• Provide technical thought leadership and advice to enterprise customers on how to transform their digital experience • Take total ownership of the technical sale and all associated processes • Identify and qualify technical opportunities while developing and maintaining trusted advisor relationships with key customer stakeholders • Deliver high-impact sales pitches, technical demonstrations, and whiteboard presentations to ensure successful solution deployments

• Help customers understand the value of Cribl’s Storage & Analysis products during the entire sales process • Partner with a dedicated Product Sales Specialist to develop and execute sales strategies, support customer engagement, and drive pipeline growth across Cribl's emerging product lines • Collaborate with the broader Field team to develop demos and demo content, presentations, and other selling artifacts that reflect customer buying & usage patterns • Demo the product and answer customer questions during initial sales calls • Deliver sales presentations, present technical information about Cribl’s products and services, conduct product demonstrations and execute Proof of Value events • Guide customers through proof-of-concept activities and help ensure successful outcomes • Document interesting use cases in blog posts and product documentation

• Assist the sales team in technical presentations, demos, proof-of-value and RFP responses. • Aligns technical solutions with business objectives. • Demonstrates strong sales acumen and the ability to support deals independently. • Evaluate the feasibility of client requests during the sales process and provide insights on possible solution pathways. • Work closely with clients to understand their unique business requirements, processes, and technical needs. • Defines the Solution Scope for each prospect to integrate Power Factors applications with client systems, ensuring smooth data flow and optimal performance. • Collaborate with Account Executives and technical teams to develop customized proposals for enterprise clients. • Engage with internal stakeholders to ensure alignment on solution deliverables and expectations. • Leads technical discussions, presentations, and negotiations with clients. • Manages large or complex projects and serves as a primary technical point of contact. • Act as a technical liaison between the client and our product and engineering teams. • Provide training and support to clients during the implementation process of proofs of value. • Collect feedback from clients to inform ongoing product development. • Attend industry events and trade shows and serve as a Power Factors technical brand ambassador. • Provides mentorship and guidance to junior team members. • Stay updated with the latest trends in renewable energy, SaaS architectures, and related technologies. • Partner with the customer stakeholders to ensure smooth and satisfactory buying experience by providing a remarkable customer experience. • Focus on detail when tailoring the customer facing materials to each prospect. • Develop customer facing documentation addressed to both non-technical (not IT people) and technical audiences.

• Serve as the technical backbone of the southeast regional channel team and partner ecosystem • Empower partner community to become technical champions who can independently position, demonstrate, and deploy security platform • Conduct technical training sessions and workshops to certify partner engineers • Assist partners in high-stakes discovery calls and demos • Oversee the technical execution of Proof of Value (PoV) and Proof of Concept (PoC) engagements • Act as a consultant to help regional partners design security workflows that integrate with existing customer stacks • Lead technical discussions on proactive security, including vulnerability assessments, risk prioritization, and attack surface management • Develop technical assets specifically for the channel, including demo scripts, reference architectures, and competitive battle cards • Keep regional partners informed on the latest cyber threats, zero-day vulnerabilities, and compliance requirements • Represent the company at trade shows, partner summits, and technical meetups