• 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

• lead and coordinate the domain technical and business discussions relative to future architecture direction across the product portfolio • analyze design and develop a roadmap and implementation plan based upon a current vs. future state • review and/or analyze and develop architectural requirements at domain level within product portfolio • participate in the enterprise architecture domain governance model • contribute to the development of software and data delivery platforms with reusable components

• Own the technical relationship with design partners and prospects. Lead discovery and solution design to turn interest into long-term adoption. • Serve as the bridge to Product and Engineering by synthesizing customer signals and workflow gaps to drive the product’s evolution. • Partner with Sales to develop the playbook, defining positioning, demo narratives, qualification criteria, and competitive framing based on real-world conversations. • Build and maintain demo environments, reference architectures, integration prototypes, and sample code that showcase the product’s credibility. • Act as a peer to senior engineering leaders and executives, delivering tailored technical workshops and briefings alongside handling complex architectural questions, security objections, and RFP-style technical requirements. • As the product matures, hand off processes and assets to the broader organization, ensuring the next wave of SEs can ramp quickly.