• Own the solution sales activities within the sales process to gain the technical win and the customers’ trust • Participate in solution led sales calls and prospect visits, qualifying the customer’s requirements • Gather requirements, develop use cases, and fully understand the client's business needs and constraints • Provide exemplary technical expertise on customer product and solution demonstrations • Create unsolicited solution proposals and ensure it meets or exceed the customer’s requirements and is fit for the intended purpose • Ownership of the technical or solution response to RFIs/RFPs and orchestration of the virtual teams to help deliver a comprehensive consultative response • Present a solution proposal to the customer, demonstrate how we solve the customer’s requirements and how this aligns with the customers’ outcomes and differentiate from the competition • Lead the proof of concept from engagement, ownership of all activities and orchestration, through to completion • Play a pro-active "Technical Account Management" role within your target accounts including building a trusted relationship, monitoring/managing customer issues in partnership with support, expand the existing footprint and drive competitive displacements • A mentor for SEs and a team player, sharing best practices, providing feedback to product • Technical account lead for Customer Executive Briefing events • Support customer beta activities and early adopter programs • Participate in the Global Presales Enablement program, through the delivery of formal classroom training • Adhere to corporate guidelines and compliance

• Provide pre- and post-sales technical support including system planning, customer training, system optimization, etc. • Become an expert on the operation and application of Silvus' unique radio and networking solutions and its advantages over competing technologies. • Prepare and conduct product demonstrations for customer visits and equipment evaluations. • Visit customer sites to provide technical support and deliver training. • Troubleshoot failures and abnormal situations in the field. • Collect and analyze field failures and abnormalities and provide feedback to the development team. • Help design engineers reproduce and troubleshoot problems. • Participate in resource allocation and hardware maintenance to support different sales and business development activities. • Help drive future product development. • Travel requirements – 50%; frequent travel for meetings, events, and demonstrations.

• 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