• Act as the primary engineer for the pre-sales cycle. • Construct, modify, and configure code in Python and Java to tailor the Convr platform to specific prospect requirements. • Own the stabilization and sizzle of our AI demo environments. • Ensure system upgrades are tested, environment-ready, and optimized to deliver high-performance, reliable demonstrations. • Assist in architecting software solutions for complex, high-volume data environments, ensuring that all pre-sales configurations align with our core platform roadmap and engineering standards. • Lead discovery sessions to understand a customer’s business objectives. • Present a vision of the solution that addresses underwriting challenges and delivers a competitive advantage. • Act as a Subject Matter Expert in commercial P&C insurance. • Lead workshops and whiteboarding sessions with C-level executives, using storytelling and data to convey the value of Convr’s AI capabilities. • Test and debug programs during the pilot phase. • Document technical observations from prospects to influence future product features and ensure a seamless handoff to the Customer Success and Implementation teams. • Partner with Business Development Executives to meet revenue goals by owning the functional and technical validation of the platform.

SENIOR SOLUTIONS ENGINEER US REMOTE; RALEIGH, NC; DRAPER, UT; MOUNTAIN VIEW, CA EGNYTE YOUR CAREER. SPARK YOUR PASSION. Egnyte is a place where we spark opportunities for amazing people. We believe that every role has a great impact, and every Egnyter should be respected. When joining Egnyte, you’re not just landing a new career, you become part of a team of Egnyters that are doers, thinkers, and collaborators who embrace and live by our values: Invested Relationships Fiscal Prudence Candid Conversations ABOUT EGNYTE Egnyte is the secure multi-cloud platform for content security and governance that enables organizations to better protect and collaborate on their most valuable content. Established in 2008, Egnyte has democratized cloud content security for more than 23,000 organizations, helping customers improve data security, maintain compliance, prevent and detect ransomware threats, and boost employee productivity on any app, any cloud, anywhere. For more information, visit www.egnyte.com. The Solutions Engineer is a creative thinker that acts as the "Liaison” between Sales, Product, Marketing and our customers by identifying and removing any potential roadblocks early in the sales process while creating detailed specifications agreed upon by both Egnyte and the client. You’ll manage customer pilots, prospect demonstrations and POCs, including hands-on installation and configuration of Egnyte and third-party products. You’ll develop deep knowledge of the Egnyte platform, competition, integrations and our customers. WHAT YOU’LL DO: - Understand our customers’ businesses and challenge their ideas of the status quo - Be the technical lead in customer engagements in partnership with the sales team to gain technical fit through a consultative sales approach - Proactively identify and address customer's technical needs and objections to drive sales - Prepare and deliver technical presentations and solution proposals by matching specific client business requirements into effective technical solutions, with a focus on Egnyte’s products and services - Maintain high level knowledge of technical strengths and weaknesses of the competitor's products and what strategy Egnyte should develop to counter - Maintain deep knowledge of all Egnyte products/services, competitive product lines and platform integrations through self-education and Egnyte’s enablement resources - Perform technical benefits assessment for customers by gaining detailed understanding of their environment - Lead RFI, RFP and Security Questionnaire response completions - Travel to customer sites, Egnyte internal meetings and trade show/conferences, if needed YOUR QUALIFICATIONS: - 5+ years of Sales Engineering experience, with a SaaS company focusing on content collaboration and governance (other customer facing technical roles will also be considered) - Broad knowledge of SaaS, infrastructure, network, authentication, security and associated collaboration and governance technologies - Curiosity about technology, and passion to both learn and share with peers and customers - Ability to work with all levels of customer roles up to and including the CIO, CTO and CISO - Strong people orientation with the ability to listen, work, resolve and prioritize issues to achieve customer satisfaction - Ability to work in a highly collaborative team environment - Strong presentation skills and ability to sell effectively in front of a mixed technical and non-technical audience - Ability to quickly assess the critical elements of a situation and decide and execute appropriate action - Strong experience with process-centric solution selling (aka consultative- or value-selling) - Appreciation of and experience with the entire sales cycle including pre-sales, deployment, customer success and retention is preferred COMPENSATION: - Our compensation reflects the cost of labor across multiple U.S. geographic locations, and pay varies based on defined markets. The standard base pay range for this position across the U.S. is $125k - $150k annually as well as a commission component. Pay varies by work location and may also be dependent on job-related skills, knowledge, and/or experience. During the interview and/or hiring process, your recruiter can share more information about the compensation package specific to the role and job location. BENEFITS: - Competitive salaries and comprehensive benefits - Flexible hours and generous time off (RTO, Responsible Time Off) to help support your work-life balance - Paid holidays and sick time - 401(k) with company match - Health Savings Account (HSA) with a generous employer contribution and Flexible Spending Account (FSA) options - Up to 12wks of paid Parental and 10wks Adoption Leave to help you grow your family - Modern and collaborative offices located in Draper, UT; Raleigh, NC; Mountain View, CA; and Poznan, Poland - Gym, cell phone, and internet reimbursement - Free well-being apps such as Spring Health for Guardian are offered, as well access to our Employee Assistance Program (EAP) - Perks include discounted pet insurance, electronics, theme park tickets, travel, plus more - Your own Egnyte account with lifetime access - HealthJoy – a benefits navigation app that lets you access your benefits and get answers to your questions all in one place - One Medical virtual care, providing you with healthcare access across the country Equal Employment Opportunity Egnyte, Inc. is an Equal Opportunity Employer that does not discriminate on the basis of actual or perceived race, color, creed, religion, national origin, ancestry, citizenship status, age, sex or gender (including pregnancy, childbirth, pregnancy-related conditions, and lactation), gender identity or expression (including transgender status), sexual orientation, marital status, military service and veteran status, physical or mental disability, genetic information, or any other characteristic protected by applicable federal, state, or local laws and ordinances. Egnyte, Inc.'s management team is dedicated to this policy with respect to recruitment, hiring, placement, promotion, transfer, training, compensation, benefits, employee activities, access to facilities and programs, and general treatment during employment. At Egnyte, we embrace our unique differences and thrive on the individuality of our employees, our products, our customers, our investors, and our communities. Our global Egnyte Employee Communities (EECs) support representation and foster connectedness across our varied workplace. Egnyters are encouraged to bring their whole selves to work and to appreciate the many differences that collectively make Egnyte a higher-performing company and a great place to be. Any employees with questions or concerns about equal employment opportunities in the workplace are encouraged to bring these issues to the attention of hr@egnyte.com. Egnyte, Inc. will not allow any form of retaliation against employees who raise issues of equal employment opportunity. If employees feel they have been subjected to any such retaliation, they should contact hr@egnyte.com. To ensure the workplace is free of artificial barriers, violation of this policy including any improper retaliatory conduct will lead to discipline, up to and including discharge. All employees must cooperate with all investigations conducted pursuant to this policy. #LI-DNI

• Delivering compelling presentations of software solutions to diverse audiences, adapting to varying levels of technical expertise. • Collaborating with Business Development to shape and execute sales strategies, integrating insights from stakeholders across the organization. • Managing and updating demonstration environments, creating client sandbox scenarios, and ensuring all data remains current and relevant. • Gathering, analyzing, and communicating client feedback to inform product enhancements and organizational priorities. • Identifying both success factors and potential risks throughout the sales cycle and crafting effective narratives and approaches for each opportunity. • Demonstrating exceptional verbal and written communication skills, with a commitment to continuous improvement and innovation.

About the job The Senior Virtualization Specialist Solutions Architect plays an important role in providing deep technical sales support for the execution of Go-To-Market (GTM) strategies related to OpenShift, as well as OpenStack, as an infrastructure platform on bare metal. As OpenShift penetrates further into the infrastructure space, you will be responsible for articulating how organizations can utilize this platform to their advantage in their search for operational efficiency, developer productivity and business continuity. Along with being able to articulate the value of the platform, you will bring deep technical expertise that enables you to design, implement and provide a path-to-production solution that will allow customers to see OpenShift as part of a proven solution that will meet their needs today, as well as into the future. Utilizing containers, virtualization and advanced networking, you will show application teams how to leverage the power of OpenShift or OpenStack as a modern infrastructure platform, enabling them go from plan-to-production on their on-prem assets - as well as migrate from legacy virtualization platforms that are limited in functionality, no longer technically relevant or cost-effective. You will need to be able to confidently articulate our value proposition to leadership, operations teams, and developers within the account. Using architecture walkthroughs, business-value conversations, technical workshops and implementation of best practices, you will be able to provide an end-to-end solution that leads to design and implementation specific to the customer – allowing them to realize the business value and understand the path forward with Red Hat as a trusted partner. You will work closely with the Hybrid Platforms BU team, identifying opportunities and gaps, as well as helping to test features on the roadmap. Additionally, you will work closely with customer sales, customer success, consulting services and partner teams to ensure a positive customer experience that results in revenue generation and on-going renewal. What you will do - Work with the customer Account Executive, Sales Specialist, and Solution Architect to identify challenges and blockers to adoption of OpenShift or OpenStack as an infrastructure platform, as well as consumption within new and existing customer accounts. - Interface with regional sales engineering for account planning and GTM as needed - Plan, design and execute tailored solutions which will effectively address the above, leveraging additional support and resources from Red Hat as required - Identify and partner with customer champions, acting as an advocate within both their line-of-business and application development teams, as well as within Red Hat - Work closely with the product team, providing feedback on both the services and underlying platforms they are running on - Assist leadership with evolving our Go-To-Market strategy for OpenShift on bare metal adoption, including OpenShift Virtualization and OpenStack - Based on your first-hand customer experience, work in close coordination with the business development and technical pre-sales teams responsible for our strategic cloud provider and ISV partnerships to identify potential for repeatable and scalable go-to-market offerings - Facilitate pre and post-sales activities including technical deep dives, proofs of concept, “bake-offs,” internal “DevOpsDays” events, virtualization roadshows, application portfolio reviews, etc. - Execute community outreach and customer advocacy activities What you will bring - 4+ years of experience with: containers and container management tools; VMware vSphere, Xen, KVM, Docker, virtualization infrastructure; enterprise automation technologies; containers and micro-services, cloud computing; and developing technical presentations and delivering them to a live audience. - Deep datacenter experience with integration, storage, and compute expertise. - Strong networking expertise, with SDN configuration and experience. - Knowledge of authentication systems and how to integrate them into infrastructure platforms for RBAC in the enterprise. - High availability and disaster recovery expertise, with a proven track record of design and implementation. - Kubernetes knowledge and experience at scale. - Understanding of generalized application architectures and how they fit into virtualization or containerization on bare metal infrastructure. - Experience delivering technical presentations and leading business value sessions. - Executive presence with public speaking skills - Spanish and/or Portuguese fluency is a plus The salary range for this position is $172,020.00 - $275,360.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. Pay Transparency Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Annual salary is one component of Red Hat’s compensation package. This position may also be eligible for bonus, commission, and/or equity. For positions with Remote-US locations, the actual salary range for the position may differ based on location but will be commensurate with job duties and relevant work experience. About Red Hat Red Hat is the world’s leading provider of enterprise open source software solutions, using a community-powered approach to deliver high-performing Linux, cloud, container, and Kubernetes technologies. Spread across 40+ countries, our associates work flexibly across work environments, from in-office, to office-flex, to fully remote, depending on the requirements of their role. Red Hatters are encouraged to bring their best ideas, no matter their title or tenure. We're a leader in open source because of our open and inclusive environment. We hire creative, passionate people ready to contribute their ideas, help solve complex problems, and make an impact. Benefits ● Comprehensive medical, dental, and vision coverage ● Flexible Spending Account - healthcare and dependent care ● Health Savings Account - high deductible medical plan ● Retirement 401(k) with employer match ● Paid time off and holidays ● Paid parental leave plans for all new parents ● Leave benefits including disability, paid family medical leave, and paid military leave ● Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more! Note: These benefits are only applicable to full time, permanent associates at Red Hat located in the United States. Inclusion at Red Hat Red Hat’s culture is built on the open source principles of transparency, collaboration, and inclusion, where the best ideas can come from anywhere and anyone. When this is realized, it empowers people from different backgrounds, perspectives, and experiences to come together to share ideas, challenge the status quo, and drive innovation. Our aspiration is that everyone experiences this culture with equal opportunity and access, and that all voices are not only heard but also celebrated. We hope you will join our celebration, and we welcome and encourage applicants from all the beautiful dimensions that compose our global village. Equal Opportunity Policy (EEO) Red Hat is proud to be an equal opportunity workplace and an affirmative action employer. We review applications for employment without regard to their race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, citizenship, age, veteran status, genetic information, physical or mental disability, medical condition, marital status, or any other basis prohibited by law. Red Hat does not seek or accept unsolicited resumes or CVs from recruitment agencies. We are not responsible for, and will not pay, any fees, commissions, or any other payment related to unsolicited resumes or CVs except as required in a written contract between Red Hat and the recruitment agency or party requesting payment of a fee. Red Hat supports individuals with disabilities and provides reasonable accommodations to job applicants. If you need assistance completing our online job application, email application-assistance@redhat.com. General inquiries, such as those regarding the status of a job application, will not receive a reply.