• 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

Role Description As a Senior Solutions Engineer at CData, you will have the opportunity to work with our industry-leading technology. Our Solutions Engineers work consultatively with our clients and our partners to understand our customers' business and capture customer needs and requirements. You will deliver compelling and targeted Demos that demonstrate how CData can address Customer requirements and deliver the desired future state of the business. Our Solutions Engineers are problem solvers, working collaboratively across CData to resolve issues in a timely manner. You will work in close collaboration with your peers in the Solutions Engineering, Sales, Technical Support, Marketing, and Product teams. This position requires a deep understanding of CData’s product portfolio and the ability to communicate technical concepts to a variety of audiences. As a Senior Solutions Engineer supporting Connect AI, you won't just be demoing software — you'll be helping customers solve one of the most consequential technical challenges they face today: making AI actually work with their data. Your work will directly shape how organizations across industries unlock the value of AI, and your feedback will influence the product roadmap at a pivotal moment in its growth. Qualifications - A bachelor’s degree (BA, BS or BE) in a STEM field - 4+ years of experience in Solutions Engineering, or equivalent experience - Advanced ability to read and write code to solve problems in at least 1 programming language (Java or C# preferred) - Advanced knowledge of database systems and SQL - Experience delivering technical presentations to Senior-level Client Executives - Exceptional written and verbal communication skills - Exceptional problem-solving ability - Ability to work independently and in a team Requirements - Support sales executives in developing a deep understanding of client requirements. - Deliver technical presentations and product demonstrations to existing and prospective customers. - Take ownership of product implementation in client environments and partner with technical support to address issues in a timely manner. - Integrate client feedback and partnership with the engineering team to help shape the product roadmap. - Help identify market trends, use-cases and potential market opportunities and clearly relay this information to CData executive teams. - In some cases, provide leadership to other Solutions Engineers which may require HR management as well as day-to-day workflow management. - Own and lead the technical sales activities within the sales process, including technical discovery, demonstration, evaluation, POC, and RFP. - Take ownership and coordinate the largest and most complex RFP responses, deals or internal special projects. - Develop a clear understanding of the customer's business and technical needs through discovery and research. - Capture customer needs, requirements, and the customer’s desired future state. - Deliver compelling and targeted Demos that demonstrate how CData can address the Customer’s requirements and deliver the desired future state of the business. - Tailor messaging to Clients based on their requirements and use cases. - Actively mentor Solutions Engineering team members as needed. - Actively mentor new Solutions Engineering team members during their onboarding period as assigned. - Deliver messaging to senior leaders and decision makers, both internal and external, on strategic topics. - Participate in the design and execution of Sales Enablement initiatives. - Develop and maintain in-depth technical knowledge of the CData product portfolio. - Develop and maintain in-depth knowledge of the competitive landscape. - Apply emerging trends to advance sales and differentiate from competitors. - Lead technical responses to Requests for Information (RFI) and Requests for Proposals (RFP). - Collaboration with your peers in Solutions Engineering and with cross-functional teams including Sales, Product, Marketing, and Technical Support. - Contribute to our investment in product development with product feedback. - Lead the customer relationship from the technical front being their consultative partner and liaison with tech support to ensure a smooth handoff. - Technical Troubleshooting for customers and prospects as needed. - Sharing knowledge across the team and the company. Benefits - Medical, Dental, and Vision plans with company-paid insurance premiums - Health Saving Account offering with company contribution to help mitigate increasing health costs - Flexible Savings Account and Dependent Care FSA - Generous 20-day PTO and 11 paid holidays - 401k with 100% company match up to 6% of contribution - A remote-friendly, high-trust culture that empowers collaboration, celebrates curiosity, and encourages innovation - Work closely with your manager to define professional development and learning opportunities that match your career goals