• Leads efforts with Account Managers in promoting sales, securing orders, and building key technical lines in our business. • Responsible for calls on relevant accounts, consults with customers on product and system applications, develops marketing plans and strategies. • Keeps management informed of its successes. • Works with the Support engineers to ensure they are providing the technical product support needed by branches and customers. • Provides input to sales and marketing staff on customer needs and concerns regarding pricing, products, competition, procedures, and market potential.

• Partner with Sales and Business Development teams to design and present technical solutions tailored to customer needs • Lead technical workshops, proof of concepts, pilots and live demonstrations to showcase the value of IQM quantum computers • Act as Technical Bid Manager in tendering processes, preparing strong technical proposals and responding to RFIs, RFPs and RFQs • Engage with enterprises, public sector organizations and academic institutions to identify use cases and recommend deployment strategies • Translate customer requirements into clear feedback for Product and R&D teams to shape future development • Represent IQM at conferences, trade shows and industry events across APAC • Support customers throughout the full sales cycle from first technical discussion to successful deployment • Travel across the APAC region up to 35 percent to meet customers and partners

• Support Mid to Enterprise clients by evaluating both business and product requirements. • Generate functional specifications and act as a liaison with customers and engineering teams. • Own and drive new features from high-level requirements through operational delivery. • Prepare and develop technical presentations/ demos, setup trials or POCs to explain products or services to customers. • Collaborate with customer and sales teams to understand customer requirements and provide sales support. • Research, develop and modify products to meet customers' technical requirements. • Help customers with problems related to installed products and recommend improvements. • Solicit and log client feedback and evaluate data to create new sales and marketing strategies. • Identify areas for improvement and communicate these issues and possible solutions to upper management. • Train other members of the sales team on the technical aspects of the products and services.

• Serve as the senior technical advisor for Sophos channel partners, resellers and MSPs across ANZ • Enable and mentor partners to successfully position and deliver Sophos’ cybersecurity platform, including Endpoint, XDR/MDR, Firewall, Identity, and cloud security capabilities • Provide advanced technical guidance for solution architecture, design validation and security best practices • Partner enablement and capability development supporting the delivery of technical enablement, workshops and hands-on sessions that strengthen partner technical expertise • Support partners in achieving technical certifications, services and product competency milestones • Work closely with distributors to ensure partners are effectively onboarded and enabled • Work with MSP partners to design and scale managed security services leveraging Sophos technologies, including MDR, XDR, and firewall platforms • Guide multi-tenant architectures, operational models, and SOC integration • Help partners build security operations capabilities and managed detection and response services • Support partners in technical discovery, architecture design, demonstrations, and proof of value engagements • Assist with complex solution design and competitive positioning in strategic opportunities • Provide technical support for RFPs, tenders, and partner-led enterprise engagements • Work collaboratively with Sophos sales teams to accelerate partner-driven pipeline • Build and nurture a strong ANZ technical partner community • Organise and lead partner SE roundtables, technical forums, and enablement events • Foster collaboration between Sophos SEs and partner engineers to encourage knowledge sharing and innovation • Promote best practices and success stories across the partner ecosystem • Cross-functional collaboration with Sales, Channel, Marketing and Product Management teams to align technical enablement with regional go-to-market priorities • Provide partner feedback and field insights that influence product strategy and partner programs • Support strategic initiatives designed to grow the Sophos partner ecosystem and MSP business model