• 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.

• Collaborate with the sales team to understand customer requirements and pain points • Conduct in-depth product demonstrations and presentations tailored to client needs • Develop RFP responses, scope platform integration and extension SOWs, carry-out POCs • Develop and deliver technical proposals, including system architecture, integration plans, and customization options • Work with clients to design and configure solutions that meet their specific requirements • Provide technical consulting during the sales cycle, including proof-of-concept (POC) and pilot projects • Maintain an expert-level understanding of Veritone’s SaaS products and their applications in the broadcast industry • Build deep technical expertise on the platform and integrated solutions and use those skills to address customer issues as needed • Stay updated on industry trends, competitive landscape, and emerging technologies • Provide clear and constructive feedback to the Veritone product team • Build and maintain strong relationships with key technical stakeholders at client organizations • Act as the primary technical point of contact for prospects and customers during the sales process • Collaborate with product management and engineering teams to provide customer feedback and influence product development • Assist in the creation of technical sales collateral, including whitepapers, case studies, and presentations • Develop specifications for Veritone platform integrations and extensions for outsourced development for more complex development initiatives • Transition successfully closed deals to the implementation and support teams • Provide initial post-sales technical support and training to ensure smooth onboarding • Provide technical assistance with provisioning and configuration activities

• Serve as the primary technical point of contact for prospects, customers and partners within the assigned region. • Technically qualify customer requirements and identify challenges. • Architect and propose Scality solutions that meet customer needs. • Select and recommend appropriate third-party integrations to enhance solutions. • Strive to become the customer's trusted advisor. • Collaborate with Account Executives and partners to develop and execute strategic sales plans. • Deliver compelling presentations and demonstrations to showcase the value of Scality products. • Respond to and collaborate on RFIs and RFPs with partners. • Conduct proof-of-concept demonstrations and assist with customer trials. • Deliver periodic Scality Certified Architect training to partners on Scality products. • Actively participate in internal knowledge sharing sessions and best practice discussions. • Collaborate with members of the Worldwide Sales Engineering team, sharing knowledge and providing assistance when needed. • Work in tandem with the delivery and support engineers to share knowledge and provide the best experience for our customers. • Stay abreast of industry trends, competitive landscapes, and emerging technologies. • Gather and share customer feedback with Product Management to influence future product development.