• You will report to the Head of Sales, you will drive in-depth discovery discussions with prospective customers to understand their environment and associated needs • You will deliver world class product demonstrations and assist customers with POV's and drive success • You will interface with Sysdig support, customer success, and professional services teams to ensure Sysdig customers are power users of the product • You will demonstrate a strong understanding of the security landscape and articulate the general challenges of securing cloud-native applications • You will be a trusted advisor to customers and prospects, helping them navigate this new technology space

• Collaborate with the Sales and Delivery teams to understand client needs, industry context, and desired outcomes. • Rapidly prototype or design proof-of-concept solutions using the Contextual.io platform. • Conduct operational and technical discovery sessions with client stakeholders. • Translate complex processes into clear, actionable AI solutions for executive and business audiences. • Partner with Solution Engineers and Delivery Leads to define solution architectures and engagement scopes. • Present and demo relevant use cases and case studies that align with a prospect’s needs. • Lead proposal development and SOW definition, ensuring feasibility and clarity. • Maintain deep awareness of AI trends, orchestration patterns, and applied machine learning / LLM use cases. • Serve as the trusted technical voice in the sales process — credible to CTO, CIO, COO and CEO audiences along with all organization stakeholders.

• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization. • Drive customer discovery efforts to uncover requirements for ExtraHop solutions • Proactively mitigate technology-related buying objections from the sales opportunities • Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market • Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated • Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement • Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners • Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM. • Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs • Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs. • Provide post-sales follow-up, technical training, and consulting • Help with post-implementation support for key customers • Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience • Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers • Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

• Responsible for recruiting and hiring top SE’s as we expand our coverage • Responsible to enable and continue to develop the SE’s in the region • Provide Technical Leadership and direction to the Sales Teams in the Region to help them build technology solutions for our Enterprise customers and prospective customers. • Assist in the analysis, design and development of fully integrated technology solutions. • Demonstrate technical leadership and subject matter expertise on Rubrik’s products, distributed architectures, file systems, cloud, SaaS and competitive offerings in the space. • Act as technical expert and consultant to develop and propose solutions that meet the technology and business requirements of assigned customers. • Make technical and sales presentations to customer's technical staff and senior management. • Serve as a trusted technology advisor to customers and serves as an internal resource on technical issues or specific business applications within an assigned market segment. • Successfully build relationships with the account team, partners and technical champions within customers and prospects in support of sales team objectives and engages and leverages corporate resources, abilities, budgets and personnel as appropriate.