• Develop a deep understanding of clients’ strategic business and technical objectives, mapping AlphaSense’s capabilities to drive organizational impact • Act as a trusted advisor, guiding customers and prospects in executing effective data and knowledge management strategies with AlphaSense’s EI solution • Lead technical evaluations by designing and delivering compelling product demonstrations that highlight unique Enterprise Intelligence use cases and applications • Drive customer adoption by identifying new, creative applications for our EI solution across diverse industries and functional areas • Collaborate closely with engineering to ensure seamless post-sale support and product optimization • Operate cross-functionally, leveraging all aspects of the AlphaSense platform to deepen engagement and expand product use within client organizations • Serve as an Enterprise Intelligence subject matter expert for internal stakeholders, enhancing understanding of EI capabilities, use cases, and implementation best practices

• Provide technical support and solutions to the sales team and customers prior to the sale. • Maintain extensive knowledge of complex aspects of products and systems demonstrations required to educate the client. • Analyze customer needs and requirements and illustrate how company solutions can provide value and support their organization. • Answer client questions on product functionality, integration, and usage and solve pre-sales support problems. • Apply knowledge of company products, customer technology and sales cycle in order to generate quality customer connections and sales for the company. • Demonstrate ExtraHop solutions, differentiate them from the competition and identify where they fit in the context of the wider market. • Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated. • Identify compelling events or specific business problems and offer the optimal ExtraHop solution that addresses that requirement. • Assess prospective customer needs and uncover requirements for ExtraHop security solutions in the cloud. • Articulate the security value proposition and key differentiating capabilities to prospective new customers and solutions partners. • Support sales process within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM. • Work with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs. • Partner with our Sales and Product Development teams to develop cloud security solutions.

• Act as the primary technical authority for new products entering the Mid-Market segment. • Serve as a high-frequency feedback loop between Product Management and the SE Org. • Enable Account Executives (AEs) and SEs to lead with value-based discovery. • Create and deliver high-impact enablement content. • Track the technical health of new product launches by monitoring proof-of-concept (POC) success rates.

Role Description This is a fully remote opportunity but is preferred to be worked from the Atlanta, GA area. At Clari / Salesloft, our Manager, Sales Engineering - Enterprise will be pivotal to our company’s success. You will be a key member of our fast-growing and high-performing team. - Combining technical expertise with an innate ability to build trust with both technical and non-technical audiences. - Partnering with Account Executives to help drive new business. - Responsible for supporting revenue growth across the AMER Enterprise business. - Developing the vision and strategy for our business to unlock the full potential of Clari / Salesloft’s enterprise growth. - Establishing initiatives and goals supporting the buildout of your strategy. - Collaborating with regional and vertical sales leaders with account planning, strategy, and sales calls. - Helping deliver ambitious subscription and service revenue targets. - Driving the full-cycle sales of Clari / Salesloft entire platform. - Being a player/coach, hands-on with the team, understanding and demonstrating Clari / Salesloft technically to all levels of enterprise executives. - Actively promoting the recruitment, advancement, and success of people of diverse backgrounds and experiences. - Coordinating in-depth product demos encompassing the more technical aspects of Clari / Salesloft products. - Managing technical sales cycle for prospects: responses to RFIs/RFPs, uncovering technical needs, managing milestones and issues, answering security and implementation questions. - Understanding prospect sales processes and sales stack to demonstrate Clari / Salesloft ROI. - Effectively interfacing with multiple internal resources, including Sales Executives, Implementation Managers, Customer Success, Customer Support, Product Management, and Engineering. Qualifications - 3+ years B2B sales engineering leadership experience preferred. - 10+ years of technology experience in SaaS pre-sales, sales, and customer services or a combination of these. - Excellent communication skills and presentation skills, both customer-facing and internal. - Bachelor’s degree required. - Ability to influence key decisions across cross-functional organizations and at the internal and external executive management level. Requirements - Strong technical and value-driving leader with a bias-towards-action. - Results-oriented, motivated, and strategic leader focused on improving Enterprise SEs achieve technical wins and exceeding their revenue targets. - Pivotal role in helping drive efficiencies in technical selling motions and playing an active role in critical deals. Benefits - Competitive wages and salaries that are motivational, fair, and equitable. - Performance bonus, benefits, and/or other applicable incentive compensation plans. - Total compensation package based on several factors unique to each candidate.