• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. • Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. • Design and present secure architectures that incorporate networking, cloud, and SecOps components. • Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). • Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. • Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. • Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. • Translate technical concepts into business value discussions tailored for executive-level conversations. • Support smooth deployment transitions by working closely with professional services, support, and customer success teams. • Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. • Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

Role Description The Technical Sales Engineer – AC Power supports selling efforts for Vertiv’s 3-Phase AC Power product offering, with deep technical and industry knowledge. Sitting remotely, this individual will address technical questions or issues that arise during sales engagement, set appropriate customer expectations, interact with existing customers to investigate new issues and needs, and give advice on new projects and initiatives. - Provides technical review and response to Request for Proposals (RFP) for Vertiv 3-Phase AC Power opportunities for assigned key accounts or opportunities within assigned territories as needed. - Primary focus will be specification CDE review/completion, review of electrical drawings submitted with RFP, assistance with initial equipment configurations based on understanding of specification/drawing requirements, and aid with completing project specific bid forms (when required). - Supports driving sales growth. - Provides technical support for key accounts including the following activities: - Assistance with development of concept power architectures. - Technical guidance for selection of best fit product ratings. - Battery selection and sizing. - Creation of concept single lines. - Virtual or in-person design reviews. - Supports budgeting and spec development to maximize success rates. - Coordinates with key accounts to support engagement with targeted consulting engineers, contractors, and general contractors. - Represents the company and actively participates in key customer factory visits. - Travel as required to support key accounts and to support increasing share of wallet within the assigned account by supporting in-person meetings. - Participates as needed in account planning efforts and engagement strategies for key clients. - Supports technical proposals, design documentation, and project proposals to aid the design process and delivery to customers. - Provides sales staff with technical assistance and support for technical documentation and customer-facing presentations & engagements including leading customer communications. - Participates in new product development efforts as assigned. - Provides industry feedback to product managers for product improvements and roadmaps. Qualifications - Bachelor’s degree from four-year College or University with emphasis in Engineering, or related technical field, or equivalent combination of education and experience. - 2-4 years of industry sales experience. - Technical knowledge of three phase products and applications. - Industry knowledge and understanding of market dynamics. - Experience working on large, complex requests for quotes (RFQs). - Familiarity with power one-lines, understanding Ohm's law and three phase power calculation. - Ability to build relationships and collaborate well with other departments and sales offices. - Able to handle customer objections by determining the real business problem, articulating our ability to solve their problems, and finding creative solutions. - Able to talk with different audiences, appropriately adjust technical content to meet different audience knowledge and interest, and can communicate with varying technical audience levels. - Ability to attain quota in measured categories. - Strong problem-solving skills. Requirements - Standard office environment. - Prolonged periods of sitting at a desk and working on a computer. - 25 - 50% domestic travel to meet customer needs. Benefits - Comprehensive and competitive benefits program, including medical, dental, vision, disability, PTO, holiday pay, and 401k. - Monthly Sales Incentive plan on an 80/20 split. - Additional rewards including merit increases, annual bonus, and stock based on individual performance. - Opportunity to receive and/or participate in profit sharing, allowances, travel and/or car expenses, and earn sales incentives based on revenue or utilization.

Role Description The Presales Engineer – Assure MIMIX for AIX is responsible for providing technical pre-sales support to sales teams across the IBM Infrastructure portfolio, with a primary focus on high availability and disaster recovery solutions for AIX environments. This role partners closely with account executives to understand customer requirements, architect tailored solutions, and demonstrate the value of Assure MIMIX for AIX in meeting business continuity, data protection, and resilience objectives. The Presales Engineer delivers technical presentations, product demonstrations, and proof-of-concept engagements, while serving as a trusted advisor to customers throughout the sales cycle. This position exists to drive revenue growth by aligning Precisely’s AIX high availability capabilities, including real-time replication, continuous data protection, and integration with IBM PowerHA—with customer needs and strategic IT initiatives. - Partner with Sales Executives to provide technical pre-sales support for Assure MIMIX for AIX opportunities across new and existing customers - Lead discovery conversations to understand customer environments, business continuity requirements, and high availability / disaster recovery objectives - Architect and position tailored AIX HA/DR solutions leveraging Assure MIMIX capabilities, including real-time replication, continuous data protection, and integration with IBM PowerHA - Deliver compelling technical presentations and customized product demonstrations aligned to customer use cases and business outcomes - Execute proof-of-concept (POC) engagements, validating solution fit and demonstrating value in customer environments - Act as a trusted technical advisor throughout the sales cycle, addressing customer questions, objections, and technical requirements - Collaborate with product management, engineering, and support teams to ensure accurate positioning and successful deal progression - Support account strategy by identifying expansion opportunities and positioning the broader Precisely availability and data integrity portfolio - Contribute to enablement assets, field feedback, and continuous improvement of go-to-market messaging for AIX solutions Qualifications - Bachelor’s degree in Computer Science, Engineering, or related field (or equivalent experience) - 2-5 Years of experience in technical sales - Hands-on experience with AIX environments and enterprise high availability / disaster recovery architectures - Proven ability to deliver technical presentations, product demonstrations, and customer-facing engagements independently - Strong problem-solving skills with the ability to translate complex technical concepts into clear business value - Ability to travel up to 30% Requirements - Experience applying AI to enhance presales activities such as demo preparation, POC design, and competitive positioning - Curiosity and willingness to adopt emerging technologies, including AI/LLM capabilities, to improve productivity and customer engagement - Demonstratable MCP knowledge and experience Company Description Precisely is the leader in data integrity. We empower businesses to make more confident decisions based on trusted data through a unique combination of software, data enrichment products and strategic services. Precisely powers better decisions for more than 12,000 global organizations, including 95 of the Fortune 100. Precisely's 2500 employees are unified by four company core values: Openness, Determination, Individuality, and Collaboration. We are committed to career development for our employees and offer opportunities for growth, learning and building community. With a "work from anywhere" culture, we celebrate diversity in a distributed environment with a presence in 30 countries as well as 20 offices in over 5 continents.

• Provide pre-sales expertise in selecting standard solutions or documenting deviations from standard solutions for customers. Select release software version for solution, create configuration database and publish to department responsible for creating install instructions, create customer-facing SOP documentation, create internal documentation necessary to describe the solution (how it is configured, how it will be used and customer’s ROI goals), and create any other documentation necessary for the Product Operations, Customer Experience Management, Product Management, and Marketing team’s request • Conduct information gathering activities to understand and document customer’s processes, procedures, cash levels, operational goals, operational metrics, ROI goals and ROI metrics • Create pre- and post- implementation customer business impact overviews and executive summaries including capturing all information required by the DecisionLink application to produce the standard ROI presentation. Present, with Sales, the standard ROI presentation to the customer and enter all assumptions changes requested by customer into DecisionLink. Re-present the resulting revised ROI presentation and receive written sign-off from the customer on the ROI metrics and gals to be obtained (required for POCs) • Conduct customer best practices and optimization consulting. Document the before and after states, benefits/savings and actions to implement. Create SOW and submit to VP of Product & Marketing for review, approval and pricing. Partner with Sales to obtain signature on the SOW and present documentation and implementation plan to customer • Work with customer project management teams to set expectations, coordinate timelines, and manage any proof of value projects for large scale rollouts to minimize sales cycles for optimum customer impact • Provide regular feedback to internal groups for product enhancement and marketing • Hand-off and knowledge transfer all pre-sales learnings and documentation to Customer Experience Management team; ensue they have everything they need to support Proof-of-Concept customers • Provide SME knowledge in Train-the-Trainer sessions to ensure 3rd party trainers are prepared to effectively and thoroughly train customers’ end users to proficiently use and expeditiously adopt solutions • Work with Product Management to make product enhancement recommendations for specific customers and for overall product enhancement. Document all defects and enhancement requests in the system of record dictated by the relevant Product Manager • Conduct Solution Center Tours with customers to support sales where necessary. • Support internal teams and internal functions (installation coordinators, trainers, etc.) to ensure flawless customer execution • Understand retail market cash management practices and customer’s cash management practices to make recommendations • Have a thorough understanding of product, process, and customers to identify potential downfalls and flag to team to work toward a solution • Work with internal teams to secure or create necessary documentation needed for customer process with a Glory solution. Hand-off all documentation to Customer Experience Management team after solution selection and SOP have been approved by customer and prior to POC start date being established • Achieve revenue quota targets for professional services projects