• Serve as the technical sales lead throughout the pre-sales cycle, including owning proofs-of-value (POV) results and driving their success, co-leading customer relationships with Enterprise Account Executives, and giving technical demos • Provide technical pre-sales support for assigned Enterprise Account Executives • Assist Enterprise Account Executives in development and implementation of sales objectives and account-based penetration strategies • Conduct technical and competitive landscape research to effectively address customer questions • Serve as a technical resource for pre-sales security and platform diligence, including • Educate sales executives and partners on Abnormal Security’s products, platform, and security • Obsessively drive customer satisfaction

Role Description Wir, die AVENDIS, sind gerade auf der Suche nach Verstärkung für unser PreSales Team durch einen Solution Architect/PreSales-Consultant (w/m/d). - Lösungsorientierte Beratung unserer Kunden - Analyse von IST-Situationen - Erarbeitung und Erstellung von Konzepten - Begleitung von öffentlichen Ausschreibungen - Entwicklung von Migrationsstrategien - Präsentation der erstellten Konzepte und Strategien - Projektbegleitung bei komplexen IT-Projekten - Durchführung von Innovations-, Strategy- und Security Workshops Qualifications - Praktische Erfahrung in einer ähnlichen Rolle - Fundiertes Wissen aus den Bereichen der Converged Infrastructure für Server-, Network und Storage sowie deren Virtualisierung - Kenntnisse in den Themenbereichen Microsoft Betriebssysteme und Applikationen, Security, Cloud und Hybrid-Szenarien - Idealerweise Erfahrung mit den Herstellern Dell, HPE/Aruba, Veeam, AvePoint, zScaler, Datacore oder VMWare, Fortinet - Zielorientiertes Arbeiten, Teamfähigkeit und Kommunikationsstärke Benefits - 30 Tage Urlaub und ein flexibles Arbeitszeitmodell - vielseitige Fortbildungs- und Weiterentwicklungsmöglichkeiten - eigenverantwortliches Arbeiten in einem kompetenten, motivierten und stetig wachsenden Team - modernste technische Ausstattung unserer Mitarbeiter (w/m/d) - Firmenfitness und die Möglichkeit auf (E-)Bike-Leasing

• Use technical knowledge along with sales skills to provide advice and support on products • Work closely with sales and engineering • Assist colleagues with bids and tenders for new clients from a technical perspective • Work on proof of concept deployments and answer questions • Persuade clients that a product or service best satisfies their needs in terms of quality, price, and delivery • Calculate client quotations • Provide pre-sales technical assistance and product education • Support after-sales support services and provide technical backup as required • Arrange and carry out product training • Support POC and Pilots at the customers together with support and engineering • Support sales and marketing activities by attending trade shows, conferences, and other marketing events • Make technical presentations and demonstrate how a product meets client needs • Liaise with other members of the sales team and other technical experts • Help in the design of custom-made products • Provide training and produce support material for other members of the sales team

Title: Sr. Sales Engineer Location: New York, United States Job Description: Location: New York - Remote Who Are We? About Airlock Digital: Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware.  With rapid growth across Australia, North America, and EMEA. We are committed to our core values, respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity. What We are Looking For: The Sr. Sales Engineer serves as a technical resource in the sales process, providing deep cybersecurity expertise, conducting product demonstrations, and supporting proof-of-concept (POC) evaluations. This role collaborates closely with customers to design and implement solutions, ensuring Airlock Digital’s platform aligns with their security requirements. Solutions Engineers act as subject matter experts, guiding both clients and internal teams on product capabilities, integration strategies, and future roadmap enhancements. A successful candidate will have strong technical acumen, hands-on experience in cybersecurity solutions, and the ability to translate complex security challenges into effective implementations. Key Responsibilities: - Technical Sales Support - Act as a technical expert and trusted advisor throughout the sales process, helping prospects and customers understand the value of Airlock Digital’s solutions. - Work closely with account managers to identify customer needs, technical requirements, and potential opportunities. Product Demonstrations & Technical Engagement - Conduct product demonstrations, presentations, and technical discussions tailored to customer environments. - Clearly articulate the features, capabilities, and benefits of Airlock Digital’s products. Proof-of-Concept (POC) Leadership - Lead the technical execution of proof-of-concept engagements from initial scoping through successful completion. - Define evaluation criteria and design POCs aligned with the customer’s environment and success metrics. - Maintain regular engagement with prospects to ensure momentum and resolve technical challenges. Customer Discovery & Solution Alignment - Understand customer environments, security requirements, and operational challenges. - Align Airlock Digital’s solutions to address specific business and security needs. - Implementation Support - Act as the interface between customers and internal teams during early implementation to support knowledge transfer. - Assist with deployment planning and integration support when needed. Cross-Functional Collaboration - Partner with Product, Support, and Customer Success teams to ensure successful customer adoption. - Provide feedback to product teams based on customer interactions, market trends, and competitive insights. Technical Documentation & RFP Support - Assist with RFP, RFI, and tender responses. - Maintain documentation related to POC progress, outcomes, and customer feedback. - - Proof-of-concept conversion rates - Customer satisfaction with technical engagements - Product adoption success - Deployment success rates - Sales team enablement effectiveness and contribution to overall win rates Industry Engagement - Represent Airlock Digital at customer briefings, partner engagements, and industry events when appropriate. Success Metrics Success in this role may be measured through: Required Skills & Qualifications: - 8+ years of experience in the technology industry, ideally in sales engineering, pre-sales engineering, or cybersecurity architecture roles. - Experience supporting endpoint security, application allowlisting, or related cybersecurity technologies. - Hands-on experience delivering technical product demonstrations, solution evaluations, and proof-of-concept (POC) engagements in enterprise environments. - Strong understanding of enterprise security architectures, Zero Trust security principles, and modern cybersecurity frameworks such as MITRE ATT&CK, NIST, or CIS. - Ability to translate complex security, infrastructure, and operational requirements into practical solution architectures and deployment strategies. - Experience working within enterprise IT environments including Active Directory, Windows administration, APIs, integrations, and cloud platforms. - Experience supporting complex enterprise sales cycles with multiple stakeholders including security, IT operations, and executive leadership. - Experience operating in a high-growth or fast-scaling cybersecurity company is highly desirable. - Strong analytical and problem-solving skills with a customer-first mindset and the ability to troubleshoot technical challenges. - Excellent verbal and written communication skills with the ability to present technical concepts clearly to both technical and executive audiences. - Ability to build trusted relationships and collaborate effectively across sales, product, engineering, and customer success teams. - Bachelor’s degree in Computer Science, Cybersecurity, Engineering, or a related technical field, or equivalent practical experience. Preferred Qualifications: - POC conversion rates - Customer satisfaction with technical engagements - Product adoption success - Sales team enablement effectiveness – contribution to win rate. - Deployment success rates - Customer satisfaction scores What We Offer: We don’t think money is everything, but we know it is an important part of your decision to apply for a role. This position has a OTE range of USD $208,000 to $260,000. Additional factors considered in extending an offer include responsibilities of the job, education, location, experience, knowledge, skills, abilities, and internal equity, alignment with market data, or applicable laws.  At Airlock Digital we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include Medical, dental, and vision insurance – 401K Plan with 4% Company Match – Life and Disability Programs – Paid Parental Leave - Paid time off and Paid Holidays – Volunteer and Birthday Time off – Home Office Allowance Our Commitment: We believe in supporting our team members both personally and professionally. Named one of the USA’s Greatest Places to Work in 2024 and 2025, we value flexibility, trust, and a work environment that empowers our team to do their best work. We will be assessing applications as they come in, so we encourage you to send your resume through to us as soon as possible. All official job offers from our company are extended directly by our recruitment team and will be sent through an official BambooHR document for your review and signature. Please be aware that we do not ask for any personal information in the process of extending offers of employment, such as financial details or social security numbers. Upon acceptance of any offer, we will request such information as part of the onboarding process prior to or on your first day of employment, and only after completing a background check through an authorized third-party vendor. If you receive any communication asking for personal details outside of these processes, please contact us immediately to verify the authenticity of the request. Your security is important to us, and we are committed to a safe and transparent hiring experience. No contact from recruitment agencies, thank you. #LI-REMOTE #LI-JN1