• Work directly with channel partners and direct sales teams in support of pre- and post-sales situations; respond effectively to questions via phone or email; provide technical product and solution information; provide licenses to channel partners, and resolve customer entitlement issues • Apply NetApp expertise to partners and customers who are looking to deploy hybrid cloud environments • Collaborate with channel partners and direct sales teams to ensure partner SEs are prepared to size, design, demonstrate and sell client’s products and solutions • Remotely present or demonstrate more complex products and solutions • Guide partners to shape, create and deliver compelling customer demand generation activities, leveraging channel sales and marketing • Work with channel partner training team to ensure alignment of enablement activity with the corporate training and certification curriculum • Engage subject matter experts from the wider SE and PS teams to support the delivery of enablement activity • Generate storage system-oriented reports and unsolicited proposal materials for channel partners • Solve routine to moderately complex problems; research questions using a variety of resources • Follow standard Solution Center procedures; identify and escalate situations requiring additional expertise

Title: Senior Sales Engineer Location: McLean, VA, US We are seeking a Sr. Sales Engineer to join TechnoMile's growing team and help drive revenue growth for our AI-powered government contracting platform. This is a client-facing technical sales role where you'll bridge the gap between our sophisticated Growth and Contracts Suites and the complex needs of government contractors ranging from Fortune 500 companies to growing small businesses. As a Sr. Sales Engineer at TechnoMile, you'll be the technical champion for prospects evaluating our transformative AI platform that manages the entire lifecycle from go-to-market through contract closeout. You'll work closely with our sales team to demonstrate how our purpose-built solutions streamline BD processes, optimize contract management, and enhance compliance for companies doing business with the federal government. What You'll Do Lead Technical Sales Activities - Conduct compelling product demonstrations of our Growth Suite (Growth CRM, WinIt CRM, NoticesIQ, GovSearchAI) and Contracts Suite (Contract Lifecycle Management, Pre-Award Management, Transform Copilot) to prospective clients - Present technical and business aspects of proposed solutions to a C-Level audience - Partner with Account Executives to develop technical sales strategies and account plans - Lead technical discussions during the sales process and respond to RFPs with accurate technical specifications Customer Engagement & Relationship Building - Serve as the primary technical advisor during the sales cycle, understanding unique customer requirements in the government contracting and aerospace/defense spaces - Build and maintain relationships with key technical stakeholders including BD teams, capture managers, contracts professionals, and IT decision makers - Provide technical consultation on how TechnoMile's Salesforce and Microsoft Dynamics 365-based solutions integrate with existing enterprise systems - Support customers through technical evaluations and pilot implementations / trials Product Expertise & Market Intelligence - Maintain deep knowledge of TechnoMile's AI-powered platform, including our ElevateAI Service, data lake capabilities, and government contracting-specific features - Map client business processes (GovCon BD, capture, proposal, contract lifecycle, compliance, procurement) to TechnoMile’s platform - Stay current on government contracting trends, compliance requirements, and competitive landscape - Translate regulatory/contracting requirements faced by prospective clients (NIST 800-171, CMMC, ITAR, FedRAMP) into solution positioning - Advise on integrations with systems like ERP (Costpoint, SAP, Oracle), CRM (Dynamics 365, Salesforce), and collaboration platforms - Differentiate TechnoMile against competitors (e.g. Deltek, Icertis, CRM-native solutions) in high-stakes evaluations - Collaborate with Product Management to relay customer feedback and influence product roadmap Pipeline Development & Revenue Growth - Work with marketing to participate in industry events, webinars, and conferences focused on government contracting - Identify and qualify technical requirements for opportunities - Achieve quarterly and annual sales targets through technical wins Qualifications Required Experience & Education - Bachelor's or Master’s degree in Information Systems, Engineering, Computer Science, or related field - 8 years of experience in technical sales, sales engineering, or customer-facing pre-sales technical role - Proven track record of success in B2B software sales, preferably in the large government contracting or aerospace/defense - Experience with CRM platforms (Salesforce preferred) and/or contract lifecycle management systemsd - US Citizenship Technical Skills - Strong understanding of enterprise software architectures, APIs, and system integrations - Familiarity with government contracting processes, compliance requirements, and the federal procurement landscape - Experience with cloud platforms (Microsoft Azure, Salesforce) and SaaS deployment models - Ability to quickly learn and articulate complex technical concepts to both technical and non-technical audiences Essential Competencies - Excellent communication and presentation skills with ability to tailor messaging to different stakeholder levels - Strong problem-solving abilities and consultative approach to customer needs - Experience managing multiple opportunities simultaneously through complex sales cycles - Comfortable with travel (up to 15%) to client sites and industry events - Self-motivated with ability to work independently while collaborating effectively with cross-functional teams Preferred Qualifications - Previous experience selling to government contractors, defense companies, or aerospace firms - Knowledge of federal contracting regulations - Experience with Shipley-based capture methodologies or similar structured sales processes - Background in business development, capture management, or contracts administration - Relevant certifications such as Certified Sales Professional (CSP) or Salesforce certifications - Deep understanding of the GovCon business development lifecycle (from pipeline creation through contract award and management) - Knowledge of government contracting compliance frameworks (CUI/FCI, FAR/DFARS clauses, CMMC readiness) - Hands-on experience scoping SaaS deployments in highly regulated environments (FedRAMP Moderate/High, ITAR, Aerospace & Defense cloud security) - Ability to articulate ROI, efficiency gains, and FTE savings in terms that resonate with CFO, CIO, and BD leadership stakeholders - Familiarity with data migration, reporting/analytics, and AI-enabled tools in the context of GovCon workflows Who We Are TechnoMile provides AI-enabled cloud solutions that empower GovCon, aerospace and defense, and other government-focused companies to modernize operations. Our SaaS products help clients: - Optimize business development and sales processes. - Streamline and de-risk contract management. - Unlock the value of public and private data for a competitive advantage. Today, more than 200 companies rely on TechnoMile, including over half of the top 10 federal defense contractors and the top 10 IT government contractors. Our Culture - Hungry, Humble, and Smart. We foster continuous learning and career growth with ongoing development opportunities. - Innovative. We embrace challenges and create solutions others cannot. - Accessible. With an open-door policy, we value transparency and collaboration across all levels. - Global. With teams across the U.S. and India, we collaborate worldwide with one mission.

• 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

• Responsible for the relationship with major OEM customers focusing on commercial and technical consulting • Increase sales, profit and customer satisfaction • Acquisition of new projects as well as for running projects in series support • Close cooperation with colleagues from development, quality and logistics • Strong and regular contact with customers, capturing their requests, requirements and expectations • Introduce products and ensure smooth and effective handling of sales projects • Support and coordinate the development and implementation of sales strategies • Prepare statistical sales plans, offers and review contracts according to Business Management system • Monitor, control and negotiate prices and project costs with customers and vendors • Coordinate and distribute sample orders during development and mass production • Close alignment with customers, DENSO development and production teams including business trips (EU & global)