• Mentor a team of Solutions Engineers through 1:1s, feedback, and career development. • Monitor team KPIs (e.g., retention, resolution time, product adoption) and run performance reviews. • Personally lead the technical relationships with our most complex, highest-value customers. • Help the team identify at-risk accounts early and build mitigation strategies. • Align closely with CSM Managers on account strategy and act as the team's liaison to Product and Engineering.

• Ensure the effective delivery of solutions by managing resources, collaborating with internal stakeholders, and driving operational excellence. • Foster cross-functional teamwork, monitor key metrics, and represent Solution Engineering at the executive level, all while promoting an inclusive, high-performance culture. • Oversee project timelines, resource allocation, and risk mitigation for timely solution delivery. • Act as the main liaison with Sales and Business Leaders, aligning technical pre-sales with business goals and providing strategic input. • Collaborate with Product, Engineering, and Marketing to drive cross-functional success. • Drive adoption of value-based selling frameworks such as MEDDPICC, Solution Selling and ensure consistency in execution of pre-sales methodologies. • Monitor and report on KPIs, ensuring efficient and scalable operations. • Represent Solution Engineering in executive-level customer and partner meetings, focusing on strategic alignment and supporting the team with complex challenges. • Promote an inclusive, high-performance team culture by supporting professional growth, coaching, and career development.

• Drive strategy and prioritization of accounts with legacy Secure Email Gateways (SEGs) • Generate interest in SEG displacement and drive discovery of priority opportunities, ensuring a strong displacement pipeline of well-qualified accounts • Lead architecture-level conversations and confidently address common SEG displacement objections with technical depth and credibility • Translate the SEG capabilities customers rely on — DLP, URL isolation, DMARC services, SMTP relay, sandboxing — into Abnormal-equivalent workflows or partner solutions • Build customer-specific business cases that quantify risk reduction, cost savings, and operational consolidation • Support advanced testing and proof of concept requirements via “passthrough testing” and similar workflows to overcome SEG displacement objections • Collaborate on product direction and strategy efforts with Product Management and Engineering

• Lead solution architecture discussions and develop plans and steps to integrate Black Duck products into customer DevSecOps workflows • Analyze customer environments and requirements to design and propose the services required to best utilize Black Duck products for their needs • Identify the need for strategy consulting to help build out the customer’s AppSec program and compliance directives, and work with strategy consulting to scope the required services • Collaborate with services teams and sales leads, along with the product teams, to scope, document, and deliver customer solutions as warranted • Closely working with the implementation team to ensure the proposed solution is implemented as designed and adapting as required • Identify, document, and communicate best practices and bake into proposed solutions • Create and deliver compelling technical presentations and documentation tailored to various technical and business stakeholders • Provide technical consultation on static application security testing (SAST), software composition analysis (SCA), and dynamic application security testing (DAST) solutions • Learn new software development technologies and techniques to better understand how Black Duck products and/or services can be used. • Collaborate with product teams, and other functional groups, by providing customer feedback and ideas for how to improve Black Duck products and services. • Act as a mentor to others