• Partner with Account Executives to uncover customer pain points, infrastructure challenges, security gaps, and compliance requirements • Design and deliver customized technical demonstrations showcasing RapidFort’s capabilities around vulnerability remediation, attack surface reduction, and software supply chain security • Lead technical discovery sessions with platform engineering, DevOps, security, and infrastructure teams • Architect and guide customer proof-of-concept deployments within Kubernetes and containerized environments • Deliver compelling technical presentations on RapidFort’s DevTime Protection Tools, Near-Zero CVE Images, and Runtime Protection capabilities • Guide customers through hands-on evaluations and implementation best practices within their cloud-native environments • Educate customers on container security, image hardening, vulnerability management, and software supply chain risk reduction • Clearly articulate both technical and business value, including accelerated compliance readiness and operational risk reduction • Deploy, configure, and troubleshoot Kubernetes workloads and Docker-based applications during customer engagements • Review and advise customers on Dockerfiles, Helm charts, Kubernetes manifests, CI/CD pipelines, and container build workflows • Help customers implement container security best practices across build, deployment, and runtime environments • Support customers operating Kubernetes platforms such as EKS, AKS, GKE, OpenShift, and Rancher • Apply structured sales methodologies such as MEDDPICC to qualify opportunities and advance complex technical sales cycles • Build credibility with technical decision-makers, security architects, platform engineers, and executive leadership • Translate technical capabilities into measurable business outcomes and ROI • Advise customers on vulnerability management strategies, software supply chain security, SBOMs, container hardening, and compliance frameworks including FedRAMP, CMMC, SOC 2, CIS, and STIG • Position RapidFort as a strategic security platform that accelerates compliance while reducing operational overhead and developer friction • Stay current on evolving cloud-native security threats, CVE trends, and competitive positioning within the software supply chain security market • Provide product feedback based on customer conversations to help shape RapidFort’s roadmap • Collaborate closely with Product, Engineering, and Customer Success teams to improve customer outcomes and accelerate adoption • Assist in creating technical content, solution architectures, and enablement materials

• Partner with Sales to support strategic enterprise opportunities across DACH. • Lead technical discovery and solution design with customers and partners. • Run workshops with customer stakeholders across security, infrastructure, IAM, endpoint management, and workplace technology. • Own the relationship to the customer’s technical counterparts during and after the sales process. • Help customers evaluate Firefox Enterprise in areas such as deployment, policy management, identity integration, logging, security controls, and operational fit. • Design and support pilots, proofs of concept, and rollout plans. • Advise customers on deployment models, architecture decisions, and integration approaches for enterprise environments. • Validate interoperability across systems such as SSO, MFA, SIEM, proxy/network controls, endpoint tooling, certificates/PKI, and browser policy frameworks. • Identify and help resolve technical risks early, including application compatibility, certificate handling, deployment complexity, and policy enforcement requirements. • Create reusable technical assets such as reference architectures, deployment guidance, validation plans, and technical enablement materials. • Support and enable partners involved in deployment, integration, and customer success. • Champion Mozilla’s values of openness, trust, and user agency in every customer interaction.

• Work as a strategic partner of the business by aligning with business groups on strategic vision and business priorities; serve as a liaison between business and technology • Understand technology capabilities required to support business needs, with a focus on leveraging AI to enhance productivity and creativity • Develop and maintain a technology roadmap by proactively communicating and collaborating with cross functional business and technical stakeholders • Lead business requirements gathering sessions and analyze key business processes and requirements, incorporating AI solutions where approved and applicable; work to gain approvals as new AI uses cases emerge • Gain an in-depth understanding of business processes, use cases, requirements, system integrations, reporting, and data flow, including AI-enhanced processes • Drive productivity and creativity by improving existing processes or implementing new business processes including AI-driven technology solutions when appropriate • Collaborate closely with technical lead and engineers to translate business requirements into technical designs and solutions incorporating AI capabilities as appropriate • Work with business users to document, manage, and prioritize bug fixes and enhancements, including those related to AI functionalities • Support business users on system configuration and administration including identifying system issues and troubleshooting and analyzing potential solutions • Support product development and release lifecycle by working with technical lead and engineers to test and release new system functions, ensuring on-time delivery of new products and features, including AI-driven enhancements, and assisting with new releases and approving all User Acceptance Testing • Participate in sprint planning, on-call for your area as well as other team rituals, with a focus on continual process reflection and improvement over time

• Actively participate in the sales process and work closely with the direct and channel sales teams • Discover and understand customer requirements and align our solutions to those requirements • Present SailPoint business functions, value, and competitive differences • Provide product demonstrations to prospective customers • Assist in developing RFP responses in coordination with our RFP response team • Participate in onsite and remote Proof of Value (POV) evaluations • Provide feedback to Product Management on product enhancements