• Develop, maintain, and strengthen long-term relationships with customers within the assigned region to support customer retention, satisfaction, and revenue growth. • Identify, qualify, and pursue new business opportunities within the assigned territory, including aftermarket services, repairs, upgrades, parts, service agreements, and technical solutions. • Serve as commercial point of contact for customers, helping assess needs and recommend appropriate products, services, and solutions. • Manage regional sales activities, including prospecting, customer visits, opportunity development, quote follow-up, and sales pipeline management. • Conduct regular customer site visits to understand installed equipment, operating conditions, service needs, and potential growth opportunities. • Collaborate with proposal managers, operations, engineering, product management, and field service teams to develop accurate, competitive, and customer-focused proposals.

• Be a trusted technical partner in Mid-Market deals • Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments. • Lead discovery and technical qualification • Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities. • Deliver tailored demos and PoVs • Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact. • Maintain continuity through the customer lifecycle • Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to. • Translate technical depth into business value • Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency. • Own technical deal strategy • Navigate objections, competitive positioning, and technical concerns throughout the sales cycle. • Collaborate cross-functionally • Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning. • Support enablement and knowledge sharing • Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Mid-Market segment. • Own post-close technical continuity • Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals

• Act as the primary technical contact for Securiti AI solutions during the sales cycle • Lead technical discussions and deliver customized security solutions • Address customer needs in data discovery, posture management, and compliance • Design and present product demonstrations and proof-of-concepts • Collaborate with product, engineering, and customer success teams to ensure smooth transitions

• Serve as the technical counterpart to Partnerships in utility and partner-facing meetings. • Lead technical discovery sessions to clarify requirements, constraints, and feasibility. • Support proposal development by validating technical assumptions and solution design. • Act as a technical expert in meetings with utility engineers, planners, DERMS, and implementation partners. • Address questions related to solution capabilities, dispatch operations, performance expectations, Measurement & Verification (M&V), and grid impact. • Communicate complex technical concepts clearly and credibly to technical and non-technical audiences. • Review and validate technical inputs to proposals and Scopes of Work. • Ensure alignment between commercial commitments, operational capabilities, and M&V requirements. • Serve as a technical checkpoint prior to contract execution. • Work closely with DERMS providers and implementation contractors to support integrations, workflows, and reporting expectations. • Partner with Product, Product Marketing, and Engineering to stay current on ESC capabilities and roadmap considerations. • Collaborate with Customer Success to ensure a smooth transition from pre-sales to delivery. • Support structured handoffs from Partnerships to Customer Success following contract close. • Provide context, documentation, and technical clarity to enable successful program execution. • Contribute feedback from utility and partner engagements to inform ongoing product improvements.