Role Description As a Solutions Engineer at Claroty, you will serve as a strategic technical advisor and trusted partner throughout the sales lifecycle. You will bridge business needs with deep technical expertise, supporting enterprise customers across industrial, healthcare, energy, and critical infrastructure sectors. In this high-impact, customer-facing role, you will collaborate closely with Sales, Product, Engineering, and Customer Success to design and deliver tailored cybersecurity solutions that protect complex CPS environments. This role is ideal for a technically strong, business-savvy professional who thrives in dynamic environments and enjoys translating complex challenges into practical solutions. Responsibilities - Technical Sales Expertise: Serve as the primary technical resource for the sales team and prospective customers, providing subject matter expertise on OT/ICS cybersecurity and Claroty’s platform. - Customer Engagement: Lead detailed technical discovery sessions to understand customer environments, operational challenges, and cybersecurity maturity. Translate customer pain points into solution strategies aligned with both technical requirements and business objectives. - Product Demonstrations: Deliver compelling, customized product demonstrations and technical presentations to diverse audiences, including security engineers, architects, plant managers, CISOs, and executive stakeholders. - Proof of Concepts (PoCs): Plan, manage, and execute successful Proof of Concepts (PoCs) and technical evaluations. Document findings and present results that clearly demonstrate technical value, risk reduction, and ROI. - Solution Design: Architect and propose scalable Claroty solutions that integrate seamlessly with existing IT and security infrastructure, including SIEM, firewalls, asset management platforms, virtualization systems, and cloud environments. - RFP/RFI Management: Own and contribute to technical responses for RFPs, RFIs, and security questionnaires, ensuring competitive positioning and technical accuracy. - Market Intelligence: Stay current with trends in industrial control systems (ICS), evolving cyber threats, regulatory frameworks, and competitive technologies. Provide actionable feedback to Product and Engineering teams. - Thought Leadership: Represent Claroty at industry conferences, trade shows, and customer events. Lead webinars and contribute to technical content, strengthening Claroty’s reputation as a leader in OT cybersecurity. Qualifications - 3+ years of experience in Sales Engineering, Solutions Architecture, or a similar customer-facing technical role, preferably within cybersecurity, industrial automation, clinical engineering, networking, or enterprise SaaS. - Experience supporting complex enterprise sales cycles and partnering closely with Account Executives. - Language: Portuguese, English, and Spanish (highly desirable). - Willingness to travel (approximately 70%), including occasional overnight stays, depending on territory and business needs. Requirements - Technical Expertise: - Deep understanding of networking protocols and architectures (TCP/IP, UDP, routing, switching, segmentation). - Strong knowledge of cybersecurity technologies and principles, including firewalls, IDS/IPS, SIEM, vulnerability management, and threat detection. - Experience with virtualization platforms (VMware, Hyper-V). - Familiarity with cloud environments (AWS, Azure) – a plus. - Practical experience in one or more cybersecurity domains: - Security & Risk Management - Asset Security - Security Architecture & Engineering - Communication & Network Security - Security Assessment & Testing - OT / Industrial Knowledge (Nice to Have): - Proficiency with industrial protocols such as Modbus, IEC 61850, DNP3, Ethernet/IP, Profinet. - Familiarity with industrial control systems (DCS, PLC, SCADA). - Experience working with vendors such as Siemens, Rockwell, Schneider Electric, Emerson, Yokogawa. - Understanding of IT/OT convergence and network segmentation strategies. - Clinical Engineering for Healthcare environments Knowledge (Nice to Have): - Familiarity with clinical engineering environments and connected medical devices (Imaging Devices, Laboratorial Equipment, Patient Monitors, etc.). - Proficiency with healthcare specific protocols such as DICOM, HL7, and proprietary protocols. - Understanding of IT/IoT/IoMT convergence and network segmentation strategies in healthcare environments. Education & Certifications - Bachelor’s degree in Computer Science, Engineering, Cybersecurity, or a related technical field (preferred). - Relevant certifications such as CISSP, GICSP, CCNA, or similar – a strong plus. Soft Skills - Exceptional communication and presentation skills, with the ability to explain complex technical concepts to both technical and executive audiences. - Strong analytical and problem-solving capabilities. - Self-motivated, proactive, and comfortable working independently and cross-functionally. - Ability to manage multiple projects and priorities in a fast-paced environment. Company Description Claroty has redefined cyber-physical systems (CPS) protection with an unrivaled industry-centric platform built to secure mission-critical infrastructure. The Claroty Platform provides the deepest asset visibility and the broadest, built-for-CPS solution set in the market comprising exposure management, network protection, secure access, and threat detection – whether in the cloud with Claroty xDome or on-premise with Claroty Continuous Threat Detection (CTD). Backed by award-winning threat research and a breadth of technology alliances, The Claroty Platform enables organizations to effectively reduce CPS risk, with the fastest time-to-value and lower total cost of ownership. Our solutions are deployed by over 1,000 organizations at thousands of sites across all seven continents. A Great Place to Work® certified company, Claroty is headquartered in New York City with employees across the world. The company is widely recognized as the industry leader in CPS protection named a Leader in The Forrester Wave™: IoT Security Solutions, Q3 2025, recognized by KLAS Research as Best in KLAS for Healthcare IoT Security five years in a row, and ranking on the Forbes Cloud 100 and Deloitte Technology Fast 500 for multiple consecutive years. Claroty is an equal-opportunity employer committed to fostering a diverse and inclusive work environment for all. We encourage applications from candidates of ALL diverse backgrounds, and special accommodations are available upon request in all selection phases. Follow us on social media: - LinkedIn - LinkedIn Life Page - Facebook - Instagram #LI-REMOTE

• Ensure consistently positive customer experiences by providing oversight and management for deployment planning, solution adoption, and technical issue resolution. • Establish a formal governance model with client. • Conduct regular stakeholder meetings, maintain an accurate record of discussion and action items and provide monthly account reporting to internal stakeholders • Develop a continuous product education and awareness program and deliver training sessions as required. • Set and track customer success criteria for deployment. Develop and manage action plan to ensure projects remain on track. • Troubleshoot customer concerns and work with management team to ensure that critical issues are documented and escalated in an expeditious manner for resolution • Serve as a customer advocate within Everbridge and report customer feedback internally to Account Management, Product Management and Engineering

• You define and take responsibility for end-to-end HR IT architectures — from developing the target architecture to implementation in complex SAP HCM and SuccessFactors landscapes • In presales and proposal phases you act as a sparring partner for decision-makers and develop viable, future-proof solution strategies • You make architectural decisions, establish guardrails for project teams and ensure solutions are scalable, integrable and sustainable • You design hybrid system landscapes (On-Prem & Cloud), own integration scenarios (e.g., SAP BTP, CPI, APIs) and support HR transformations end-to-end • Identifying new opportunities and strategically developing existing client relationships are part of your remit; you actively contribute your expertise to grow our business • Managing proposal processes, drafting architectural concepts for tenders and producing reliable effort estimates are also part of your responsibilities

Your role at DynatraceWhat’s the role? As a Dynatrace Solution Engineer, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and all facets of Advanced Observability. Within this exciting role, you will be responsible for executing great demos which demonstrate the Dynatrace unique approach in solving the customer’s pain, executing and managing POCs onsite and remote, building key relationships with Dynatrace’s customers and completing RFIs & RFPs. You will also work across teams including Dynatrace’s innovation labs, Dynatrace’s Expert Services consultants, CSMs and marketing. About you: To ensure your success as a Solution Engineer at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE experience or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for: - An excellent team player, with the ability to work across all disciplines. - Excellent communication and presentation skills, with the ability to communicate technical value into business value. - Previous 3 – 5 years of experience with observability or application performance management technologies and techniques. - Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process. - Ability to manage a number of projects simultaneously, work with a number of different sales people and support other SEs where needed. - Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable. - Must be able to travel up to 30% of the time Responsibilities: - Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business. - Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts. - As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs. - Present Dynatrace’s vision to our customers C-suite executives. - Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle. - Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths. - Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs. - Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach). - Position might be filled at a higher level based on candidate experience. What will help you succeedMinimum Requirements: - Bachelor’s degree in Computer Science or equivalent education or experience required. - 3 years of experience within the observability space. Preferred Requirements: - Experience with web technologies such as HTML, CSS, and JavaScript. - Experience with programming / scripting side technologies such as Java, .NET, PHP, Go, Node.js and database. - Advance knowledge of Operating Systems (OS) including Windows and Linux. - Experience with DevOps or Site Reliability Engineering practices Knowledge with cloud platforms, including AWS, Azure or GCP. - Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines. - Experience with automation like Ansible, Puppet, Terraform, etc. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and RewardsEqual Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.