• Collaborate with account executives to understand customer pain points and map Brinqa solutions to their business needs. • Deliver compelling technical presentations, product demonstrations, and live solution walkthroughs to executive audiences (CISO, CIO, CTO). • Lead technical proofs of value (POVs) and pilot engagements, ensuring successful customer outcomes and measurable ROI. • Assist in the design and scoping of complex solutions, including integrations with other security tools and platforms. • Act as a technical advisor and trusted expert, guiding prospects through technical evaluations and addressing technical objections. • Partner with product management to relay customer feedback and market trends, influencing future product roadmap decisions. • Develop and deliver training and enablement materials for both internal teams and external partners. • Support RFP and security assessment responses, ensuring accurate technical positioning of Brinqa solutions. • Stay current with industry trends, competitive solutions, and emerging technologies in cybersecurity, AppSec, vulnerability management, and CTEM.

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running an organized proof-of-value process • Work closely with multiple cross-fuctional organizations driving change and improvements to Fivetran as a whole. • Work closely with multiple Sales representatives, while maintaining a high level of customer focus and technical excellence • Stay up-to-date on the latest technologies and trends in our industry • Assist team members in advanced technical or business roadblocks

• Work with Enterprise customers to understand their business, their use cases, and their data replication requirements • Develop and deliver technical presentations to Enterprise audiences • Ensure the technical win by running an organized proof-of-value process • Work closely with multiple cross-fuctional organizations driving change and improvements to Fivetran as a whole. • Work closely with multiple Sales representatives, while maintaining a high level of customer focus and technical excellence • Stay up-to-date on the latest technologies and trends in our industry • Assist team members in advanced technical or business roadblocks

• Lead outcome-focused discovery to help prospects clarify their problems quickly and connect those needs to measurable business value. • Position DTN as a trusted partner by ensuring handoffs between Sales Engineering and Professional Services are seamless and customer friendly. • Act as the solution expert throughout the sales process, from discovery to close. • Deliver customized product demonstrations and use-case scenarios aligned with client pain points. • Collaborate with sales reps to build compelling business cases that illustrate product value and ROI. • Translate customer requirements into tailored solutions and integrations using DTN’s platform and tools. • Create and maintain technical sales materials including demo scripts, value frameworks, and configuration guidelines. • Respond to technical objections and manage POCs, pilot programs, and trial engagements when applicable. • Serve as a trusted advisor to prospects, helping them evaluate tradeoffs, understand alternatives, and make confident decisions.