• Engage in opportunities with the Vertical Account Managers and provide technical solutions expertise to both internal and external stakeholders. • Deliver world-class product demonstrations and compelling sales or technical presentations to both C-Level and front line decision makers. • Provide design consultation including quoting, system design, best practice system architectures, bill of materials development, compliance vetting, migration planning, implementation guidance, proof of concept management, etc. • Develop and maintain strong relationships with customers and partners through technical thought leadership. • Participate in key consultative vertical focused roadshows and events as a technical subject matter expert. • Build a strong collaborative network across multiple MSI sales and technical teams to assist in delivering complex MSI ecosystem solutions. • Collaborate with Technical Support leadership in post-sales guidance when business appropriate. • Act as a conduit for feedback from partners, end-customers, and internal stakeholders to product management, marketing, development, and other appropriate groups. • Proactively seek out both internal and external training opportunities to stay current on MSI products and services as well key complementary technologies, industry trends, and relevant certifications. • Work closely with your aligned Vertical Account Managers and other specialist experts to provide positive solutions based outcomes leveraging edge-based neural networks and leading public safety and physical security technologies.

• Deliver technical product presentations & demonstrations. • Configure product installations and customisations in a POV engagement • Collaborate with the Product Management team as a liaison for key accounts and their technical product requirements. • Provide informal training to the Sales team on CrowdStrike technology and support for technical sales and competitive messaging. • Work as a Trusted Advisor within our prospects and customers in order to gain mind-share and ensure project success.

• Becoming a subject matter expert on our booking engine and payment products • Working collaboratively with Account Executives, Business Development Representatives, and Customer Experience to drive deals with prospective and existing customers • Helping to lead the discovery process, uncovering prospects’ business requirements to assess product and timing fit • Working with prospects to understand and validate technical requirements, operational dependencies, and build proposals • Configuring demonstrations to align with a prospect's use case • Promoting and eliciting feedback from Beyond prospects and customers to ensure expectations are achieved and exceeded

• 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 Security’s products, platform, and security posture • Obsessively drive customer satisfaction and successful business outcomes