• Serve as the technical authority and primary technical decision partner in enterprise sales cycles, from discovery through close, including full ownership of Proof of Value (POV) success criteria and outcomes • Lead architecture-level conversations with security, email, and identity teams • Run technical discovery that uncovers risk, not just requirements • Conduct technical and competitive landscape research to effectively address customer questions and objections • Confidently answer architecture-level and modern threat questions without deferring to Product or Engineering • Articulate why legacy secure email gateways fail against social engineering and identity-based attacks • Educate sales executives and partners on Abnormal AI’s products, platform, and security posture • Obsessively drive customer satisfaction and successful Enterprise outcomes

• Design, build, and maintain high-impact product demos that showcase Omilia’s conversational AI platform across voice and digital channels. • Customize demos to reflect customer-specific use cases, industries (e.g., insurance, banking, retail), and operational environments. • Ensure demos highlight Omilia’s strengths in control, reliability, scalability, and enterprise readiness. • Continuously evolve demo content to reflect new product features, roadmap updates, and market feedback. • Partner with Account Executives throughout the sales cycle, from discovery through proof points and final presentations. • Deliver live demos to technical and non-technical stakeholders, including executives, IT leaders, and contact center operators. • Support technical deep dives, architecture discussions, and solution validation sessions when needed. • Understand customer requirements and map them to Omilia’s platform capabilities. • Configure conversational flows, integrations, and AI components to simulate real production scenarios. • Explain complex AI concepts (NLU, ASR, orchestration, LLM usage, guardrails) in clear, business-relevant terms. • Provide feedback to Product and Engineering based on demo usage and customer reactions. • Help standardize demo best practices, documentation, and reusable assets. • Contribute to internal enablement by training sales teams on how to position and leverage demos effectively.

• Prepare for and deliver customized use case driven demonstrations of Delinea solutions. • Provide consultative support for pre-sales, partners, and customers. • Ensure continuing client engagement during demonstrations and other technical sessions related to sales opportunities. • Address technical blockers that are impeding the closing of opportunities. • Focus on largest and highest potential opportunities first and understand how to work with sales/account executives to prioritize these. • Work with the Technical Support team to highlight any technical blockers and ensure that these cases are addressed in a timely fashion based on the opportunity close date. • Work with Product Management in relaying feature requests and suggestions based on market, customer, and prospect feedback. • Represent Delinea at trade shows and other industry events. • Create and deliver training content for the Pre-Sales Engineering organization. • Lead RFP/RFI and RFQ responses (RFX), engaging other company resources to help as needed, and ensuring that the RFX is completed on time. • Provide technical and high-level best practices consultation services for current and prospective clients. • Manage technical proof-of-concepts (POCs). • Identify and communicate upsell opportunities to Client Services.

• Provide strategic leadership to a multi‑layer Pre-Sales Engineering organization by managing 7 first‑line managers, each leading teams of individual contributing solution engineers in multiple verticals across the region • Coach, mentor, and develop Sales Engineering Managers—strengthening leadership capabilities, succession planning, and technical and business acumen • Drive a culture of collaboration, high performance, accountability, and technical excellence across the broader SE organization • Partner closely with regional Sales leadership to co‑define and execute territory go‑to‑market priorities and customer engagement strategies • Oversee the design and delivery of compelling demonstrations, technical evaluations, proofs of concept, and competitive win strategies that clearly articulate Omnissa’s business value • Explicitly position Sales Engineering as a co-owner of revenue outcomes, with accountability tied to pipeline influence, deal progression, and close rates—not just technical validation • Scale vertical-specific and use-case-driven SE engagement models to meet rising enterprise demand and reduce sales cycle friction • Increase early-stage SE involvement in strategic accounts to shape architecture decisions upstream and avoid late-stage competitive displacement • Establish standardized SE metrics tied to win rates, deal size uplift, competitive wins, and time-to-value, aligned with regional sales KPIs • Formalize SE-led value engineering and business outcome storytelling to clearly quantify ROI, TCO reduction, and productivity gains for executive buyers • Institutionalize repeatable technical win strategies for top competitors, including playbooks, objection handling, and differentiation frameworks • Elevate SEs as trusted advisors to CIO, CISO, and Digital Workplace leaders, not just technical validators—focused on long-term architecture and roadmap alignment • Expand SE collaboration with channel, GSIs, and technology partners through joint solution design, co-selling motions, and shared demonstrations • Invest in enablement programs that sharpen commercial acumen, executive presence, and consultative selling skills across the SE organization • Leverage AI-driven tools and analytics to optimize SE resource allocation, deal prioritization, and customer engagement insights • Use deep insight into regional customer needs, industry trends, and partner ecosystem dynamics to drive customer success and expand Omnissa’s presence • Develop organizational mechanisms that improve consistency, velocity, and performance across all SE teams • Break down organizational barriers, remove recurring blockers, and scale best practices across the region and globally • Foster and evangelize Omnissa’s culture—building an organization known for trust, inclusiveness, operational rigor, and innovation • Engage in critical customer escalations and provide guidance across the Omnissa organization while engaging directly with the customer