• Failure analysis • Specification review • Competitive analysis/TCO • Answer technical questions • Technical documents (test docs, white papers, etc.) • Lead quality product testing • Join and lead industry committees • Develop and lead product training partnering with sales and marketing team • New product...What does this mean? R&D of new products? • Promote use of ductile iron versus alternative materials

• Articulate the benefits of Menlo Security solutions for both technical and non-technical audiences. Research technical requirements of an opportunity to scope and architect a solution that meets the customer’s needs. • Understand the customer’s business drivers and how to map these to a Menlo Security solution that meets both their needs and budget. • Lead Proof of Concept engagements on regional sales opportunities. This includes deployment and configuration of Menlo Security services or software, training individuals on the use of Menlo Security solutions, act as an interface between the Sales organization and technical staff to resolve outstanding issues. • Provide reporting and feedback on customer accounts and field activities to Sales, Product Management and Engineering. • Work closely with regional Menlo Security Partners to enable partner self-sufficiency and drive partner-led opportunities. • Work closely with customers to grow and expand the implementation/integration of Menlo Security products.

• Expectations for this role is 90% pre-sales engineering and 10% consulting/delivery. • 10-25% travel may be required to clients in PA/MD/VA/DC and occasionally North Carolina areas. • Security Sales Engineers work from home when not visiting client locations. • Partner with Security Architects, Account Executives and Account Managers to understand client requirements and desired outcomes to develop technical solutions • Document client requirements, technical challenges, and solution designs. • Articulate technical recommendations and value propositions aligned with client security requirements • Collaborate with technology vendor, service providers, and delivery teams to ensure solutions align with client desired outcomes. • Serve as our Clients’ primary technical point of contact throughout a project life cycle. • Support clients through solution evaluation processes and implementation planning • Provide pre-sales technical support and respond to security-focused RFPs/RFIs • Author comprehensive business and technical collateral to support the business that is proficiently tailored to both technical and managerial audiences. • Proactively research and engage emerging vendors and technologies to understand how they may be used to solve our clients challenges

• Serve as a trusted technical advisor throughout the sales cycle, aligning our platform's value with each prospect’s needs. • Comfortable communicating with senior product, finance, and engineering leaders. • Work closely with Account Executives to navigate complex sales cycles. • Assist in designing and executing proof of concepts to showcase how our platform can solve customer challenges. • Partner with Product, Marketing, and Customer Success teams to ensure customer success and refine our sales approach. • Develop a deep understanding of the software development lifecycle, the evolving AI CodeGen tool space, and our platform.