- Consultative Selling. As a member of the sales team engage prospects in a consultative sales process around Fortanix as part of their core security infrastructure and operations. - Discovery. Work closely with prospects early in the sales process to gain deep understanding of their technical requirements and propose how best to address them. - Technical Evaluations. Work with deep technical resources, sales team and prospects to manage successful customer evaluations and proof of concept deployments. - Demos and Training. Prepare and document customer demonstrations as well as formal and informal customer training. - Product Knowledge. Work closely with Engineering and Product teams to maintain a deep understanding of Fortanix products and core technology. - Market Feedback. Continuously gather product and market feedback to guide new products. - Customer Success. Ensure customers are getting the most from their investment in Fortanix, creating strong references, renewals and opportunities for upsell.

• Neutralize technical friction in the enterprise sales cycle by translating complex identity management and cybersecurity hurdles into clear, high-confidence business value for school executives • Serve as the strategic technical lead for the Sales team, acting as a vital bridge to Product and Engineering • Earn deep technical credibility with school CTOs, delivering sophisticated proof-of-concepts for complex technical environments • Spearhead technical discovery for complex high-value prospects and design bespoke architectures that integrate Clever Core with Clever+

• Be a trusted technical partner in Enterprise deals • Work alongside AEs to support discovery, solution positioning, and technical validation across mid-sized organizations with diverse environments. • Lead discovery and technical qualification • Meet with prospective customers to understand their infrastructure, security maturity, compliance requirements, and risk priorities. • Deliver tailored demos and PoVs • Run compelling, outcome-driven demos and proof-of-value engagements that clearly connect NodeZero’s capabilities to customer risk reduction and business impact. • Maintain continuity through the customer lifecycle • Stay connected with key accounts to track evolving needs, ensure continued value realization, and surface expansion opportunities where it makes sense to. • Translate technical depth into business value • Help customers understand not just how the platform works, but why it matters—framing results in terms of exposure reduction, compliance alignment, and operational efficiency. • Own technical deal strategy • Navigate objections, competitive positioning, and technical concerns throughout the sales cycle. • Collaborate cross-functionally • Partner with Product, Engineering, Customer Success, and Product Marketing to ensure field feedback informs roadmap and positioning. • Support enablement and knowledge sharing • Contribute to internal knowledge sharing and continuously refine demo flows, technical assets, and playbooks for the Enterprise segment. • Own post-close technical continuity • Stay engaged after the deal closes to ensure a smooth technical handoff, reinforce initial value, and maintain executive and practitioner alignment—remaining attentive to adoption, impact, and expansion signals

• Deliver pre-sales activities including solution demonstrations, presentations, technical guidance, proof of concepts, and RfX responses. • Act as the go-to technical expert on Ping Identity solutions for customers, partners, and internal teams. • Establish enduring relationships with customers and become their trusted advisor • Collaborate with the sales team to deliver revenue. Emphasis during key sales cycle phases of Qualification, Discovery, and Technical Proof Phase • Coordinate, throughout sales cycle, pre-sales efforts with a post-sales service delivery team • Leading customer-facing meetings, both through videoconferencing and in-person to, deliver presentations, whiteboarding sessions, and demonstrations of Ping Identity solutions and their value remotely, in-person, and at industry events • Provide insightful feedback on product enhancements and customer needs to product owners. • Mentoring, both formally and informally, junior team members • Develop subject matter expert-level knowledge of at least one of Ping Identity's solutions and serve as an expert resource to other Sales Engineers within the organization • Able to travel 15% to 40% as needed, predominantly in the UK although some international travel will also be involved