Role Description As a Technical Account Manager, you are the primary bridge between Corelight’s cutting-edge technology and our most strategic global customers. You don’t just resolve technical hurdles; you serve as a high-level consultant, empowering organizations to harness the full power of Zeek and Suricata to defend their mission-critical infrastructure. By translating complex network data into tangible security outcomes and advocating for customer needs directly with our Engineering and Product teams, you play a pivotal role in ensuring our partners stay ahead of evolving threats while directly influencing the future of our platform. - Strategic Partnership: Establish and cultivate deep technical and executive relationships within strategic accounts to ensure long-term product alignment and satisfaction. - Value Realization: Partner with Sales teams to provide ongoing confirmation of the value Corelight products deliver, ensuring customers achieve their specific security objectives. - Custom Implementation: Work hands-on with customers to operationalize new features, utilize existing Zeek packages, and develop custom scripts to solve unique security challenges. - Cross-Functional Advocacy: Serve as the "Voice of the Customer" by coordinating with Engineering and Product Management to prioritize feature requests and communicate real-world impact. - Lifecycle Management: Guide customers through critical post-sales milestones, driving the successful adoption and operationalization of Corelight’s suite of services. - Technical Troubleshooting: Perform expert-level configuration, hands-on troubleshooting, and technical demonstrations to resolve complex environment issues. - Operational Excellence: Maintain rigorous documentation of customer health and communication strategies within the ClientSuccess platform. Qualifications - 7+ years in a hands-on technical role such as security engineering, system administration, or network operations. - Subject matter expertise in network security, incident response, and threat hunting, including familiarity with Zeek, Suricata, and adjacent markets (EDR, SIEM, Splunk, ELK, etc.). - Advanced understanding of network protocols (SMB, HTTP, DNS, TLS/SSL, X.509) and expert-level experience with packet analysis tools (Wireshark, tcpdump, PCAP). - BS/BA or equivalent in a relevant field (Computer Science, Electrical Engineering, MIS). - Exceptional business writing and presentation skills; must be comfortable presenting to technical and executive stakeholders. - Willingness and ability to travel, including international assignments. Requirements - Professional or expert-level security certifications (CISSP, CISM, GIAC, etc.) are highly desirable. Benefits - Compensation Range: $136,000 — $190,000 USD - The compensation for this position may vary depending on factors such as your location, skills, and experience. - Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus. - Equity and additional benefits will also be awarded.

• Strategic Expansion: Proactively identify and engage new institutional partners. You will move beyond managing current accounts to strategically identifying and initiating conversations with senior-level decision-makers. • Institutional Lifecycle Leadership: Lead the full lifecycle of a partnership—from articulating our value proposition to navigating the legal and technical hurdles of research collaboration frameworks. • Team Leadership & Mentorship: Manage and mentor a team of five professionals. You will be responsible for fostering a culture of proactive growth, coaching the team to identify new opportunities for network expansion. • Peer-Level Representation: You must be capable of collaborating with leading healthcare organizations, leveraging deep technical literacy to establish immediate credibility with clinical stakeholders. • Cross-Functional Bridge: Collaborate with Legal (on DUAs), Medical Affairs, and Product (on our AI and robotics initiatives) to ensure partnerships result in active data ingestion and tool adoption.

• Own and execute the Italy partner strategy, driving sustainable revenue growth • Build, manage, and expand a strong network of retail partners and dealers • Identify and develop new sales channels and partnership opportunities • Support partners on pricing, offers, and deal structures, and actively follow up on projects • Maintain regular communication through check-ins, visits, and pipeline management • Plan and execute product trainings, in-store activities, and local marketing initiatives • Organise and represent Berlin Acoustics at key trade fairs and events in Italy • Ensure effective use of showrooms or partner spaces for meetings and customer visits • Gather market insights and feedback to improve products, positioning, and processes • Keep CRM systems (Odoo) up to date and support partners on after-sales topics • Collaborate closely with local sales agents or partners on acquisition and execution

• Participates in the Management Business Planning (MBP) cycle to analyze and address challenges in achieving Nestlé’s sales, spending, market share, distribution, and operating budget targets, while focusing on Supplier Relationship Management (SRM) and Category Management (CM) to optimize product mix and drive profitable sales. • Ensures the activation of targeted Category Roadmap and sales initiatives with customers. • Develops and customizes sales presentations by utilizing the Category Roadmaps to tailor them for each customer, ensuring relevance and applicability to their specific circumstances. Continuously evaluates category fundamentals (such as listings and distribution) to drive profitable sales. • Enters all relevant customer and category promotion plans into C4C, Exceedra, and other planning tools promptly. Shares essential information regarding promotions and listings with demand planners to improve forecast accuracy. • Effectively manages commercial spending to meet sales volume targets, trade spending objectives, and profit goals, including administration, record-keeping, tracking, and follow-up. • Ensures compliance with all company principles and policies.