• 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

• Lead in-depth technical discussions and conduct product demonstrations, lab evaluations, and network trials to showcase Nokia’s innovative solutions. • Collaborate with the Sales team to evaluate and develop business opportunities at the regional and sub-regional level. • Serve as a subject-matter expert, engaging customers to present tailored technical solutions and articulating the associated value clearly. • Build and manage relationships with customers at all organizational levels, facilitating both top-down and bottom-up sales initiatives. • Identify customer requirements and effectively communicate insights to internal pricing teams for optimal proposal development. • Analyze internal and external business challenges to recommend best practices that enhance products, processes, and services. • Provide comprehensive pre-sales and post-sales engineering support to ensure customer satisfaction and success. • Travel up to 50% for customer engagements, collaborative strategy sessions, and representation of Nokia at industry events.