of Atropos Health’s offerings and expand professional networks. • Travel is limited but Senior Sales Engineers are expected to travel at least twice per year to company events. Additional travel is ad hoc and based on client meetings and conferences.

• Meet our ‘analytically technical’ (think: Data Scientist or Analyst writing SQL and Python) end users where they are to build strong relationships and help them get the most out of Hex during their evaluations • Be on the front-line of working with Hex end users throughout the Sales cycle from discovery and product demos through trials, and proofs of concept • Partner closely with Account Executives to develop opportunity-level strategy, execute evaluations, and share feedback to improve your partnership • Source and synthesize critical product feedback from prospects to share with internal Engineering & Product teams to influence and shape our product roadmap • Project manage the architecture, security, and technical reviews that prospects require • Develop content to support users who are a part of evaluations ie. demo projects, documentation, videos, etc. • As needed, travel to customer on-sites and marketing events to deliver demos and build strong customer relationships

• Collaborate closely with sales teams to understand customer requirements and craft tailored solutions that meet their business and technical needs. • Leverage extensive knowledge of sales frameworks like MEDDPICC and Command of the Message to effectively communicate and position our products and services. • Provide expert guidance on a variety of technologies including Kubernetes, serverless frameworks, Docker, AWS, Azure, and Google Cloud platforms. • Advocate for cloud security best practices and app security, engaging with technical decision-makers and security teams to discuss and implement security solutions. • Maintain an in-depth understanding of the competitive landscape and industry trends to better serve the company and advise customers. • Engage with prospects, cultivating lasting relationships as a trusted advisor who understands their unique challenges and needs.