• Collaborate with Account Executives to effectively communicate the technical value of our cybersecurity consulting services during prospect calls, demos, and presentations • Conduct product demonstrations to showcase key features and functionalities and address technical questions and concerns from customers • Contribute to sales strategies, pricing decisions and contract negotiations based on technical considerations • Hands-on experience working cross-product domain with tools such as Linux, Windows, AD, logging, firewalls, Microsoft Azure, Amazon Web Services (AWS), Google Cloud, CrowdStrike, VMware Carbon Black, Duo Security, Office365, Okta, and other security tools • Learn about customers' successes and challenges, sharing customer feedback within Blumira, and advocating for customer interests • Provide the technical knowledge to help customers understand how Blumira can help them meet their business goals • Simplify complex technical concepts into clear, business-relevant language that is accessible to both technical and non-technical stakeholders • Stay current on cybersecurity threats, trends, and technologies to inform customer discussions and internal enablement • Study customer needs, pain points and business challenges to create a customized proposal with the Account Executive team

Role Description This Senior Sales Engineer position supports two Regional Sales Managers - one focusing on Enterprise customers and the other working with Public Sector customers. The Sales Engineer (SE) will be solution selling into their accounts and partners and execute on strategic deals. The Sales Engineer is responsible for selling into new prospects as well as farming back into existing customers to ensure high renewal and customer satisfaction levels. Measures of success include new customer acquisition rates, renewal rates, up-selling, cross-selling, customer satisfaction and contribution to overall sales team and business success, and, most importantly, sales achievement against quota. - Support sales executives with solution selling into prospect account base - Travel within the territory (MN, WI, ND, SD) as necessary to support company-based engagements - Objective #1 is to exceed sales targets (quotas) - Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles - Aid in modeling a financial business case associated with sales opportunities - Successfully match customer pain/requirements to proposed solutions - Create and deliver presentations & demos which clearly communicate a unique value proposition - Manage all technical aspects of RFP / RFI responses - Promote, conduct and manage Proof of Concept trials in the field, managing to their success criteria - Provide customers and prospects with hands-on configuration assistance and training - Effectively communicate client needs to the R&D teams for future product enhancements - Work tradeshows as necessary - Collect and document competitive intelligence and share back across the team Qualifications - 3-5 years of demonstrated solution sales experience - Experience in a complex sales environment - Can forge strong, long-lasting relationships with senior executives - Can creatively explain and present complex concepts in an easy-to-understand manner - Solid technical background with understanding and/or hands-on experience in networking and/or information security technologies - Excellent written and verbal communication skills; excellent presentation and creativity skills - Confident self-starter with integrity and accountability; a track record of consistent achievement - A strong aptitude for business strategy and excellent collaboration skills - Decisive problem-solving ability and capability to assess people and situations with accuracy - Can deliver a clear and compelling value proposition to customers/partners - Thrives in a fast-paced, start-up, team-oriented environment - Demonstrates leadership behaviors - MUST currently reside in the respective region (Remote means no local office) - Travel: Up to 20-30% within the assigned territory Requirements - Bachelor’s degree supported by 5-10 years of demonstrated solution sales experience & success - Applicable industry certs (e.g., CISSP, CPCNA, CCSK, CCSP, CCSE, GCFW, PCNSE, JNCIS-SEC/JNCIP-ENT, etc.) - Advanced level network technology certifications (e.g., CPCNE, CCNP, CCIE, CCSP, JNCIE, GIAC, etc.) - Knowledge of certificates, key management systems, HSM, and related protocols - Experience with cybersecurity and networking solutions/technologies including SWG, CASB, ZTNA/VPN, NGFW, IAM, DLP, Data security, and writing regex expressions - Experience working with Cloud Identity Providers, SIEM, SOAR, EDR, and SD-WAN - Experience working with public cloud environments (AWS, Azure, OCI, and GCP) - Experience with scripting languages such as Python, and REST API framework Benefits - The salary range for this position is dependent on various factors including, but not limited to, location, and the candidate’s combination of job-related knowledge, qualifications, skills, education, training, and experience. - The base salary range for this position is: Minnesota: $145,000 - $165,000 - This role includes the opportunity for sales commissions as a part of the Ericsson Enterprise Wireless Variable Compensation Plan. - Excellent, competitive employee benefits, such as subsidized, nationwide PPO medical benefit options including a low-deductible Point of Service Plan and a qualifying High Deductible Health Plan (HDHP), with a generous company-provided HSA contribution. - 401(k) plan with a 4% company match and immediate vesting. - Company-paid employee basic life and AD&D insurance and company-paid disability benefits. - Minimum of 15 days of accrued vacation, up to 3 personal days per year, 11 annual holidays, 8 hours of volunteer time, and 80 hours of sick time annually. - Up to 16 weeks of paid maternity leave and 6 weeks of parental or adoption leave at 100% of pay. - Other company-paid benefits such as a comprehensive Employee Assistance Program, mobile therapy, and volunteer paid time off.

• Partner with our Sales Team to help customers evaluate and prove the value of our solution • Focus on acquiring new customer “logos” in addition to growing existing customer base • Own all technical aspects of sales opportunities and assisting current customers understand the value of Chainguard • Day to day responsibilities include: • Listen to our customers and understand their challenges • Conduct product demonstrations and POVs/POCs • Actively participate in webinars, meetups, conferences and other marketing initiatives

Your role at DynatraceAs a Dynatrace Solution Engineer, you will be a key member of the Dynatrace sales engine and will be responsible for providing excellent technical support to the sales team. You will be the expert on Dynatrace and all facets of Advanced Observability. Within this exciting role, you will be responsible for executing great demos which demonstrate the Dynatrace unique approach in solving the customer’s pain, executing and managing POCs onsite and remote, building key relationships with Dynatrace’s customers and completing RFIs & RFPs. You will also work across teams including Dynatrace’s innovation labs, Dynatrace’s Expert Services consultants, CSMs and marketing. About you: To ensure your success as a Solution Engineer at Dynatrace, you need to be an ambitious, confident and self-motivated individual, with previous SE experience or another technical customer facing role. You need to be passionate about innovative technology, technical sales and articulating value to customers and prospects. In addition, we are also looking for: - An excellent team player, with the ability to work across all disciplines. - Excellent communication and presentation skills, with the ability to communicate technical value into business value. - Previous 3 – 5 years of experience with observability or application performance management technologies and techniques. - Ability to troubleshoot technical issues to produce a working outcome and be able to manage this process. - Ability to manage a number of projects simultaneously, work with a number of different sales people and support other SEs where needed. - Must have a strong desire to grow professionally, adapt to an ever-changing environment and are coachable. - Must be able to travel up to 30% of the time Responsibilities: - Evangelize Dynatrace’s product offerings during international trade shows and at key customer account meetings to promote new and expanded business. - Partner with sales representatives to identify new sales opportunities as well as incremental sales opportunities within existing accounts. - As part of the solution engineering team participate in proof of concept (PoC) creation and cloud architecture discussions, leading the technical solution evaluation portion in support of sales opportunities either directly or through channel partners for multiple POCs. - Present Dynatrace’s vision to our customers C-suite executives. - Provide technical guidance in the Discovery, Solution Evaluation, and Solution Proposal stages of the opportunity sales cycle. - Present on-stage demonstrations providing insight and context to our customers during key marketing events. Either at Dynatrace sponsored industry events or partner sponsored events, ensure key demonstrations are delivered by you or a team member at demonstration booths. - Gather, qualify and provide feedback from customers to Product Management to improve Dynatrace’s market share and meet the market needs. - Not only work with internal sales team, but also with partners, supporting their team in the customers and being a technical point of contact for them (trusted advisor/technical coach). - Position might be filled at a higher level based on candidate experience. What will help you succeedMinimum Requirements: - Bachelor’s degree in Computer Science or equivalent education or experience required. - 3 years of experience within the observability space. Preferred Requirements: - Experience with web technologies such as HTML, CSS, and JavaScript. - Experience with programming / scripting side technologies such as Java, .NET, PHP, Go, Node.js and database. - Advance knowledge of Operating Systems (OS) including Windows and Linux. - Experience with DevOps or Site Reliability Engineering practices Knowledge with cloud platforms, including AWS, Azure or GCP. - Experience with modern technologies like containers, Kubernetes / OpenShift, Serverless functions, and CI/CD pipelines. - Experience with automation like Ansible, Puppet, Terraform, etc. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards