This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are looking for a dynamic, customer-facing Customer Sales Engineer to be the primary technical and product expert for our Account Management team. The primary focus of this role is to support customer expansion by partnering with Account Managers during complex renewal and upsell opportunities. - You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our existing customers. - Support existing customers during trials/proof of concepts (POC) of the platform. - Identify existing customer pain points and challenges during trials/POCs of additional products while also defining their goals and influencing their requirements. - Be the technical point of contact for any support queries during the renewal and expansion cycle. - Assist with customer security assessments, RFPs, and business cases as required. - Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them. Qualifications - 3+ years in a customer-facing, post-sales technical role such as a Renewals focused Sales Engineer, Solutions Consultant, Sales Consultant, or Technical Account Manager. - Experience in a post-sales or expansion focused role is highly preferred. - Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools). - A passion for becoming a deep subject matter expert on a complex software platform. Requirements - Comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal. - Hands-on experience with REST APIs. - Excellent communicator, able to explain highly complex technical concepts to both engineers and non-technical VPs. - Structured approach to diagnosing and solving ambiguous technical problems. - Ability to work well in a team environment, partnering effectively with CSMs, Support, and Product. Benefits - Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being. - WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard. - $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance. - Annual leave: 6 weeks PTO plus two additional UpGuardian leave days to give you time to recharge your batteries. - 18 weeks paid Parental Leave: Irrespective of parenting role. - Personal Leave Allowance: This includes sick & carer’s leave. - Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance. - Top-spec hardware: All team members will be provided with top-spec laptops for their role. - Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work. - Health Insurance: Health, dental, and vision insurance. - Salary: $100,000 - $130,000 a year.

• Uncover and drive new customer opportunities by providing sales & technical assistance by clearly articulating Cohesity technology to both business and technical users • Enable customers to integrate Cohesity products into their existing production environments and responding to customer and partner requests for information and proposals • Develop the expertise to lead the secondary storage technology strategy for our largest customers and partners • Communicate Cohesity’s vision by developing and delivering product demonstrations, workshops, white papers, and proposals • Identify customer needs to implement proof of concepts crafted to highlight both the technology and the value Cohesity technology delivers to address their needs • Collaborate regularly with product management as a field representative regarding product development and improvements, effectively conveying customer requirements • At times, provide project management and post-sales technical support if needed.

• Collaborate with the sales team to identify and engage potential Big Tech clients, understanding their unique needs and pain points. • Deliver compelling prospect-specific product demonstrations and presentations/materials that highlight the value proposition of Atropos Health’s products and services. • Serve as a technical resource during the selling process, addressing client queries and providing in-depth knowledge of solution capabilities. • Work closely with product management and engineering teams to convey customer feedback and influence product development, ensuring alignment with market demands. • Develop and maintain strong relationships with key customer stakeholders. • Participate in industry conferences, workshops, and webinars to enhance awareness of Atropos Health’s offerings and expand professional networks. • Travel is limited but Senior Sales Engineers are expected to travel at least twice per year to company events. Additional travel is ad hoc and based on client meetings and conferences.

• Meet our ‘analytically technical’ (think: Data Scientist or Analyst writing SQL and Python) end users where they are to build strong relationships and help them get the most out of Hex during their evaluations • Be on the front-line of working with Hex end users throughout the Sales cycle from discovery and product demos through trials, and proofs of concept • Partner closely with Account Executives to develop opportunity-level strategy, execute evaluations, and share feedback to improve your partnership • Source and synthesize critical product feedback from prospects to share with internal Engineering & Product teams to influence and shape our product roadmap • Project manage the architecture, security, and technical reviews that prospects require • Develop content to support users who are a part of evaluations ie. demo projects, documentation, videos, etc. • As needed, travel to customer on-sites and marketing events to deliver demos and build strong customer relationships