Remote Work: Yes Overview: At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges. Being a part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are a part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve. You'll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about – locally and globally. Come make an impact every day at Zebra. Working with Account or Channel Management, assists in developing and executing technology strategy. Designs solutions that meet customer needs and beat competition. Develops strong relationships with sales team, internal engineering, and key technical customer contacts and leverages to Zebra's advantage; creates and delivers high impact solution presentations. Expected travel - 50% Preferred Locations: MI, IN, OH, KY Responsibilities: - Knowledge/Expertise - Technical Skills - Uses moderate domain/solutions knowledge - Knowledge of Zebra - Utilizes solid understanding of all Products/Services in business - Sales Skills - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills - Managerial Skills - Understands policies and practices related to role and shares ideas for improvement - Business Acumen - Understands and explains how Zebra solutions can help customer's business results; obtains profitable revenue growth via value proposition vs. competition - Market/customer Knowledge - Uses full knowledge of customer's business and market economics/trends to position effectively versus competition - Solution Complexity/Strategic Thinking - Nature of Problems Solved - Solves routine problems of moderate complexity (e.g. verifying technical compatibility) at the customer level - Role in Addressing Problems - Understands and resolves problems with support from technical resources - Complexity of Solutions - Typically medium complexity (e.g. value proposition vs. competition), but may have some complex projects that require unique coordination of technical resources - Freedom to Act - Level of Guidance - Works under general supervision. Makes decisions of moderate complexity that impact deliverables of projects; exercises judgment in approach, sometimes requiring and assessing tradeoffs - Takes Direction From - Group Manager and Directors - Customer Interface - Role - Acts independently - Level of Customer Contact - Buyers/decision makers for small and mid-sized deals and end users - Main Level of Interaction - Responsible for influencing the customer to purchase small to moderate size projects - Required Knowledge of Customer - Operational strategies for success and competitors - Accountability - Business and Financial Impact - Responsible for individual revenue attainment with established prices and personal expenses - Relative Size and Scope - Moderate to average individual quota size for business and like roles - Types of Projects - Many transactions with some moderately complex deals - Strategic Impact for Zebra - Medium/mid-term Qualifications: Minimum Qualifications: - Engineering degree or equivalent experience - Experience within a related technical role (Sales Engineer) 0+ years - 50% Travel expected Preferred qualifications: - Ideally resides in MI, IN, OH, KY - Able to work with our channel parters and account teams to identify business needs with our territory clients - Working in a customer-facing environment - Sales and technically savvy, with strong customer facing skills pertaining to driving new & innovative solutions and facilitating problem resolution - Applies Solution Selling concepts to customer situations; excellent communication and interpersonal skills Zebra is an equal opportunity/affirmative action employer committed to a diverse and inclusive workplace All qualified candidates will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identify, national origin, disability and protected veteran status or any other basis prohibited by law. If you are an individual with a disability and need assistance in applying for a position, please contact us at workplace.accommodations@zebra.com. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Know Your Rights: https://www.eeoc.gov/sites/default/files/2022-10/EEOC_KnowYourRights_screen_reader_10_20.pdf Conozca sus Derechos: https://www.eeoc.gov/sites/default/files/2022-10/22-088_EEOC_KnowYourRightsSp_10_20.pdf We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation. Zebra is a federal contractor and is committed to an alcohol and drug free workplace. As a result, all U.S. based employees are subject to the Drug and Alcohol Free Workplace Policy and Procedure. Zebra Total Rewards includes more than just pay and is structured to meet the needs of our changing global business and evolving talent. We are committed to providing our employees with a benefits program that is comprehensive and competitive – including healthcare, wellness, inclusion networks, and continued learning and development offerings. We offer community service days, in addition to the traditional insurances, compensation, parental leave, employee assistance program and paid time off offerings depending on the country where you work. Salary: USD 61400.00 - USD 92200.00 Yearly Salary offered will vary depending on your location, job-related skills, knowledge, and experience. Additionally, all Zebra roles are eligible for cash incentive programs. For example, sales roles have additional opportunity to earn substantial variable compensation tied to quota achievement. In most other roles, the Zebra annual cash incentive program links Company and individual performance together. Some roles may also be eligible for long-term incentive equity awards. To protect candidates from falling victim to online fraudulent activity involving fake job postings and employment offers, please be aware our recruiters will always connect with you via @zebra.com email accounts. Applications are only accepted through our applicant tracking system and only accept personal identifying information through that system. Our Talent Acquisition team will not ask for you to provide personal identifying information via e-mail or outside of the system. If you are a victim of identity theft contact your local police department. Zebra Technologies leverages AI technology to evaluate job applications using objective, job-relevant criteria. This approach enhances efficiency and promotes fairness in the hiring process. However, every decision regarding interviews and hiring is made by our dedicated team, because we believe people make the best decisions about people. For more on how we use technology in hiring and how we process applicant data, see our Zebra Privacy Policy.

About Druva You won’t just join a company at Druva, you’ll help shape the future of data security at the moment it matters most. We are building a modern standard with our cloud-native solutions, designed to simplify the toughest challenges in cyber resilience for our customers. As the pioneer and market leader in fully managed SaaS data protection, we help organizations secure and recover their data from ransomware, cyberattacks, and operational disruptions without the complexity, cost, or risk of legacy infrastructure. Our momentum is backed by the market: Druva was named a Leader in the 2025 Gartner® Magic Quadrant™ for Backup and Data Protection Platforms, a Leader in the 2025 IDC MarketScape for Cyber-Recovery, and a Leader & Outperformer in the 2025 GigaOm Cloud Data Protection Radar. Even better, customers validate that leadership every day through strong Gartner Peer Insights ratings, standout Net Promoter Scores (NPS), and top willingness-to-recommend results. Visit druva.com and follow us on LinkedIn, X and Facebook. About the Team The Mid Commercial Enterprise team plays a strategic role in driving Druva’s growth within the mid-market segment. This team focuses on acquiring new mid-market customers across the United States and Canada while cultivating and expanding an established customer base to drive long-term value, adoption, and revenue growth. Role Purpose & Impact Druva is seeking a Senior Solutions Architect to join our team, remotely based in the Midwest United States. In this role, you will serve as the technical lead for driving innovation, growth, and scale across Druva’s customer and prospect engagements. You will act as a trusted technical advisor, supporting strategic technology initiatives and partnering closely with Account Managers to design and execute comprehensive, value-driven sales campaigns. The ideal candidate is a data protection expert with strong experience in SaaS technologies and a proven ability to translate complex technical capabilities into effective business solutions. This role requires strengths in strategic planning, solution architecture, technical enablement, and process execution, along with the ability to think critically about business objectives, product strategy, and technical challenges. Successful candidates demonstrate adaptability, intellectual curiosity, and a strong desire to continuously learn. You will join a team of empowered individual contributors who take ownership of their work and drive impact in a highly collaborative environment. What You’ll Do - Engage with Account Managers to develop and deliver sales campaigns to prospects - Build and develop relationships with alliance and partner resources - Deliver enablement to strategic partner organizations to evangelize Druva as a solution - Maintain relationships with regional customers and partners - Drive incremental growth through technical sales motion - Contribute to technical content that will be leveraged by global organization What Makes You a Great Fit - 12+ years in technical customer-facing roles with at least 5+ years as a Sales Engineer - 5+ years of experience in a pre-sales role working with enterprise software solutions (Backup and SaaS experience a plus) - Expert level knowledge of Operating Systems including MS Windows, Linux, and MAC. - Experience with Active Directory, SSO Tools, Virtual environments (VMWare, HyperV), Storage Technologies (SAN/NAS) - Knowledge of Networking concepts (TCP/IP, DNS, Bandwidth Management, Firewalls), Cloud Technologies using AWS/Azure. - Fast Learner in a dynamic environment with changing priorities - Results-oriented with the ability to prioritize activities, plan and organize to meet commitments - Excellent presentation, communication (verbal & written), and relationship building skills, across all levels of management including negotiations and risk abatement - Experience with a SaaS company or demonstrable deep knowledge of SaaS practices - Travel up to 25% - Strong knowledge of enterprise server backup technology - Knowledge and practical experience with virtualization administration. - Backup & Restore of File & MSSQL Servers. - Exposure to AWS services - Exposure to Azure services What Success Looks Like in this role - Consistent overachievement of net-new revenue targets for the assigned territory. - Cultivating a high-performance sales culture characterized by pipeline rigor, predictable execution, and strong team development. - Minimizing customer churn and maximizing expansion potential within the existing retained customer portfolio. Why You’ll Love Working Here Innovation is how we operate, not a side project. You’ll work in a culture that values bold thinking and continuous improvement, where global teams experiment, iterate, and turn new ideas into products customers can rely on. If you’re looking for high-ownership work, visible impact, and a culture that values innovation, collaboration, accountability, and growth—where you’ll be trusted to lead and empowered to build—you’ll thrive at Druva. What We Offer The pay range for this position is expected to be between $202,000.00 and $268,667.00 /year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.

Silverfort is on a mission to bring identity security everywhere – to every human, machine, and AI agent, both on-prem and in the cloud. Our unique technology secures identities & access at runtime, in ways that weren’t possible before. With the broadest identity security platform in the market, trusted by more than 1,000 customers including many Fortune 100 companies, Silverfort is uniquely positioned to lead the fast-growing identity security category. Joining Silverfort means becoming part of a fast-moving team with a culture of innovation and collaboration, that goes above and beyond to help our customers and each other, on a journey to reshape the future of identity security. As a Commercial Sales Engineer, you will support the technical discussion with potential customers, understand their security and business needs, provide professional guidance and help solve complex security challenges. Your responsibilities will include assisting with in-person and remote product demonstrations, articulating Silverfort’s innovative technology, supporting POCs in a variety of environments and working closely with senior team members to ensure successful outcomes. You will also communicate customer requirements and feedback to the product team to help enhance our platform. - 2 to 4 years of industry experience in sales engineering, technical presales, IT, security engineering or similar positions, preferably in information security companies - Understanding of Identity and Access Management principles and working knowledge of Microsoft Active Directory including common authentication protocols such as Kerberos, NTLM, LDAP and RADIUS - Understanding of Cloud Identity Providers (e.g., Okta, Azure AD, Ping), Cloud Infrastructure Providers (e.g., AWS, Azure, GCP), and SaaS platforms - Experience with Microsoft EntraID, Conditional Access, OpenID Connect, SAML and Federation Services is an advantage - Hands-on experience in administrating and troubleshooting Windows, Linux and TCP/IP networks - Solid understanding of information security concepts and technologies - Strong communication skills, comfortable delivering technical presentations to both technical stakeholders and business audiences

• Build and curate strong relationships with partners • Provide a white glove technical enablement experience to partners • Educate partners on performing technical discovery • Discussion of value proposition of Black Duck solutions • Competitive Landscape • Collaborate with marketing team to develop enablement content. • Engage in thought leadership by delivering presentations partner events, trade shows and webinars. • Keep partners informed on solution updates and changing AppSec landscape. • Help build synergies between sales teams and partners.