• 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.

• Responsible for promoting the continuous growth of sales performance of existing customers. • Sort out and control the forecasting work of existing products, improve the forecasting accuracy, and further prevent the occurrence of risks (RA). • Conduct investigations on the businesses of competitors in the entire regional market and actively explore potential customers. • Regularly collect and feedback market intelligence, from the sales perspective, formulate strategic plans for potential customers and continuously develop the customer base. • Maintain and update the daily project tracker and enquiry register through Sales Force. • Coordinate with the segment specification team, BDM, and/or field technical specialists to maximize project win rate. • Facilitate sales service before and after delivery, maintain full collection on time.

• Collaborate with practice leadership to shape go-to-market strategies and create sales enablement content. • Manage opportunity pipeline from initial prospecting through deal closure. • Prepare for and participate in executive-level meetings, delivering tailored presentations and compelling value propositions that resonate with client priorities. • Translate technical concepts into strategic business outcomes for C-suite decision-makers. • Lead workshops, demos, and client education sessions to foster understanding of process intelligence and its long-term impact.