• Serve as a strategic partner to our most important prospects and customers • Lead complex technical discussions and uncover manufacturing and operational challenges • Architect tailored solutions and showcase Squint’s capabilities through live demos and Proofs of Value • Influence product direction and refine go-to-market playbooks • Ensure solutions address critical challenges and deliver exceptional results

• Recruit, hire, lead, develop, and retain a high-performance Sales Engineering team to help support our Sales business • Build relationships and collaborate across Sales, Architects, Sales Ops, Marketing, Product Management and R&D teams to ensure organizational agility while leading your team(s). • Engage in and help build and/or maintain prospect/partner technical and/or executive relationships which help accelerate AW brand awareness and business closure. • Monitor, review and coach SE’s to enhance their objection handling, demonstrations, and overall ability to architect and scope AW solutions to solve customer problems. • Develops sales engineers according to demands of AW business and professional goals. • Acts as district escalation point for technical sales campaigns.

• Understand and effectively present products and be able to articulate that value as it relates to the customer or prospect’s business direction • Develop and maintain a trusted advisory relationship with the customer’s security, operations and design teams during presales engagement, post sales and professional services engagements • Create and deliver compelling demonstrations promoting products highlighting the competitive differences and business value • Educate customers and partners on platform and business flow • Identify and qualify new opportunities, and support technical presales activities from initial opportunity identification to closure • Maintain post sales relationships with customers and identify and drive expansion of product install base within existing accounts • Train partners and resellers on the proper positioning and technical sales of products

• Support the sales team in all technical aspects of the sales process including presentations, demos, proof of value, pilots, technical workshops, technical account management, etc. • Work closely with Field & Insides Sales, Partners, Product Management & Engineering to be a conduit of technical requirements to & from EDB to our clients.