Role Description We're looking for a Sales Engineer to cover outside sales of custom automation, robotics, machining & engineering solutions in our Southwest US territory – someone, with a little help in getting acclimated, who can hit the ground running. This territory includes Arkansas, Kansas, Louisiana, Missouri, Oklahoma, and Texas. The Sales Engineer is responsible for generating sales with new and existing customers, communicating customer requirements, and managing customer relationships. - 50% - Identifying opportunities with new and existing customers and closing new business while achieving profitability goals. - 20% - Following the company’s process for communicating project requirements to all internal stakeholders to create accurate and competitive quotes and deliver successful projects. - 10% - Consulting with customers and executing account management plans to build good, long-term relationships and earn repeat business. - 20% - Reserved for ancillary responsibilities, interruptions, and unplanned events. Qualifications - Interpersonal Responsibilities - Shares information and best practices with peers and assists with developing solutions for meeting customer requirements, troubleshooting issues, and serving as a sounding board. - Presents proposals to customers and follows up to move open opportunities through the sales funnel and close new business. - Follows up with customers post-project to handle inquiries and serves as a resource. - Stays on top of future needs by working an account management plan and participating in the customer’s planning process. Requirements - Operational Responsibilities - Develops and implements account plans to identify and act on opportunities with current customers and expand Ahaus’ presence within the account. - Qualifies customer needs, identifies and establishes working relationships with key influencers, and positions Ahaus as a viable partner. - Partners with independent manufacturing representatives, serving as a technical resource and providing assistance with qualifying customer requirements and moving opportunities through the sales process. - Hunts for new business development opportunities in customer segments that align to Ahaus’ sales plan. - Key activities include networking activities, participation in professional organizations, social media groups, and attending trade shows and conferences. - Works closely with engineering and manufacturing to understand capacities, technical capabilities, and production scheduling for servicing existing and/or potential customers. - Coordinates the flow of information between the customer and engineering as part of the process for clarifying project requirements and capturing all relevant design details for quote development. - Communicates initial project concept and ensures the customer’s scope of work is clearly understood. - Participates in project launch meetings and ensures scope of work, specifications, and customer requirements are handed off to production and all internal check-offs completed. - Monitors customer’s project and assists with resolving escalated issues as required. - Utilizes Salesforce customer relationship management software to report on the sales funnel, account plans, and opportunities projected to close. - Provides accounting purchase order details including scope of work, terms and conditions for delivery, shipment and payment, and customer contact information. - Assists with following up on past due accounts and collection of payment. - We anticipate that this role will travel 35-40% of the time; however, this number may vary for candidates located within the territory due to travel efficiencies. Benefits - Flexible start times Monday through Friday - Generous paid time off - Paid holidays - Employee recognition and incentives - Volunteer and outreach events - Employee breakfasts and barbeques - Pitch-ins, summer games, company outings - Shared hobbies and many other perks

• Provide technical expertise in the form of presentations, demos, POVs and dialog that educates and drives the Arctic Wolf value proposition for prospective customers. • Have a passion for new-business acquisition sales and obtaining the technical win throughout the buyer’s journey. • Be an active participant in discovery conversations with prospective customers to understand their needs and validate alignment with Arctic Wolf solutions. • Thoroughly understand and document customer environments including security tooling, network design, authentication, and cloud services. • Effectively demonstrate key differentiators by understanding the competitive landscape across endpoint protection, security operations, vulnerability management and cloud security. • Be present and have strong contacts in the reseller and MSP channel communities. • Participate in activities that drive growth within the territory including webinars, channel enablement, and field marketing events. • Mentor new hires in a variety of domains including technical knowledge transfer, demo and presentation best practices, and sales processes. • Help foster a culture of knowledge sharing by taking lead and being a highly active participant in communication channels such as Slack, team meetings, and broader enablement efforts. • Volunteer for and execute upon company or team-wide initiatives such as process improvement, training, content creation, etc.

• Lead technical discovery sessions to understand customer security environments, gaps, and requirements. • Serve as the trusted technical advisor throughout the sales cycle, addressing architecture, scoping, and security operations questions. • Document solution proposals that map services (MDR, SOC, SIEM, EDR, Advisory Services, and more) to meet customer security posture needs. • Support channel ecosystem through joint sales calls, technical workshops, and co-selling motions. • Train partner sales technical teams on solution positioning and differentiation. • Build and maintain technical enablement assets, including battle cards, and scripts for the partner ecosystem. • Act as the technical liaison between partners and internal advisory and operations teams. • Partner closely with account executives and channel managers to advance opportunities and shape deal strategy. • Support smooth handoff from pre-sales to onboarding and service delivery. • Respond to RFPs, RFIs, and security questionnaires with accurate, persuasive technical content.

• Architect and deliver solution demonstrations and presentations and highlighting technical capabilities and value of Planet’s offerings and our ability to fulfill customer’s business needs. • Build relationships with customers’ technical and management staff as a trusted advisor to their business. • Act as a senior technical advisor to the customer to recommend a solutions architecture that fits their business challenges. • Craft the technical response to tenders, RFI’s/RFP’s, and unsolicited proposals with respect to Planet’s products and solutions. • Partner with your sales team colleagues to architect and drive the technical strategy across customer and prospect account plans, shaping how accounts are engaged and won. • Collaborate with internal cross-functional teams including Customer Success, Product Management, and Business Development to act as the voice of the customer, assist with RFP and RFI preparation and submissions. • Attain quarterly and annual sales and operational objectives assigned by management. • Represent the needs of Planet's Defense and Intelligence customers to Sales leadership by communicating forecasts, pipeline opportunities, deal reviews, CRM data, and customer feedback. • Ability to present to key executive Government stakeholders within the South Korean Government. • Act as a mentor to team members and lead training to drive their development.