• Guide technical discovery, product demonstrations, and validation activities, including proofs of value, to confirm technical fit, accelerate evaluation milestones, and improve technical win rates for GitLab’s AI-powered DevSecOps platform. • Own the technical evaluation process for complex opportunities, including solution design, workshop facilitation, proof of concept or proof of value execution, and technical materials for tenders, audits, and assessments, with accountability for clear success criteria and documented evaluation outcomes. • Develop end-to-end technical strategies for assigned accounts that expand platform adoption, reduce delivery risk, and enable multi-team and multi-year transformation milestones. • Collaborate with Account Executives and regional sales teams in the East territory to shape account and territory plans, support qualification, and align technical strategy to customer priorities, opportunity progression, and business outcomes. • Advise technical practitioners and business leaders on modern software development, continuous integration, continuous deployment, security, cloud, and platform adoption practices to improve delivery efficiency, strengthen security outcomes, and increase adoption of GitLab workflows. • Drive competitive analysis and positioning for complex opportunities by using market, industry, and customer context to clarify GitLab’s differentiated approach and improve technical win readiness. • Represent the voice of the customer by sharing product feedback, use cases, integration needs, and field insights with Product Management, Engineering, Sales, and Marketing to improve roadmap decisions, integration readiness, and field effectiveness. • Mentor other Solutions Architects, contribute to team learning initiatives, improve technical collateral and documentation, and share subject matter expertise through GitLab’s common collaboration channels to increase team readiness, reuse of technical assets, and consistency across engagements.

• Act as the technical voice of the company for our partner network • Design and deliver high-impact technical training programs • Provide architectural guidance and hands-on support during complex POCs • Serve as the trusted liaison between channel partners and internal Product Management

• Partner with the sales team as a technical expert during discovery, scoping, and solution design while owning the technical narrative from first call through close. • Lead and deliver tailored product demonstrations and proof-of-concept engagements that map Worth's capabilities directly to a prospect's compliance, onboarding, and underwriting workflows. • Develop and execute detailed implementation plans, timelines, and success criteria for new client deployments, ensuring smooth handoffs and a fast time-to-value. • Serve as the primary technical point of contact during onboarding, coordinating across internal engineering, product, and data teams to resolve integration questions and unblock client teams. • Design and deliver customer training programs and technical documentation to drive platform adoption and self-sufficiency. • Capture and synthesize client feedback post-implementation, partnering with Product to translate real-world use cases into roadmap input. • Collaborate with Customer Success Managers to identify expansion opportunities, close training gaps, and build enablement materials that support long-term account health. • Stay current on FinTech, RegTech, and AI trends particularly in KYB/KYC, AML, fraud detection, and SMB lending and bring that context into client conversations and internal strategy discussions.

Role Description As a Senior Solution Engineer, you will provide pre-sales support of Keysight’s Network Test and Security Solutions represented via the NAS Group. Additionally, you will be responsible for the development of professional relationships with key customers, support and management of sales representatives and distribution partners currently engaged with key customers within the region. Your duties include but are not limited to: - Assist the sales team in executing sales strategies through pre-sales support - Contribute proactively to achievement of sales goals - Regular customer visits and discovery across the EMEA region - Preparation of test or security equipment/solutions prior to on-site demonstration, evaluation and POC’s with respect to SBOM, CyPerf, BreakingPoint, ThreatSimulator, IxLoad other L4/7 & security focused solutions - Delivering on-site demonstration, evaluation and POC’s, and occasionally assisting Professional Services - Acting as Trusted Advisor for customers, and producing Test Plans PoC-plans/documents for enabling Security related evaluations and assessments - Product demonstrations and evaluations to highlight the key Keysight/NAS corresponding benefits that match customer’s specific needs and use cases - Answers to sales inquiries concerning system HW/SW and applications, which lead to defining a BoM for quotation purposes - Involvement in formal product presentations to customers - Ability to take technical lead for customer bids - Answer complex RFI’s, RFQ’s etc - Maintain constant relationships with the product Marketing teams (Features requests, use cases and product/system applications) - Help to introduce new technologies to new customers, channel partners, or technology partners, or colleagues - Any other pre-sales duties as requested by the Sales Team Qualifications - Bachelor’s Degree or equivalent in Computer Engineering/Electrical Engineering (Telecom, Computer Science or similar) - 5+ years customer facing pre-sales experience - Must be recognized as technically competent in multiple relevant areas of technology such as; IP, Security, L4-7 Applications, Virtualization, Cloud - Knowledge of one or more competitive products and technologies such as BitDefender, Xena, XM-Cyber, TREX, etc. - Experience working with some of the solutions from Ixia Security related Technology Partners, such as Palo Alto, Fortinet, Cisco, Checkpoint, Riverbed, Dynatrace, FireEye, Extrahop, ForcePoint, ForeScout etc. - Excellent initiative and ability to align broad strategic and tactical goals - Great customer facing skills; builds credibility and confidence in Ixia’s service offerings - Collaborative and cross functional style works with sales, development and marketing teams to aid in growing services business - Expertise in Wireshark, other testing products - Practical trouble-shooter of complex technical problems - Excellent presentation skills and the ability to present NAS solutions and new technologies at trade shows/conferences etc. - Good written and verbal communication skills - Teamwork spirit - Good listening skills - Good understanding of the sales process to align actions with Sales Managers Company Description Keysight is at the forefront of technology innovation, delivering breakthroughs and trusted insights in electronic design, simulation, prototyping, test, manufacturing, and optimization. Our ~15,000 employees create world-class solutions in communications, 5G, automotive, energy, quantum, aerospace, defense, and semiconductor markets for customers in over 100 countries. Our award-winning culture embraces a bold vision of where technology can take us and a passion for tackling challenging problems with industry-first solutions. We believe that when people feel a sense of belonging, they can be more creative, innovative, and thrive at all points in their careers.