• 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

• 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

• Lead technical engagements with enterprise customers, providing pre-sales support for pre-qualified opportunities and aligning Alteryx solutions with their AI, automation, and cloud analytics strategies. • Design and deliver impactful demos and proof-of-concepts (POCs) showcasing the feasibility and value of Alteryx solutions in the customer’s environment, including addressing technical objections and demonstrating how Alteryx One provides competitive advantages in cloud, hybrid, and on-prem environments. • Stay ahead of industry trends, including advancements in AI, cloud-native architectures, data governance/security best practices, and how Alteryx integrates with modern cloud data warehouses and AI/ML workflows. • Remain up to date on Alteryx solutions and features, competitive products, and emerging technologies while maintaining familiarity and adherence to all company methods and procedures. • Advise best practices for AI-driven data automation, cloud cost optimization, and scalable analytics workflows, helping customers accelerate digital transformation. • Work with sales management to drive sales through optimizing processes, training of team, and development of a culture of collaboration, learning, and success.

• As a Sales Engineer you act as the interface between sales and engineering. • You accompany the entire sales process, provide technical expertise, understand customer requirements and translate them into tailored solutions. • Technical consulting: You understand the individual needs of our customers and develop customized solution concepts. • Presentations & demos: You present our solutions, which represent a powerful alternative to traditional Public Key Infrastructure (PKI), to prospective customers. • Interface to engineering: You work closely with our engineering and product development teams to share customer feedback and drive product improvements. • Customer interface: You identify and acquire new customers in the IoT and Industry 4.0 sectors. • Market and competitive analysis: You monitor the market and identify new opportunities for our solutions.