• Act as the technical subject matter expert (SME) in software, integrated electronic locks, reader & credential technology • Partner with RSO and NE sales teams to identify customer needs, propose solutions, and support the sales cycle • Support System Integration partners with solution training for integrator personnel • Conduct on-site assessments, system demonstrations, and technical presentations • Stay current on industry trends, emerging technologies, and competitive products • Cross-Train and support other solutions/initiatives as needed by the business

• Uncover and drive new customer opportunities by providing sales & technical assistance by clearly articulating Cohesity technology to both business and technical users • Enable customers to integrate Cohesity products into their existing production environments and responding to customer and partner requests for information and proposals • Develop the expertise to lead the secondary storage technology strategy for our largest customers and partners • Communicate Cohesity’s vision by developing and delivering product demonstrations, workshops, white papers, and proposals • Identify customer needs to implement proof of concepts crafted to highlight both the technology and the value Cohesity technology delivers to address their needs • Collaborate regularly with product management as a field representative regarding product development and improvements, effectively conveying customer requirements • At times, provide project management and post-sales technical support if needed.

• Failure analysis • Specification review • Competitive analysis/TCO • Answer technical questions • Technical documents (test docs, white papers, etc.) • Lead quality product testing • Join and lead industry committees • Develop and lead product training partnering with sales and marketing team • New product...What does this mean? R&D of new products? • Promote use of ductile iron versus alternative materials

• Articulate the benefits of Menlo Security solutions for both technical and non-technical audiences. Research technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs. • Understand the customer’s business drivers and how to map these to a Menlo Security solution that meets both their needs and budget. • Lead Proof of Concept engagements on regional sales opportunities. This includes deployment and configuration of Menlo Security services or software, training individuals on the use of Menlo Security solutions, act as an interface between the Sales organization and technical staff to resolve outstanding issues. • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management and Engineering. • Work closely with regional Menlo Security Partners to enable partner self-sufficiency and drive partner-led opportunities. • Work closely with customers to grow and expand the implementation/integration of Menlo Security products.