• Exhibit Strong Communication Skills: You will influence decisions through effective presentations, demos, and workshops, showcasing your strong communication skills. • Understand the Customer’s Journey: You will guide customers through their buying journey aligned to their strategic priorities, recommending solutions that meet their critical business outcomes. • Prove Business Value: You will demonstrate the business value of BeyondTrust solutions in solving the customer’s business problems and driving their target outcomes during POCs. • Drive Expansion and Adoption: Develop technical relationships and create BeyondTrust champions with existing customers through Quarterly Technical Reviews. • Partner with Cross-Functional Teams: You will collaborate with teams such as Solutions Architecture, Customer Success, Professional Services, Product Management, and Engineering to ensure success throughout the customer journey. • Maintain Technology Expertise: You will establish and maintain a deep understanding of the BeyondTrust portfolio, the partner ecosystem, and the competitive landscape. • Industry Awareness: Stay current with industry trends, emerging technologies, and security threats. Continuously expand knowledge to provide thought leadership.

• Assist with marketing campaigns, including webinars and product demonstrations. • Support lead qualification by validating technical environments and understanding business problems. • Contribute to RFP/RFI responses, ensuring accurate and timely submissions. • Participate in discovery and opportunity engagement by conducting background research, qualifying questions, and understanding customer needs. • Articulate the business value of BeyondTrust solutions to prospects and customers. • Demonstrate how BeyondTrust solutions address customer challenges and deliver on the value proposition. • Assist in developing written proposals to complement financial proposals for prospects. • Play a key role in securing the technical win for opportunities by effectively presenting solutions and value.

• Partnering with our Sales team to articulate the overall Grafana value proposition, vision and strategy to customers • Owning the technical engagement with customers and help close complex opportunities through advanced competitive knowledge, technical skill and credibility • Delivering product and technical presentations to potential and existing customers • Effectively communicate with customers and internal teams to provide feedback on our products and the competitive landscape • Driving product conversations based on need and problems with customers • Working with the team to enhance documentation, write blog posts, record videos, contribute knowledge base articles and create other public or private enablement material

• Leading enterprise technical discovery to understand business requirements and guide solution design. • Architecting cloud, edge, observability, and media streaming solutions across Akamai Connected Cloud. • Designing and building proof-of-concept solutions using Akamai technologies like LKE, EdgeWorkers, EdgeKV, and mPulse. • Providing pre-sales engineering support and managing opportunities from discovery through validation and production deployment. • Partnering with Qualified Computing Partners to deliver integrated solutions and lead joint customer engagements. • Creating technical enablement content, blogs, and hands-on labs to help field teams position solutions. • Leading customer workshops, hackathons, and labs focused on EdgeWorkers, APIs, transcoding, and edge computing. • Influencing product roadmap through customer feedback, advocacy, and documenting engagements via reviews and deal support.