• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization. • Drive customer discovery efforts to uncover requirements for ExtraHop solutions • Proactively mitigate technology-related buying objections from the sales opportunities • Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market • Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated • Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement • Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners • Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM. • Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs • Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs. • Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs. • Provide post-sales follow-up, technical training, and consulting • Help with post-implementation support for key customers • Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience • Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers • Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development

Role Description At Infinidat, a Lenovo company, we empower enterprises and service providers with cutting-edge storage platforms that redefine performance, reliability, and cyber resilience at scale. Infinidat's Professional Services team develops and maintains a portfolio of enterprise storage management tools. These tools are deployed at enterprise accounts worldwide and are actively used by customers for production data operations. This role owns the customer-facing half of the full product lifecycle: - Presales technical evaluations and demonstrations - Customer installs and onboarding - Field troubleshooting - Lab environment operation - Acceptance testing - First-line exception triage You are the person customers meet during a proof-of-concept, the person on the call when something breaks at 2AM during a cutover, and the person who signs off that a release is ready to ship. The role requires genuine technical depth: - Ability to read Python tracebacks - Understanding how InfiniBox storage is presented to various operating systems - Diagnosing failures in environments that cannot always be reproduced in a lab It also requires customer-facing composure: - Ability to explain complex behavior clearly - Manage a live incident with a customer on the line - Run a compelling presales demo for a technically skeptical audience Qualifications - At least 5 years in a technical field role: solutions engineering, field applications engineering, professional services, or technical support at an enterprise storage or infrastructure vendor - Enterprise storage background: demonstrated hands-on experience with block storage, NAS, replication, and host connectivity via FC or iSCSI - Working proficiency with Linux (RHEL/Rocky/Ubuntu) and Windows Server in storage-connected environments - Practical experience with at least one of AIX, Solaris, VMware ESX/vCenter, or Hyper-V - Ability to read Python tracebacks and log files to diagnose failures - Direct experience running presales demos or proof-of-concept evaluations as a primary technical resource - Experience with on-site customer installs or hands-on deployments of enterprise software - Strong written and verbal communication; remote-first team with frequent async collaboration Requirements - Direct Infinidat InfiniBox experience (as a customer, partner, or employee) - Experience with Ansible or infrastructure automation tools in a customer-facing context - Podman or container deployment and operational experience - Familiarity with Jira or similar issue tracking for triage workflows - Experience operating in environments with Infinimetrics or comparable performance monitoring platforms Company Description Infinidat’s enterprise storage portfolio provides global Fortune 500 enterprises and service providers with best-in-class solutions for primary storage, next-generation data protection, disaster recovery, business continuity, and cyber resilience. Infinidat’s acclaimed InfuzeOS is one of the most flexible and complete enterprise software-defined storage architectures in the industry. We recently announced powerful enhancements, an extensive expansion, and the dynamic evolution of our award-winning G4 enterprise cyber and AI storage solutions! Infinidat won over 40 awards in 2025 and was named a Gartner® Peer Insights™ Voice of the Customer Award for Primary Storage for the 7th time!

Role Description We are seeking a dynamic Sales Solutions Engineer to drive successful outcomes through technical expertise and customer engagement. As a Sales Solutions Engineer, you will work directly with prospects and customers to demonstrate our system capabilities, design custom solutions, and remove technical barriers to purchase decisions. This role combines deep technical knowledge with sales skills to accelerate deal velocity and increase win rates. - Partner with sales managers to develop and execute technical sales strategies for key opportunities - Lead technical discovery sessions to understand prospect requirements, pain points, and evaluation criteria - Deliver product demonstrations that clearly connect technical capabilities to business outcomes - Respond to technical RFPs and questionnaires with detailed, accurate information - Provide technical guidance during contract negotiations and address implementation concerns - Design tailored technical solutions that meet specific customer requirements and use cases - Collaborate with product teams to ensure proposed solutions are technically feasible - Create detailed solution documents and implementation roadmaps - Build strong relationships with customers and technical stakeholders - Provide guidance throughout the solution lifecycle, from ideation to delivery for complex projects - Gather and document technical feedback to inform product development priorities - Track and analyze leads and technical sales metrics to optimize solution positioning Qualifications - 2+ years of experience in a customer facing technical solution or sales role preferably in recycling - Bachelor’s degree in Engineering, Business, Environmental Science, or related field - Strong technical aptitude and ability to understand complex machinery and sensor-based systems - Excellent communication, negotiation, and presentation skills - Ability to work independently and manage a large territory - Willingness to travel domestically and internationally 50 - 70% - Willingness to work in customer waste and recycling plants and outside in high/low temperatures - Knowledge of and selling to the waste and recycling industry is an advantage Motivation & Cultural Fit - Motivated by purpose: Passionate about sustainability and making a positive environmental impact - Driven by results: Energized by achieving goals and solving customer challenges - Excited by innovation: Curious and open to new technologies and continuous learning - Autonomous yet collaborative: Thrives in a remote role while actively engaging with a global diverse team Benefits - Strong benefits offering with medical, dental and vision plan options that cover premiums at 100% for employees - Be part of a renowned Silver Level 2024 Cigna Healthy Workforce Winning organization - Healthy PTO policy with 31 days annually (sick, vacation, holiday) which increases with each year of seniority - Be part of a mission to transform how we all obtain, use and reuse the planet’s resources to enable a world without waste - Inclusive company culture that values diversity, well-being and strong camaraderie among our teammates - Global career opportunities with a strong record for promoting internally - Professional training and development: We are passionate about people and seeing them succeed - We love innovation, a collaborative environment where idea sharing and thinking outside the box is encouraged Compensation For U.S. applicants, in accordance with applicable disclosure requirements, the anticipated annual base pay range for the Sales Manager position is $85,000 to $95,000. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and location. As with certain positions in the organization, this role is eligible for additional forms of compensation.

• 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.