• Collaborate closely sales with the sales team to identify customer needs and recommend appropriate software solutions. • Deliver technical presentations and demonstrations that clearly communicate the value of our products. • Serve as a technical expert during customer meetings, RFIs, RFQs, and proposal phases. • Work cross-functionally with engineering, product management, and customer support to ensure a seamless client experience. • Develop and maintain strong technical and product knowledge, including staying up to date with industry trends and competitor offerings. • Support the onboarding of new customers and provide ongoing help to launch successful projects. • Translate customer feedback into actionable insights for product improvement and innovation. • Collaborate closely with Marketing (value propositions, campaigns, etc.)

• Develops professional relationships with key architectural & engineering firms in PNA targeted markets, utilizing engineering expertise to drive and influence product specification. • Develops, recommends, and implements A&E specification programs at an effective level across the targeted markets for maximum benefit to PNA • Serves as PNA’s go-to technical resource for architects and engineers • Provides technical support to the selling team through interpretation of internal and external engineering reports, building codes, and the demonstration of design equivalency in support of key project opportunities • Creates marketable collateral and tools to educate, inform, and influence stakeholders • Builds and manages relationships with select National Account owner/occupiers • Measures and monitors the effectiveness of all programs implemented • Proactively provides feedback and recommendations to manager and other PNA functions such as Marketing and Engineering, and collaborates with these functions to coordinate specification selling plans • Feed Innovation pipeline with Voice of Customer insights • Recognizes trends to draw conclusions and effectively drive changes to positively impact specification conversions • Additional responsibilities as assigned

• Uncover and drive new customer opportunities by providing sales and technical assistance, effectively articulating Cohesity technology to both business and technical users. • Enable customers to seamlessly integrate Cohesity products into their production environments, ensuring flawless operation and meeting their specific needs. • Develop and lead the secondary storage technology strategy for our largest customers and partners, establishing Cohesity as the primary solution provider in the market. • Communicate Cohesity's vision by delivering engaging product demonstrations, workshops, white papers, and proposals. • Identify customer needs and craft proof of concepts to showcase the value and capabilities of Cohesity technology. • Collaborate closely with product management as a field representative, providing valuable insights and conveying customer requirements for product development and improvements. • Provide project management and post-sales technical support as required, ensuring customer satisfaction throughout the entire lifecycle.

Role Description Secure Every Identity, from AI to Human. Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. The Solutions Engineering Team We believe Solutions Engineers at Okta are involved in all stages of the customer’s digital transformation. Solutions Engineers are experienced using presentations, email, phone and social media to connect with customers virtually and in-person. We are looking for great teammates who can build and deliver sales presentations and customized product demonstrations to help educate Okta’s Customers (everyone from developers to product managers to C-level executives) on best practices during their cloud security technology journey. - Empathize with Customers and quickly discern their true technical needs. - Ask detailed, clarifying questions while presenting solutions that specifically address those needs. - Utilize a rare combination of technical acumen and business insight. - Advise a diverse set of customers on the value they will gain by using Okta’s Identity Platform. The Solutions Engineer Opportunity Reporting to the Senior Manager of Solutions Engineering, the Senior Solutions Engineer is a trusted advisor, with a passion for technology and the advanced ability to develop, position and demonstrate product-specific solutions during sales cycles, while achieving quarterly and annual sales goals for an assigned territory. What You’ll Do - Serve as a technical advisor: - Partner with the sales team to educate customers on Okta’s identity solutions and demonstrate their value. - Solve customer challenges: - Understand customer needs and provide tailored product demonstrations to show how our solutions can solve their business problems. - Lead technical engagements: - Answer product and technical questions, and plan and deliver complex Proofs of Concept (POCs) by collaborating with other Okta engineering teams. - Drive product and knowledge growth: - Share customer feedback with our product teams to influence future enhancements and contribute to the team's knowledge by sharing best practices and reusable assets. - Stay ahead of the curve: - Keep up with competitive analysis and market differentiation to better position Okta. - Support company events: - Represent Okta at marketing events, including conferences, user groups, and trade shows. Qualifications - 8+ years of experience in pre-sales engineering and solution selling, with a strong background in Enterprise account segments. - Deep understanding of identity protocols (e.g., SAML, OIDC, OAuth, FIDO, Passkeys, SCIM, LDAP). - Working knowledge of cloud platforms like AWS, Azure/Entra, and GCP. - Experience with REST APIs and SDKs. - Hands-on experience in one or more of the following: front-end web development, back-end development, scripting (Bash, PowerShell), or DevOps (Docker, Kubernetes). - Understanding of identity-related cybersecurity topics (e.g., phishing, MFA bypass attacks, privilege escalation). - The ability to simplify complex technical concepts and deliver compelling presentations to diverse audiences, from developers to C-level executives. - Proven skills in territory management, including building pipelines and collaborating with sales counterparts. - Ability to travel up to 25% of the time. - A Bachelor's degree in Engineering, Computer Science, or a comparable field is preferred. Bonus Skills (Ideally, You Have) - Hands-on knowledge of Identity Governance (IGA) or Privileged Access Management (PAM) solutions. - Deep understanding of securing privileged accounts, including Just-in-Time (JIT) access, session recording, and secrets management. - Practical experience with Windows Server, Active Directory, LDAP, and Federation services. - Proficiency in CNAPP/CSPM, UNIX/Linux, database/network security, or DevOps practices. Benefits - Annual On Target Compensation (OTE) range: $192,000 - $288,000 USD. - Equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave). Company Description Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Okta is committed to complying with applicable data privacy and security laws and regulations.