• Consultative Selling. As a member of the sales team engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations. • Discovery. Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them. • Technical Evaluations. Work with deep technical resources, sales team and prospects to manage successful customer evaluations and proof of concept deployments. • Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training. • Product Knowledge. Work closely with Engineering and Product teams to maintain a deep understanding of Fortanix products and core technology. • Market Feedback. Continuously gather product and market feedback to guide new products. • Customer Success. Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals and opportunities for upsell.

• Account management for end-user clients in the region • Promotion of automotive repair product lines • Organization of dedicated training sessions • Keeping the CRM system up to date

• Developing and strengthening relationships within large metalworking industrial companies • Identifying opportunities and winning market share held by competing manufacturers • Conducting trials with customers and demonstrating the value of recommended solutions • Working with distributors responsible for selling our products • Coordinating 3M resources to propose high-impact solutions for strategic customers • Providing technical support to your colleagues

• Team Leadership: Recruit, mentor, and build a world-class team of Sales Engineering professionals, fostering a culture of excellence and continuous development. • Strategic Execution: Collaborate with sales leadership and clients to develop and execute winning segment and account-level strategies, owning the technical sales motion from start to finish. • Operational Excellence: Refine and scale core sales engineering processes to ensure consistency, efficiency, and high performance across the region. • Executive Sponsorship: Act as a key technical leader and executive sponsor for strategic customers and partners, representing the company at industry events, forums, and executive briefings. • Technical Strategy: Drive the technical strategy that aligns our innovative solutions with the complex business needs of our enterprise clients.