• Proactive leadership of technical discovery workshops to qualify and validate the customer requirements, use cases and to build out a bill of materials, design, and if required, a statement of work that meets the desired outcome • Conduct advanced technical sales presentations and solution demonstrations across SonicWall portfolio to an audience typically between 10-500 persons, keeping partners and customers informed of our new solutions and industry trends • Talk to and demonstrate SonicWall unique value proposition, know our competitors’ offerings in this space and why we win. This includes sharing competitive insights with peers and sales • Build out a minimum of 10-20 trusted technical decision maker relationships with strategic channel partners and customers, holding reoccurring meetings with the solution decision makers including “C” level • Builds out and maintains personal lab for most common demo requests and personal development • Support remote partner product trials • Technical lead for proof of concepts that are either with a partner or direct with a customer • Working with VARs, MSPs, and MSSPs on managed service sales, deployment, and support • Participate in beta testing and feedback of products, working alongside the product management teams. • Teaming with support where necessary to preserve relationships with partners and customers • Support key technical marketing initiatives, building out collateral, presenting for internal and external events • Lead key technical marketing initiatives, presenting ether internally or externally • Develop expertise to a PoC level in at least 7-10 SonicWall product areas and a subject matter expert and go to persons for theatre • Proactively shares best practices with fellow peers and sales on a regular basis • Provides mentorship for at least 1 x Solution Engineer • Keeps regional sales informed of roadmap insights, product updates and technical best practices • Promotes a culture of teaming with extended teams, working collaboratively and brings ideas forward that improves the overall effectiveness of the Pre-Sales organization • Adheres to the company values, guidelines, and solution engineering regional reporting tasks

• You'll own one of the following projects end-to-end, with mentorship and support from the Solutions Engineering team: • Map our current contracting process from start to finish, identifying stakeholders, dependencies, and critical-path bottlenecks • Design and configure a project management process to track and manage our contracts portfolio across the team • Develop project plan templates, tracking dashboards, and visibility tools that eliminate the need for a purpose-built coordination role • Drive measurable improvements in cycle time, visibility, and cross-functional efficiency • Collaborate with and receive mentorship from solutions engineers • Work in an agile environment, deepening your understanding of how to translate cross-functional needs into excellent processes and tools • Present your work and recommendations to commercial leadership at the end of the internship

• Lead, develop, and manage an APAC SA team, including training and career development. • Ensure technical excellence across the pre and post sales cycle. • Provide hands-on support for key accounts as needed (presentations, architecture reviews, migration plans). • Oversee and coach SA engagement on strategic accounts and critical deals. • Partner with our engineering org to provide product feedback from the field. • Develop repeatable plays from trends your are seeing across your team. • Track and report SA performance to Sales and Field Engineering leadership quarterly. • Own org planning, staffing, budgeting, and regional recruiting.

• Collaborate with the sales team in Europe to understand client requirements and assist in providing Edged data center solutions that align with their objectives. • Provide technical assistance to sales teams in response to customer RFPs. Respond to technical questions, prepare presentation materials, and attend meetings with potential and existing clients. • Maintain a deep understanding of Edged's data center products and services to effectively communicate their value to internal and external teams. • Present and explain technical material including mechanical and electrical design to potential customers. • Coordinate with Edged internal engineering, operations and project delivery teams to ensure that agreements with clients are appropriate and effectively managed. • Provide post-sales technical support to clients, addressing questions, concerns, and assisting in the implementation of future solutions. • Continuously monitor the competitive landscape and industry trends, providing insights and feedback to help refine Edged product offerings. • Build and maintain strong, long-lasting relationships with clients, ensuring their needs are met and expectations are exceeded.