• You will act as the Technical Sales Lead throughout the pre-sales process • Collaborate with the sales team to develop and execute targeted account penetration strategies • Design and champion complex People-Centric Security solutions encompassing the entire Proofpoint portfolio • Provide valuable customer insight and real-world experiences to Product Management, Marketing and Product Development (Engineering) teams to help keep our solutions the best in the industry • Present at or attend industry seminars and/or trade shows when required • You will become an expert in Email Security, Advanced Persistent Threats, Attack Protection, Threat Response, Data Loss Prevention (DLP), and the threat landscape

• Partner with Sales to support the full pre-sales lifecycle, including discovery, demos, and technical validation • Configure, model and lead tailored product demonstrations, aligning solutions to client workflows and requirements • Design and execute pilots and POCs, including configuration, data setup, and success criteria definition • Conduct client trainings and workshops during evaluations and early implementations • Translate customer requirements into solution designs, configurations, and integrations • Act as the technical liaison between Sales, Product, and Engineering to address client questions and feedback • Support RFPs/RFIs with product, technical, and security-related inputs

• Partner with Account Executives and Partner Account Managers to execute pre-sales activities including opportunity qualification, demonstrations, Proof-of-Concept, RFP, design documentation, technical presentations and enablement sessions. • Help customers achieve success by leading the technical and product sale, recommending best-practice solutions, and guiding them on how to use Twilio’s APIs. • Establish yourself as a trusted advisor to our customers’ senior leadership teams, by taking the lead on understanding customer technical pains through discovery in order to design, demonstrate, and present innovative solutions that solve business challenges. • Build and present highly interactive, complex and engaging customer product demonstrations to help showcase the capabilities of Twilio’s Communications Products, while effectively forming strong customer relationships with both technical and nontechnical stakeholders • Proactively identify team or organizational needs, documenting them in depth and evaluating the criticality of the need and then proposes strategies to implement the solutions • Contribute to the broader Twilio Presales Engineering community through knowledge sharing, constructing demonstration materials, and creating reusable presentations • Mentor less experienced Presales Engineers and often act as a facilitator or team leader • Able to be a presenter at Twilio-sponsored, industry and internal events

• 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