• Collaborate with sales teams to identify customer requirements and design innovative technical solutions that address business objectives. • Conduct compelling customer demonstrations of Blue Mantis products and platforms, showcasing capabilities and value propositions. • Develop and present detailed technical proposals, including solution architectures and statements of work. • Create accurate and timely customer quotes, ensuring alignment with solution scope and pricing guidelines. • Serve as a technical advisor throughout the sales process, answering customer questions and addressing objections. • Facilitate a smooth transition from pre-sales to onboarding, supporting customers as they begin their journey with Blue Mantis. • Stay current with industry trends, emerging technologies, and Blue Mantis offerings to maintain expertise and credibility.

About Keyfactor Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale — and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companies across the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow. We hope you will trust your future with Keyfactor! Title: Senior Solutions Engineer Location: Toronto, Ontario, Canada (Remote) Experience: Senior Job Function: Solutions Engineering Employment Type: Full Time Industry: Computer and Network Security About the position The Senior Solutions Engineer leads the technical strategy for strategic enterprise accounts adopting the AgileSec Cryptographic Posture Management (CPM) platform. The role focuses on defining CPM architectures, guiding customers through discovery, inventory, governance, and remediation phases, and ensuring successful deployment within complex enterprise environments. The position supports strategic sales by translating cryptographic risk, regulatory requirements, and infrastructure constraints into scalable CPM adoption roadmaps aligned with product capabilities and long-term platform expansion. The position is based in Canada. Applicants must hold CAD citizenship. Responsibilities • Lead technical discussions with key clients, understanding their requirements and challenges, and providing advanced technical solutions that align with their business objectives. • Drive solution development for key accounts, ensuring that solutions are tailored to meet specific customer needs and are technically robust. • Provide advanced technical guidance and expertise to both internal teams and clients, serving as a subject matter expert in the field. • Contribute to strategic sales initiatives by leveraging deep product knowledge and understanding of customer needs to support the development of effective sales strategies. • Collaborate cross-functionally with product management, engineering, and other teams to ensure alignment between customer requirements and product capabilities • Stay updated on industry trends, emerging technologies, and competitor offerings to provide insights and recommendations for product enhancement and innovation. • Act as a trusted advisor to clients, building strong relationships based on technical expertise, reliability, and a commitment to delivering value-added solutions. • Mentor and coach junior team members, sharing knowledge and best practices to help them develop their technical skills and advance in their careers. • Participate in product testing and feedback to provide meaningful, actionable feedback to improve product quality and user experience. Skills and Qualification • Bachelor's degree or equivalent experience • Extensive experience in leading technical discussions and solution development for key accounts. • Demonstrated ability to contribute to strategic sales initiatives and mentor junior team members. •Strategic thinking to contribute to the development of sales strategies and initiatives. • Mentorship skills to support the growth and development of junior team members. • Adaptability to handle evolving market dynamics and customer needs. • Ability to independently drive large customer meetings (onsite and virtual) to develop and document a recommended architecture and deployment roadmap. • Entrepreneurial mindset with the ability to operate effectively in a lean team environment. Technology Specific •Strong understanding of enterprise security architecture and security ecosystems. •Experience deploying solutions in complex environments (on-premises, hybrid, or cloud). •Understanding of cryptographic concepts. •Familiarity with operating systems (Linux/Unix environments) and scripting or automation tools. •Experience working with container platforms and deployment tools •Ability to analyze large data sets and produce meaningful analytics and reporting. Travel Expectations: Up to 25-40% Compensation Salary will be commensurate with experience.  Culture, Career Opportunities and Benefits We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.  Here are just some of the initiatives that make our culture special:   - Second Fridays (a company-wide day off on the second Friday of every month minus November and December of 2025 due to the Holiday schedule). Please note that this benefit is subject to change. - Comprehensive benefit coverage globally. - Generous paid parental leave globally. - Competitive time off globally. - Dedicated employee-focused ambassadors via Key Contributors & Culture Committees. - DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology. - The Keyfactor Alliance Program to support DEIB efforts. - Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays. - Global Volunteer Day, company non-profit matching, and 3 volunteer days off. - Monthly Talent development and Cross Functional meetings to support professional development. - Regular All Hands meetings – followed by group gatherings. Our Core Values Our core values are extremely important to how we run our business and what we look for in every team member:   Trust is paramount.   We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.   Customers are core.   We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.   Innovation never stops, it only accelerates.   The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.   We deliver with agility.    We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.   United by respect.    Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.   Teams make “it” happen.   Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.   Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.  REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time. Keyfactor Privacy Notice

Role Description Samsung SDS America is seeking a dedicated Presales Solutions Consultant to join our Enterprise Mobility Services Business Group. The Presales Solution Consultant – EMS/EMM is a strategic, customer-facing leader responsible for designing, validating, and operationalizing enterprise-scale mobility lifecycle solutions that are commercially viable, technically sound, and execution-ready. This role serves as a trusted advisor to customers, assessing current-state mobility and device management processes, aligning them to industry best practices, and translating optimized workflows into our EMS solution. The Presales Solution Consultant partners closely with Sales, Product, Finance, and Delivery teams to accelerate revenue growth, improve deal quality, and ensure consistent, high-quality transitions from presales to implementation. Responsibilities - Key Objectives - Accelerate revenue through advanced solution leadership. - Validate opportunity fit, customer alignment, and business value. - Ensure early and ongoing alignment across customer processes, EMS capabilities, and delivery execution. - Build executive confidence through high‑level discovery and solution validation. - Standardize solutioning methods, governance, and best practices. - Serve as senior technical and process authority for EMS. - Opportunity Qualification & Strategic Validation - Partner with sales to qualify deals, confirm strategic fit, and gauge technical, operational, and commercial feasibility. - Engage executive sponsors, shape pursuit strategy, and influence investment decisions. - Discovery, Process Consulting & Solution Architecture - Run executive and operational discovery workshops; map “as‑is” workflows and benchmark against EMS best practices. - Identify gaps, propose redesigns, and craft “to‑be” process models that translate into EMS orchestration and automation. - Validate scalability, governance, and implementation plans; coordinate customization scope with delivery when needed. - Proof of Concept / Proof of Value Leadership - Define POC/POV strategy to maximize win likelihood. - Lead technical pilots that demonstrate measurable financial and operational impact, involving product and delivery leads. - Perform minor product configuration to showcase capabilities and embed successful validation patterns. - Proposal Leadership & Commercial Alignment - Own end‑to‑end proposal creation with sales, aligning pricing, cost, and margin targets with finance. - Deliver executive‑ready artifacts: solutioning reports, business value assessments, and architecture summaries. - Guide deal positioning and support negotiations. - Sales Enablement & Practice Leadership - Act as senior technical authority for EMS sales engagements. - Build and maintain standardized templates, frameworks, and governance best practices. - Support demo and POV environment design for each product release. - Presales-to-Delivery Governance - Manage structured hand‑over to delivery teams, ensuring solution integrity. - Assist with delivery escalations, optimize hand‑off processes, and drive continuous improvement across the presales‑delivery interface. - Performance & Success Measures - Higher enterprise deal conversion rates and larger average deal sizes. - Strong implementation readiness at contract signing, reducing post‑sale rework. - Elevated customer satisfaction and executive advocacy. - Improved solution maturity and reuse of standardized assets such as workflow templates. Qualifications - Bachelor’s degree in Information Technology, Engineering, Business, or related discipline (or equivalent experience). - 10+ years of experience in solution architecture, enterprise consulting, or presales leadership roles. - High degree of proficiency in delivering customer-facing presentations and demonstrations, with the ability to build strong rapport and credibility with stakeholders. - Proven ability to assess, redesign, and operationalize business processes. - Strong background in enterprise workflow, orchestration, or service management platforms. - Experience in enterprise mobility, MMS, SaaS, or IT Asset Management environments. - Experience in supporting both direct and indirect channels. - Proven track record of influencing large, strategic deals. - Must be eligible to work in the US for any employer without restrictions and be based in the continental US for this remote position. Preferred Requirements - Consulting or professional services leadership background. - Experience supporting Fortune 1000, public sector, or regulated industries. - Exposure to value engineering, ROI modeling, and business case development. - Experience mentoring technical, sales, or consulting teams. Benefits - Top-notch medical, dental, vision and prescription coverage. - Wellness program. - Parental leave. - 401K match and savings plan. - Flexible spending accounts. - Life insurance. - Paid Holidays. - Paid Time off. - Additional benefits. Company Description Samsung SDS is the digital arm of the Samsung group and a global provider of cloud and digital transformation innovations. Samsung SDS delivers enterprise-grade solutions and services in cloud, secure mobility, analytics / AI, digital marketing and digital workspace. We enable our customers in government, financial services, healthcare, and other industries to drive business in a hyper-connected economy helping them to increase productivity, safeguard assets, and make smarter decisions.

• Engage on the most complex, highest-stakes new logo pursuits — Fortune 500 and large strategic accounts where deal complexity, multi-stakeholder buying committees, and enterprise risk posture require a dedicated solutions expert alongside the AE • Lead discovery at depth — building validated process maps across distributed operations, multiple business units, and complex technology stacks where no two deployments will look the same • Build board-ready business cases and ROI models that connect platform outcomes to the metrics that matter to enterprise finance and ops leadership, using the client's own data, assumptions, and sensitivity ranges • Design and deliver executive narrative decks and solution blueprints that earn credibility with sophisticated buyers — legal, compliance, IT, operations, and C-suite — across a long, scrutinized sales cycle • Support MEDDPICC progression with proof artifacts: documented decision criteria in the customer's own words, validated champion relationships, and mapped paper processes • Embed as a strategic partner to Client Success Managers, working directly with current clients to deepen adoption, uncover expansion opportunities, and drive measurable outcomes across the Snapdocs platform • Lead workflow discovery with current clients — building validated process maps that capture roles, systems, handoffs, cycle times, exception types, and pain points — to understand what's working, what isn't, and where we can deliver more value • Translate client operational data and QBR findings into business cases & expansion proposals that connect products to business objectives the client has already validated, making the next step feel obvious rather than sold • Partner with CSMs on expansion motions across eNote, eVault, Funding QC, Post-Close QC, and CD Balancing — building crisp narratives that articulate the path from current adoption to broader deployment • Stay close to Value Realization tracking so you understand what was promised, what was delivered, and where the gap is — and use that as your foundation for every client conversation • Develop deep fluency in each client's business: their org structure, their exec priorities, their competitive pressures, and their internal workflows — so Snapdocs remains a trusted operational partner & advisor, not a vendor