• Lead the end-to-end technical sales process for new customer sales • Listen to product, technical and business challenges from customers and lead technical discovery conversations to uncover and clarify product, technical and business requirements • Lead out-of-the-box and customized product demonstrations to convey platform capabilities to a variety of technical and non-technical stakeholders • Answer product and technical capability questions from prospects - both verbally and in writing - in a way that clearly explains both how our system works and how this creates value for customers • Deliver technical and functional deep dive presentations to specific functional audiences within the prospective customer organization to help them understand more deeply how Peach’s platform will deliver value for their functional group • Design custom solution architecture maps, including system integrations, data flows, and technical specifications, based on customer requirements • Lead workshops to refine solution descriptions and architecture maps based on customer input and feedback • Document customer product descriptions and requirements • Identify and document gaps in our solution that would be required in order to deliver a complete solution • Collaborate with the Product team to draft statement of work (SOW) solutions for prospective customers to fill product gaps • Configure and maintain sandbox environments for prospects during evaluation • Leverage developer tools (e.g. Postman) to demonstrate how the system works • Collaborate effectively with Account Executive (sales) counterparts to manage risk throughout a long complex sales process

• Deliver technical demonstrations of the Armis platform tailored to DoD Combatant Commands and FMS mission needs • Deploy and manage proof-of-value (POV) installations, owning the technical process end-to-end across labs, training ranges, and operational environments • Troubleshoot complex networking and integration challenges, including SaaS, on-prem, and hybrid deployments • Provide technical leadership during command-level engagements, conferences, and exercises, supporting Armis’s positioning in Zero Trust and mission resilience • Collaborate closely with the AE and partner ecosystem to develop solutions aligned to COCOM requirements and acquisition pathways • Produce technical documentation, diagrams, and written responses for customer queries, RFPs, and mission documentation • Travel up to 40% across Europe, with additional travel to global COCOM and US sites as required

• Provide and manage pre-sales technical support for the technical sales process of Keeper products • Work closely with the sales team to identify customer opportunities and understand their business needs • Conduct product demonstrations and technical presentations remotely, at customer locations, or on-site at a Keeper facility • Collaborate with product development and engineering teams to stay updated on product features, enhancements, and updates • Address technical questions, concerns, and objections during the sales process to ensure customer confidence and satisfaction • Act as a technical advisor to customers, helping them understand how our solutions can solve their business challenges and achieve their goals • Stay informed about industry trends, competitive landscape, and emerging technologies relevant to the business • Analyze complex multivariate problems and use a systematic approach to gain quick resolution, often under pressure • Works on issues that affect design/selling success or address future concepts, products or technologies • Establish relationships and engage with the technical personnel to identify opportunities and sell Keeper Security products and services • Ensure accurate and timely activity, issue updates in Salesforce and report to management • Create and deliver technical product presentations and/or training sessions to channel partners and customers • Participates as part of a sales team to achieve or exceed revenue targets • Contribute to the execution of company objectives to achieve goals in creative and effective ways • Ability to travel to and from customer meetings (locally and nationally) & rent and/or operate a vehicle on behalf of the company

• Provide a world class product and service experience for our external and internal clients using excellent interpersonal, communication, project management and problem-solving skills to maximize use of Marchex Analytics and Messaging offerings. • Marchex Sales Engineers are highly competent software and business generalists who share knowledge during all stages of the sales process, implementation process, and software development lifecycle. • The Marchex Sales Engineer is engaged with many of our strategic clients and prospects. • This position has a unique role in having direct influence on product direction, sales direction, implementation activities and processes, and ongoing operations. • Sales Engineers are on the front lines with Business Development teams to ensure the alignment of our products to best suit our client’s needs and have a direct relationship with the Product and Engineering team to help shape and create the vision of our products. • The Sales Engineering team at Marchex is engaged on some of the hardest problems at the intersection of business and technology; Sales Engineering is the link between the Business and Product & Engineering groups at Marchex. • The Sales Engineering team ensures Marchex technology is accessible to internal and external stakeholders, creates and supports the implementation of customized solutions to meet specific customer needs, and strives to deliver a world class customer experience.