Role Description This is a high-impact, revenue-driving role at the center of how VBA wins complex enterprise deals. We’re looking for a Senior Sales Engineer who can operate as a strategic business partner in complex sales cycles and help drive deals to close. This role owns the technical win leading discovery, shaping solution approach, delivering high-impact demos, and running POCs that clearly demonstrate value. You will play a key role in helping prospects understand not just what VBA does, but how it solves real operational and technical challenges. - Partner closely with Sales, Product, and Delivery to move opportunities forward. - Remove technical blockers and bring clarity and structure to complex deals across health plans, TPAs, and benefits organizations. - Translate complex client challenges into clear, scalable solutions. - Lead demos, POCs, and technical conversations that tie directly to business outcomes. - Build trust with both technical stakeholders and executive decision-makers. - Bring structure and clarity to ambiguous or evolving requirements. - Capture and communicate scope in a way that enables clean execution post-sale. - Use customer insight to strengthen how VBA positions and sells its platform. Qualifications - 5–8 years in a Solutions Engineering, Sales Engineering, or Solutions Architect role at a B2B SaaS company. - Healthcare industry experience is required — understanding of buyers, regulatory environment (HIPAA, HITRUST, state-level requirements), workflows, and language. - Demonstrated track record of carrying a number — comfortable having compensation tied to revenue outcomes. - Strong technical foundation: APIs, integrations, data models, security/compliance fundamentals (SOC 2, HIPAA, SSO, data privacy), cloud architecture (AWS / Azure / GCP). - Exceptional communication skills — credible explaining a data integration to an engineer and ROI to a CFO. - Strong written documentation skills — able to capture customer needs, scope, and objectives clearly. - Experience running technical POCs end-to-end and converting them to closed business. - Comfortable in front of executive audiences, in customer offices, and on stage at events. Requirements - VBA (Third-Party Administrator / benefits administration) software experience — direct exposure to claims processing, eligibility, plan setup, EDI, or adjacent platforms is a significant plus. - Experience selling into health plans, TPAs, self-funded employers, brokers/consultants, or provider organizations. - Hands-on technical ability (SQL, Python, JavaScript, or similar) — enough to build prototypes, run integrations, and dig into data during a POC. - Background working closely with Product teams; experience in shipping feature requests. - Familiarity with modern sales tooling (Salesforce, Gong, Outreach, etc.) and SE-specific tools (Demostack, Reprise, Consensus, or similar). Benefits - Remote/Hybrid Schedules (depending on job role). - 12 Paid Holidays. - Responsible Time Off. - Volunteerism Day. - Paid Parental Leave: 2 Weeks Bonding Leave, 10 Weeks Supplemental Medical Leave (for Birthing Parents Only). - Life insurance - $500,000 guaranteed issue. - Short- and long-term disability insurance. - Employer match on employee 401(k) contributions. - Broadband Reimbursement up to $120. - Health (2-Medical Plan Options), Dental, and Vision Insurance.

• Drive new customer and expansion opportunities by articulating Cohesity's Data Cloud portfolio - backup, recovery, cyber resilience, and data security management capabilities to business and technical audiences. • Provide expert, tailored technical support throughout the sales cycle, including discovery, solution design, demos, and proofs of concept. • Support technical strategy for SLED opportunities in partnership with the Account Executive, contributing to deal progression and win strategy. • Enable customers to integrate Cohesity products into existing production environments, responding to technical requests in a timely and professional manner. • Lead and support technical engagements such as product demonstrations, workshops, white papers, proposals, and evaluations. • Identify customer requirements and risk areas, helping shape proofs of concept that highlight Cohesity's value in cyber resilience and data security. • Assist with competitive displacement conversations by understanding customer environments and positioning Cohesity effectively. • Collaborate cross-functionally with Product Management, Engineering, and Support to relay customer feedback and contribute to product improvements. • Provide post-sales technical assistance or project support when needed to ensure successful outcomes and customer satisfaction.

• Build and maintain strong customer relationships • Deliver the full Coromant product and service offering • Identify new business opportunities and grow market share • Collaborate with internal teams to deliver total customer solutions • Use your technical expertise to consult on CNC machining and tooling applications • Maintain and optimize the sales pipeline using CRM tools to ensure accurate tracking, forecasting, and follow-up on customer engagements

• Build and maintain strong customer relationships • Deliver the full Coromant product and service offering • Identify new business opportunities and grow market share • Collaborate with internal teams to deliver total customer solutions • Use your technical expertise to consult on CNC machining and tooling applications • Maintain and optimize the sales pipeline using CRM tools to ensure accurate tracking, forecasting, and follow-up on customer engagements