• 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

• Articulate the benefits of Menlo Security solutions for both technical and non-technical audiences. • Research technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs. • Understand the customer’s business drivers and how to map these to a Menlo Security solution that meets both their needs and budget. • Lead Proof of Concept engagements on regional sales opportunities. • This includes deployment and configuration of Menlo Security services or software, training individuals on the use of Menlo Security solutions, act as an interface between the Sales organization and technical staff to resolve outstanding issues. • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management and Engineering. • Work closely with regional Menlo Security Partners to enable partner self-sufficiency and drive partner-led opportunities. • Work closely with customers to grow and expand the implementation/integration of Menlo Security products.