• Own the Technical Win in Strategic Deals • Lead all technical aspects of the sales cycle for large, complex enterprise accounts • Translate customer business problems into clear, credible technical solutions • Ensure proposed solutions are feasible, defensible, and aligned with customer operational realities • Serve as the trusted technical voice with engineers, planners, IT professionals, and executive stakeholders • Deliver Compelling, Outcome-Driven Demos & Workshops • Design and deliver demos aligned to customer workflows, pain points, and success metrics • Tailor demonstrations for different personas, including engineering, operations, and leadership • Run technical deep dives, whiteboarding sessions, and proof-of-concept workshops • Clearly articulate why the solution works, not just what it does • Partner Closely with Sales to Shape Strategy • Collaborate with account executives on discovery, deal strategy, and positioning • Help qualify opportunities by assessing technical fit, complexity, and risk early • Influence pricing, packaging, and scope by grounding proposals in technical reality • Anticipate objections and equip sales partners with credible, technically sound responses • Bridge Customer Needs Back to Product & Engineering • Act as a feedback loop between customers and internal product and engineering teams • Distinguish true product gaps from solvable configuration or process issues • Advocate for scalable, standards-based solutions over one-off customizations • Help inform roadmap prioritization based on revenue impact and strategic value • Establish Credibility, Trust, and Long-Term Value • Build trust with senior technical stakeholders through honesty, precision, and reliability • Set clear expectations around capabilities, timelines, and outcomes • Support smooth handoff to implementation and customer success teams • Represent GridUnity as a long-term thought partner, not just a product expert

• Establish a gold standard demo approach that credibly underpins the company’s vision for Privilege Access Management Solutions. • Strategize with account managers on ways to optimize our engagement with client stakeholders • Deliver world class Proof of Value (PoV) / Proof of Concept (PoC) engagements that solidify the value and differentiation of Delinea solutions • Develop new and innovative concepts and programs to drive pipeline with the ESP target customer base. • Leverage public speaking, industry commentary, and social media outlets to build awareness and drive pipeline. • Articulate the Delinea vision and strategy with prospects, customers, & partners. • Be a strategic thinker that is constantly looking for selling techniques and strategies that can create a competitive advantage for Delinea. • Identify industry trends that qualify as growth opportunity for the Delinea business. • Address technical blockers that are impeding the closing of opportunities. • Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback.

• Own the full technical journey of our US MSP/MSSP partners • Drive decision clarity, design and execute high-impact Proof of Value processes • Help partners reach time-to-first-value quickly • Run structured discovery that connects customer workflows and pain points to clear business outcomes • Design and execute Proof of Value (POV) engagements with defined success criteria and POV plans • Deliver use-case-driven demos that support decision-making • Handle technical objections and clearly articulate competitive differentiation • Lead onboarding and technical adoption for an assigned cohort of partners • Run hands-on workshops, participate in partner events, and enable technical teams • Capture high-signal product feedback from the field and communicate it effectively to internal teams

• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal AI’s products, platform, and security posture • Obsessively drive customer satisfaction and successful Enterprise outcomes