• Own pre-sales technical support of prospects and partners from initial contact through product demonstration and close. • Craft value-based presentations that address customer business problems and accelerate the adoption of the BuildOps platform • Participate in technical demonstrations and coordinate multiple technical resources, both internal and external • Enable new Account Executives for success and transform them into BuildOps experts through training and support • Collaborate with fellow team members as well as internal/external stakeholders to meet project milestones.

• Work directly with our world-class sales team from initial discovery to deal close to shorten sales cycles and improve closing rates • Oversee and participate in initial discovery meetings with customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities • Be the direct conduit translating customer business challenges into technical solutions, positioning Tanium to effectively solve those challenges • Function as a technical expert throughout sales engagements, ensuring that tactical motions in the pre-sales and POV processes line up with strategic account goals • Partner with field engineering teams to ensure maximum technical effectiveness and consistent customer experience throughout the POV process • Consistently and cogently address our customers’ needs through astute verbal, written, and presentation skills • Build, manage and maintain strong relationships with customers, peers and partners • Actively participate and speak at regional marketing events and conferences • Customer facing Sales and Channel enablement, including training • Operate as a keystone in the sales model, working with the Sales, Marketing, Product, and CS organizations to continuously improve effectiveness and efficiency throughout the customer life-cycle • Travel expected to be 25-50% to engage with customers and prospects in person

• Leadership and management of a team of Solutions Engineers focused on Growth accounts. • Recruit, retain, develop and coach a team of regionally focused skilled SEs. • Partner with sales and product groups to drive operational excellence and efficiency. • Drive team accountability to deal management in Salesforce.

• Collaborate with sales teams and business partners to articulate solutions for service providers, partners, and end customers. • Participate as an Acronis technology expert in meetings, conduct demos, and pitch products throughout the sales cycle. • Engage with customers, partners, and internal teams to coordinate activities for selling Acronis solutions. • Analyze business requirements, market strategies, and policies relating to data protection. • Manage strategic accounts collaborating with Acronis Account Managers to influence and develop sales strategies. • Facilitate customer evaluations and proof of concept activities for Acronis solutions. • Perform technical troubleshooting and secure technical wins during the pre-sales process. • Position solutions that address customer business problems and act as a technical advisor. • Conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers and partners. • Gather technical requirements, develop cost-effective solutions, and present them to prospects. • Develop responses to RFIs & RFPs. • Assist in integrating MSPs RMM platforms with the Acronis Platform and work closely with cross-functional teams. • Understand complex customer needs and develop innovative solutions. • Provide customer and market feedback to Product Management, Engineering, and other Acronis teams.