• Serve as the technical backbone of our sales process. • Bridge the gap between complex technical solutions and business needs of prospective customers. • Be the primary technical resource for the sales team, driving technical discovery and validation phases of the sales cycle. • Create and deliver compelling technical product presentations and demonstrations to prospective customers. • Gather detailed technical requirements to ensure proposed solutions effectively address customer pain points and business objectives. • Lead product evaluations (POVs) and oversee custom product configurations to prove value in real-world environments. • Design comprehensive evaluation test plans alongside customers and guide the process to ensure successful, measurable outcomes.

• Enable technical teams across cloud providers, VARs/SIs, and technology partners through workshops, training programs and paths, and hands-on labs. Develop reusable partner assets including reference architectures, demos, and solution playbooks. • Work with partners and internal teams to design secure cloud-native architectures that incorporate Chainguard into DevOps, platform engineering, and security workflows. Collaborate with product and engineering teams to bring partner integrations to life. • Co-create partner-led services and offerings that help customers adopt Chainguard solutions. Partner closely with Sales and Partner Managers to identify deals, accelerate the sales cycle, help with adoption, and grow partner-influenced revenue across the company. • Engage with partner technical leaders and executives to align on technical roadmaps and solution strategies. Broadcast partners' progress to field teams internally and encourage the close collaboration of Chainguard - Partner SEs for maximum joint value proposition and have a strong influence over product direction. • Run ongoing enablement sessions, workshops, and joint technical activities to ensure partners remain engaged and capable of delivering Chainguard solutions. Initiatives to cultivate strong bonds with new and existing partners.

A Little About Us EDB provides a data and AI platform that enables organizations to harness the full power of Postgres for transactional, analytical, and AI workloads across any cloud, anywhere. EDB empowers enterprises to control risk, manage costs and scale efficiently for a data and AI led world. Serving more than 1,500 customers globally and as the leading contributor to the vibrant and fast-growing PostgreSQL community, EDB supports major government organizations, financial services, media and information technology companies. EDB’s data-driven solutions enable customers to modernize legacy systems and break data silos while leveraging enterprise-grade open source technologies. EDB delivers the confidence of up to 99.999% high availability with mission critical capabilities built in such as security, compliance controls, and observability. For more information, visit www.enterprisedb.com EDB is looking for a Senior Sales Engineer to join our team of sales engineering professionals. As a Senior Sales Engineer at EDB, you will be responsible for supporting the sales team in all technical aspects of the sales process including presentations, demos, proof of value, pilots, technical workshops, technical account management etc. You will work close with Field & Insides Sales, Partners, Product Management & Engineering to be a conduit of technical requirements to & from EDB to our clients. It is anticipated most of the business will be in MEA region. Qualifications: - Relational database experience (PostgreSQL or Oracle and MySQL or SQL Server or Sybase or DB2). Active use or, administration of such database(s) - Customer-facing experience either in a pre-sales, sales engineering, consulting, or support capacity - Collaborative with internal teams and external stakeholders, with a solutions focus - Fluency with English and Arabic Mandatory: - Experience with High Availability, Scalability, Performance trade-offs, Security & related concepts - Cloud experience with one of these cloud providers: AWS, Azure, Google Cloud, VMWare Cloud, and OpenStack, Virtualisation Preferred: - Ability to conduct product proof-of-value from initial requirements gathering to successfully achieving objectives and success criteria through clear planning and methodical execution - Experience with Containers (Docker), Kubernetes, Microservices, PaaS (OpenShift, CloudFoundry) - Knowledge with one of these programming languages: Java, Python, node js, ruby, C/C++ using database connectors (JDBC, python, node js, ODBC) EDB is committed to supporting our employees' overall well being by offering a range of benefits and resources to promote a healthy work-life balance and wellness. We provide access to CuraLinc to aid employees in health and wellness tips and practices, as well as Wellness Fridays extending to December 2026! Check out our career site for more information on perks and benefits and reach out to our Talent Acquisition team for region specific benefits. We know it takes a unique mix of people and skills to help us in our mission to supercharge Postgres, and we understand that not everyone will check every box. We’d love to hear from you and we want you to apply! EDB is proud to be an equal opportunity workplace. We celebrate diversity and are committed to creating an inclusive environment for all employees. EDB was built on a commitment to trust and respect each other and to embrace an array of people and ideas. These values remain at the center of our culture and are key to our company’s integrity. EDB does not seek or accept unsolicited resumes or CVs from recruitment agencies. EDB and its affiliates are not responsible for, and will not pay, any fees, commissions, or any other similar payment related to unsolicited resumes or CVs except as required in a written signed agreement between EDB and the recruitment agency or party requesting payment of a fee. #LI-Remote

Company Overview Cellebrite’s (Nasdaq: CLBT) mission is to enable its global customers to protect and save lives by enhancing digital investigations and intelligence gathering to accelerate justice in communities around the world. Cellebrite’s AI-powered Digital Investigation Platform enables customers to lawfully access, collect, analyze and share digital evidence in legally sanctioned investigations while preserving data privacy. Thousands of public safety organizations, intelligence agencies and businesses rely on Cellebrite’s digital forensic and investigative solutions, available via cloud, on-premises and hybrid deployments—to close cases faster and safeguard communities. To learn more, visit us at www.cellebrite.com, https://investors.cellebrite.com/investors and find us on social media @Cellebrite-Alerts. Position Overview  The Solution Engineer (SE) is the technical and business value partner to our account teams. You will combine deep product expertise, digital investigation domain knowledge, and strong communication skills to help agencies adopt Cellebrite’s end-to-end Digital Intelligence platform. You will influence both technical and executive stakeholders, shape solution strategy, and help customers achieve measurable operational and mission outcomes. This remote role requires frequent travel (typically 50–70%) between France & French speaking regions as required to customer sites, events, and internal meetings, and reports to the Regional SE Manager. Success requires tight collaboration with Sales, Product, R&D, Customer Success, Services, and Marketing. Key Responsibilities   Customer Discovery & Value Articulation - Lead structured discovery to uncover customer needs, investigative workflows, technical environments, and mission priorities. - Translate complex requirements into clear problem statements and solution options aligned to operational realities and constraints. - Quantify and communicate business and mission value (e.g., time-to-evidence, case throughput, backlogs, analyst efficiency) for Cellebrite solutions. - Tailor messaging for technical, operational, and executive audiences, connecting features to real-world case outcomes and community impact. Solution Design, Demonstration & Technical Leadership - Design and present end-to-end solution architectures across Cellebrite’s portfolio, including on-premises, SaaS, and hybrid deployments. - Deliver compelling demos, pilots, and proof-of-concepts that showcase technical capabilities, workflows, and measurable value. - Provide technical guidance on integration, data flows, security, performance, and scale in complex law enforcement and government environments. - Anticipate and address technical risks and objections; proactively propose mitigation paths and best practices. Strategic Account Management - Strategic Technical Business Reviews (TBRs) - Plan, lead, and document technical business reviews with strategic accounts to align on objectives, adoption, roadmap, and value realization. - Use TBRs to highlight achievements, surface gaps, and co-create forward-looking plans with customers and account teams. - Workflow Optimization & C2C (Case-to-Closure) Positioning - Analyze current investigative workflows and identify opportunities to streamline the case-to-closure (C2C) process using Cellebrite capabilities. - Design and position end-to-end workflows that reduce friction, improve collaboration, and accelerate case resolution. - Map Cellebrite solutions to critical points in the investigative lifecycle (collection, review, analysis, collaboration, reporting). - Risk Identification in Strategic Accounts - Proactively identify and document risks in key accounts (e.g., low adoption, single-threaded champions, architectural gaps, competitive threats). - Partner with Sales, Customer Success, and Services to build mitigation plans and ensure at-risk accounts receive focused attention. - Use data from usage, feedback, and TBRs to flag early warning signs and recommend interventions. - Product & Technology Feedback and Engagement - Systematically capture field feedback, feature requests, and emerging use cases from customer engagements and TBRs. - Provide structured input to Product Management and R&D, helping shape roadmap priorities and usability improvements. - Participate in early access, beta programs, and advisory sessions, representing customer needs and law enforcement realities. Influence Without Authority & Cross-Functional Collaboration - Partner closely with Account Executives to co-create and execute account strategies, including whitespace identification, expansion plans, and renewal risk mitigation. - Influence internal stakeholders (Sales, CS, Services, Training, Marketing) to align on customer outcomes, not just transactions. - Collaborate with Solution Architects, Subject Matter Experts, Customer Success, and Implementation to ensure smooth handoffs from pre-sales to post-sales, with clear expectations and success criteria. Market Evangelism & Thought Leadership - Represent Cellebrite at industry events, tradeshows, trainings, and workshops, evangelizing Digital Intelligence best practices and innovation. - Contribute to content such as solution briefs, demo scenarios, playbooks, and internal enablement for Sales, CS, and partners. - Maintain deep awareness of trends in digital investigations, cloud, SaaS, security, and AI as they impact law enforcement and public safety. Professional Development & Operational Excellence - Maintain strong professional and technical knowledge through training, certifications, community engagement, and peer learning. - Manage your pipeline of opportunities, pilots, TBRs, and strategic projects with strong organization, documentation, and follow-through. - Uphold Cellebrite’s ethical standards and ensure solutions adhere to all applicable legal, regulatory, and privacy requirements. Requirements - English is the primary business language however ass the role is based in France in French is required to support customers and stakeholders. - Experience designing and implementing complex software solutions in customer environments (on-prem, cloud, or hybrid). - Experience working with law enforcement, public safety, or government agencies (local, state, federal, or international). - Bachelor’s degree or equivalent practical experience. - 4+ years in a customer-facing technical role (Solutions Engineering, Sales Engineering, Customer Success, Professional Services, or similar). - Exceptional public speaking, storytelling, and presentation skills, including the ability to simplify complex technical topics. - Solid IT foundation: Windows/Linux environments, networking, security, SaaS/PaaS/IaaS concepts, and storage systems. - Strong business and analytical skills with the ability to connect technical capabilities to operational, financial, and mission outcomes. - Demonstrated cross-functional leadership skills and project management capabilities in a matrixed environment. Preferred Skills & Experience - Direct experience within law enforcement, public safety, or Federal/DoD environments. - Hands-on experience with digital forensics, eDiscovery, incident response, or investigative workflows. - Experience with AI/ML-enabled analytics, automation, or decision-support tools in operational settings. - Background working in or with Customer Success and/or Product Management organizations. - Relevant technical certifications (e.g., cloud platforms, security, digital forensics) Personal Characteristics null