• 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.

• Act as the primary technical authority throughout the sales cycle, providing expertise in weapons detection, analytics, and operational security. • Lead pre-sales discovery, site assessments, and requirements gathering for tailored solutions and proposed architectures. • Develop high-quality system designs, detection layouts, and integration plans aligning with customer needs and infrastructure constraints. • Guide customers through RFP/RFI responses and technical documentation to ensure a full understanding of their solutions. • Lead high-impact onsite and virtual demonstrations showcasing accuracy, throughput, usability, and system interoperability. • Maintain deep, expert-level understanding of competitive products, capabilities, and positioning. • Work hand-in-hand with Account Executives to build technical win strategies and influence decision-makers. • Partner with implementation engineers to ensure smooth customer transitions from pre-sales to deployment including system installation and commissioning. • Lead the end-end installation, configuration, and initial precision calibration of the weapons detections systems with their accounts, as needed. • Mentor and guide Field Service Engineers or junior pre-sales engineers on technical discovery and competitive positioning.