About IEM Industrial Electric Mfg. (IEM) is the largest independent full-line manufacturer of custom power distribution systems in North America. Founded more than 75 years ago in Fremont, California, IEM grew alongside Silicon Valley and today operates over 1.7 million square feet of manufacturing capacity. With $1B+ in annual sales and 10,000+ commissioned projects across technology, data centers, commercial, energy, utilities, healthcare, industrial, and infrastructure markets, IEM continues to deliver exceptional product quality, dependable service, and the flexibility to meet complex technical requirements at scale. Sales Engineer Location: New England Reports To: Sales Director Salary Range: $110,000 - $120,000 Annually Position Summary As a Sales Professional for IEM, you will be responsible for the sale of IEM power distribution products (MV/LV Switchgear, Switchboards, Panelboards) through direct channels. This includes developing and maintaining medium and large Electrical Contractor accounts and developing contacts and sales with key end user accounts. Candidate should be skilled in assembling large project package quotations to include IEM and non-IEM products as necessary to furnish a complete bill of material to the customer. The general territory will be regional. Your office base will be remote. Key Responsibilities - Work with Sales Director to establish, own, execute and continuously develop an agreed & sponsored Account plan. - Identify & build positive relations with all account decision & influencers who impact current or future business. - Deeply understand and be able to articulate the client buying process. - Identify & engage in revenue opportunities within defined accounts. - Understand & capture the clients challenges & requirements. - Use personal & internal resources to develop proposals that meet/exceed client requirements. - Follow the client buying journey / process so as to commercially respond & offer proposal. - Oversee the effective handover to Platform Execution team. - Maintain an ongoing oversight into all commercial related engagements for customer success/satisfaction and our performance as vendor. - Be highly knowledgeable of the client’s business, commercial condition, structure, strategy, operations and challenges to articulate this in terms of opportunity, growth and risk. - Be highly knowledgeable on IEM products, services, general business, structure, strategy, and operations to articulate this in terms of value to client’s business. - Be an effective advocate and communicator of the benefits in supporting the account within IEM. - Be an effective advocate and communicator of the benefits in supporting IEM within client organization. - Provide all internal stakeholder and functional departments the account specific guidance and insights required so that they can execute their role and add value to the client. - Be responsible for managing forecasting and providing information to Sales Director for capacity planning. Qualifications - A Bachelor’s Degree in Electrical/Mechanical Engineering or related field. - A minimum of 5 - 10 years’ experience in the sale of power distribution equipment (MV/LV switchgear/switchboards. Data Center market experience a plus. - A strong track record of negotiating medium and large project orders, successfully developing new contacts, maintaining current relationships with major contractors throughout the sales cycle and maximizing client potential is a must. - Experience generating accurate project proposals utilizing MV/LV switchgear plus non-IEM products to present a complete bid package is required. - A self-motivated individual with a high level of professionalism, excellent communication, presentation and negotiating skills are also required. - Experience utilizing Salesforce is a plus Compensation actually offered for this role will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered. Why Join IEM At IEM, you’ll join a team that powers some of the world’s most ambitious projects. We’re engineers, makers, and problem-solvers who thrive on tackling complex challenges and delivering solutions that keep industries moving forward. If you’re driven, collaborative, and ready to make an impact, we’d love to hear from you. Your creativity and passion can help us achieve great things—come be part of the journey. Learn more about IEM at https://www.iemfg.com We offer comprehensive and competitive benefits package designed to support our employees' well-being, growth, and long-term success. View a snapshot of our benefits at https://www.iemfg.com/careers Recruiting Scams Beware of recruiting scams. IEM never charges candidates fees, and all recruiter emails come from an @iemfg.com address. If you suspect fraudulent activity, do not share personal information and report it to us at iemfg.com/contact Non-Discrimination Statement IEM does not discriminate against any applicant based on any characteristic protected by law. Privacy Information collected and processed as part of your IEM Careers profile, and any job applications you choose to submit is subject to IEM's Workforce Member Privacy Policy.

• Lead technical discovery calls to assess prospect environments, identify pain points around privileged access, identity sprawl, and cloud security posture, and determine product/client fit. • Deliver compelling standard and custom product demonstrations tailored to prospect-specific environments, including multi-cloud architectures, IdP integrations (Entra ID, Okta, Ping Identity), and DevOps workflows. • Own and execute Proof-of-Concept (POC) engagements end-to-end—defining success criteria, configuring test use cases, guiding customer implementation, and driving to a technical win. • Proactively evangelize the capabilities of Britive’s platform, including JIT/ephemeral access, Zero Standing Privileges, and unified identity security across cloud and on-prem environments. • Work closely with Engineering and Product teams to translate field feedback into product improvements and maintain deep, current knowledge of the platform. • Partner with Account Executives throughout the sales cycle to develop technical strategies, respond to RFPs and security questionnaires, and remove technical blockers. • Build strong relationships as a trusted technical advisor, ensuring customers maximize the value of their Britive investment and creating strong references, renewal opportunities, and upsell potential. • Continuously gather competitive intelligence and market feedback to inform positioning and go-to-market strategies.

DescriptionSilverfort is on a mission to bring identity security everywhere – to every human, machine, and AI agent, both on-prem and in the cloud. Our unique technology secures identities & access at runtime, in ways that weren’t possible before. With the broadest identity security platform in the market, trusted by more than 1,000 customers including many Fortune 100 companies, Silverfort is uniquely positioned to lead the fast-growing identity security category. Joining Silverfort means becoming part of a fast-moving team with a culture of innovation and collaboration, that goes above and beyond to help our customers and each other, on a journey to reshape the future of identity security. As a Sales Engineer, you will lead the technical discussion with potential customers, understand their security and business needs, provide professional guidance and work to solve complex security problems. Your responsibilities will range from conducting in-person and remote product demonstrations, articulating Silverfort’s innovative technology, providing professional advice and ensuring successful POCs in a variety of environments. You will also be responsible for communicating customer requirements and feedback to the product team to help enhance our platform. Responsibilities - Own and execute all technical aspects of the sales cycle: perform high-level technical presentations and demos, respond to technical queries and RFI/RFPs, manage POC's end-to-end including hands-on implementation - Establish and maintain trusted relationships with engineers and technical executives in target customer accounts and channel partners - Own the channel’s technical enablement and support their presales efforts - Be an evangelist of Silverfort’s innovative technology, speak at webinars, tradeshows and other public events - Collaborate with WW Pre Sales, Product, Marketing and Customer Success teams to maximize overall customer satisfaction - Capture, reflect and maintain the technical aspects of sales opportunities in SFDC - Be the technical leader of your business and territory Requirements - 5+ years of industry experience in sales engineering or similar positions, preferably in information security companies - Knowledge of Identity and Access Management principles and deep knowledge of Microsoft Active Directory including its common authentication protocols (e.g. Kerberos, NTLM, LDAP, RADIUS, etc.) - a must - Knowledge of Microsoft Azure Active Directory (Conditional Access, OpenID Connect, SAML, etc.) and Federation Services - an advantage - Hands-on experience in administrating and troubleshooting Windows, Linux and TCP/IP networks - Profound understanding of information security concepts and technologies - Outstanding communication skills, comfortable delivering technical presentations to C-level executives and technical leads alike Candidate must live in the Chicago surrounding area. Role requires travel- 30% Compensation range: $200-$250K OTE

• Responsável pela entrada de novos clientes e crescimento dos clientes da base. • Planejamento e defesa de arquiteturas de solução para implantação de ferramentas de backup, DR, segurança (EDR, XDR e MDR) e RMM. • Criar a melhor arquitetura dentro das boas práticas do fabricante. • Conduzir e executar atividades operacionais como POCs ou desenvolvimento e implementação do projeto. • Desenvolver novas soluções e serviços alinhados às necessidades de negócio dos clientes em cloud, como automatizações. • Projetar e atuar em implantação, estimativas de custos, troubleshoot e implantação de soluções de segurança. • Acompanhar o gerente de contas na pré-venda de projetos, analisando viabilidade técnica e impacto para o negócio do cliente. • Desenvolver materiais de pré-venda com apoio do marketing e gerência de serviços. • Auxiliar e capacitar os estagiários, analistas e engenheiro júnior, pleno e sênior. • Desenvolver treinamentos e workshops para o time. • Criar documentação técnica e guias de "best practices" para uso interno e dos clientes. • Realizar demonstrações técnicas sob demanda para os clientes externos. • Atuar como Nível 3 (N3) em casos de suporte técnico avançado. • Explorar soluções complementares de outros fabricantes e marketplace。 • Conhecer e explorar incentivos do fabricante para atividades de pré-vendas. • Elaborar análises, estudos e apresentações sobre os serviços utilizados.