• Lead the development of SOWs, working closely with various teams to ensure alignment with client needs and business objectives. • Drive revenue growth within the professional services team by identifying new opportunities and optimizing service offerings. • Collaborate with SHI Stakeholder partner teams to create synergistic service solutions. • Engage with SHI sales teams to ensure a unified approach to service delivery and client engagement. • Contribute to practice development by identifying areas for growth and leading innovation initiatives. • Build and maintain strong relationships with key clients and partners. • Demonstrate deep expertise in Service Delivery and provide thought leadership to clients.

Role Description Solutions Engineer II supports the sales organization by providing technical expertise, product demonstrations, and solution design support for customer engagements. The role operates with moderate supervision, begins exercising independent judgment within defined guidelines, and impacts closely related teams such as Sales Engineering and Sales Management. - Conduct detailed product presentations and demonstrations for customers. - Prepare technical proposals and configurations aligned to customer requirements. - Partner with sales teams to understand customer needs and provide technical support throughout the sales cycle. - Provide basic troubleshooting assistance and escalate complex issues to senior engineers as needed. - Stay current on industry trends, competitor offerings, and emerging technologies. Qualifications - Familiarity with network infrastructure and high-availability architectures. - Understanding of cloud and virtualization technologies, including public and private cloud environments. - Detailed understanding of web protocols and application architectures (HTTP/TLS/SSL). - Exposure to programming languages such as Python, JavaScript, or Golang. - Understanding of Kubernetes concepts and architectures. - Familiarity with PKI concepts. - Experience building and presenting demo environments. Requirements - Handles assignments of minimally complex scope using judgment within established guidelines. - Receives general direction on new assignments and minimal instruction on day-to-day work. - Work is reviewed based on general procedures and milestones, with manager input as needed. Benefits - The annual base pay for this position is: $86,400.00 - $129,600.00. - You may also be offered incentive compensation, bonus, restricted stock units, and benefits. - More details about F5’s benefits can be found at the following link: F5 Benefits . - F5 reserves the right to change or terminate any benefit plan without notice.

Role Description The Red Hat Sales organization is seeking an experienced Account Solution Architect (ASA) to orchestrate Red Hat’s overall technical approach for and with our customers across all phases of the customer lifecycle, from value definition to value recognition. This requires a combination of skills, from a pre-sales account solution architect to a post-sales customer success executive. It is essential for this role to possess both technical expertise and a customer-centric mindset to ensure successful customer engagements and drive long-term customer satisfaction and growth. Denver, CO, and surrounding areas are our preferred locations; however, qualified candidates in the Omaha, NE, area will also be considered. What you will do - Become the technical leader at assigned customer accounts, building strong relationships to better understand their goals, challenges, and desired outcomes and become the trusted advisor to their technical teams. - Be the technical advisor to the Sales team, providing guidance on all technical aspects of the sales process. - Collaborate with the Sales team to understand customer requirements and technical needs, identifying and mitigating technical sales blockers. - Assist in developing proposals and responding to RFPs (Request for Proposals) with technical expertise and solution recommendations. - Design solutions to address customer challenges, aligning with their business objectives. - Lead the technical sales conversation, conveying the ways in which Red Hat’s portfolio and architected solutions address the customer’s business and organizational requirements. - Prove through demonstration and discussion how the use of Red Hat’s portfolio will solve customer issues and challenges. - Create, manage and execute Customer Success Plans, collaborating with Sales, Customer Success, Adoption, and Consulting teams to ensure successful onboarding and implementation of Red Hat’s solutions. - Influence the Account Plan, collaborating with the Account team to increase pipeline and close opportunities. - Partner with the Account Executive to operate according to account strategy, coordinating and holding accountable the extended sales team. - Own the technical win for each sales opportunity, orchestrating the people and resources to achieve the customers’ acceptance of proposed technical solutions. - Partner closely with Sales, Engineering, Product Management, and Support to ensure seamless execution of customer engagements. - Provide ongoing technical support and guidance to customers, addressing issues that arise. - Conduct regular check-ins with customers to assess satisfaction levels and identify opportunities for expansion or upselling. - Serve as a liaison between customers and Red Hat’s internal teams, conveying customer feedback, requirements, and technical needs. Qualifications - Strong technical background with experience in solution architecture, consultative selling, and complete sales process management (pre and post sales). - Foundational level knowledge of Red Hat’s portfolio of products and an advanced level of knowledge of Red Hat Enterprise Linux, Ansible, OpenShift, Cloud, and DevOps. - Excellent communication and executive presentation skills, with the ability to convey and demonstrate complex technical concepts to both technical and non-technical audiences. - Proven experience in customer success and technical account planning, account management, or related roles, with a focus on delivering exceptional customer experiences. - Strong cross-functional collaborator with the ability to build and maintain strong relationships with customers and internal stakeholders. - Strong discovery, problem-solving, and analytical skills to understand customer requirements and design appropriate solutions. - Able to adapt and flexibly work in a fast-paced, dynamic environment. - Strong project management skills to manage multiple customer accounts and prioritize tasks effectively. - Understanding of sales engagement business impacts and ability to quickly gain expert knowledge of the customer’s business. - Willingness to travel as needed to meet the needs of the business and our customers. Requirements - The salary range for this position is $150,910.00 - $241,440.00 (inclusive of base pay + target incentive compensation). Actual offer will be based on your qualifications. - Pay Transparency: Red Hat determines compensation based on several factors including but not limited to job location, experience, applicable skills and training, external market value, and internal pay equity. Benefits - Comprehensive medical, dental, and vision coverage - Flexible Spending Account - healthcare and dependent care - Health Savings Account - high deductible medical plan - Retirement 401(k) with employer match - Paid time off and holidays - Paid parental leave plans for all new parents - Leave benefits including disability, paid family medical leave, and paid military leave - Additional benefits including employee stock purchase plan, family planning reimbursement, tuition reimbursement, transportation expense account, employee assistance program, and more!

• Form a strong specialised sales team with the Solution Sales Specialists assigned to your sub-regions • Build and deliver product demonstrations and sales presentations to create excitement around Idira technology • Plan and execute POCs of Idira IAM, IGA and Endpoint Security products with prospective customers