• Technical discovery and product demos tailored to CISOs, security teams, HR leaders, and executive stakeholders • Security assessment questionnaires and RFP/RFI responses (with an AI-assisted workflow already in place) • Technical collateral: demo environments, battle cards, and solution briefs • The SE playbook itself — processes, tooling, and eventually the team

• You read a customer's stack for what it is, not what it should be. • You find where the field data has to land so it's trustworthy and usable, and you recommend the configuration that gets it there with the least work on the customer's side. • Sometimes that's a clean integration into an existing system of record. • Sometimes the system of record barely exists, and you're recommending solutions. • Frictionless is the standard. • If the design leans on the customer to do a pile of work, it's the wrong design. • This is the seat that decides whether Airwave is a point tool or the front door to a customer's modernized stack. • Asset data, work history, field readings that used to live on paper or in a bad batch upload now get captured at the source through the glasses. • You're the one who makes that land in a way the rest of their business can access. • You implement the integrations, load the documentation, build the reports, and validate the data integrity. • This is not an advisory role. The people who’ll thrive in this role design, open the laptop and implement. • You decide where Airwave connects in each customer's stack and how the data flows, and you own that recommendation as the technical expert in front of the customer. • At kickoff you take the customer's document repository and get it loaded into Airwave so the product is grounded in their equipment, their procedures, and their standards. • Everything downstream depends on this being right. • You build the reports each customer needs.

• Understanding of the Fortinet portfolio with the ability to demonstrate and articulate technical and business value. Position all of Fortinet's portfolio, especially around the assigned solution domain(s) on a strategic level. • Create sales opportunities by identifying solutions to customer problems and assisting in qualifying sales leads from a technical perspective. Discover opportunities to upsell and cross-sell Fortinet solutions. Initiate and influence project decisions. • Manage solution domain use cases, competitive intelligence, and differentiation. Maintain product integration and customization skills including relevant 3rd party integrations. • Lead all solution aspects of the technical sales engagement from general queries to demos, RfX, and PoC’s around solution features, specifications, and functionality to integration. Provide architecture and implementation design consultation and best practice guidance for strategic opportunities. • Strong foundational knowledge in security and networking technology and specifically in our “core technology”, FortiOS-based products. • Act as trusted advisor for selected accounts. Work closely with the regional escalation manager, technical support team and engineering to ensure customer's technical issues are answered and resolved. • Collaborate with peers, Consulting System Engineers (CSE’s), Systems Engineers (Subject Matter Experts), Business Consultants, Professional Services and/or Partners on complex opportunities. Capture and manage customer requirements through the Consulting System Engineering Team to Product Management. • Support PreSales, Sales & Channel enablement activities and events.

Role Description Are you ready to make your next career move to join our team as our Customer Solutions Expert - Modernization for KONE Americas? - Collaborate with colleagues and customers in all stages of the sales funnel. - Contribute towards the successes of the company by meeting customers’ expectations. - Assist with estimating, engineering and solutions requests, and ordering process. - Knowledgeable on the laws and regulations regarding safety and environmental governmental regulations. - Demonstrate a passion for providing feedback and solutions. - Committed to promoting a culture of customer satisfaction and customer referral. As our Customer Solutions Expert – Modernization, you will be responsible for implementing the agreed upon sales strategy, policies and procedures for New Building Solutions (NBS) Major Projects. This position will be part of the Major Projects Sales Support team that targets, qualifies and secures NBS Major Projects in the Americas, and establishes strategy for their pursuit. This position includes estimating of Major Projects and partners with the global Major Projects organization to ensure support for the Americas business. Qualifications - 5+ years of progressive and successful Sales Experience with industry estimating tools and processes. - Knowledge gained through a 4-year college degree. Requirements - Proven success at working on multiple projects simultaneously. - Comprehensive understanding of KONE’s processes, policies and contracts/product offerings. - Familiarity with competitor product offerings and practices. - Sound working knowledge of construction industry. Benefits - Competitive salary - Flexible work schedule - Opportunities to learn and grow - 401K Employer Match - 401k Employer Non-elective Contribution - Well-being Program - Medical, Prescription, Dental and Vision Insurance - Digital Health Solutions & Telehealth - Health Savings Account (HSA) - Flexible Spending Accounts (FSAs) - Employee Family Assistance Program (EFAP) - Family & Medical Leave - Parental Leave - Leave to Care for a Domestic Partner - Paid Time Off & Holidays - Company Paid Life and AD&D Insurance - Supplemental Life and AD&D Insurance - Company Paid Short-term and Long-term Disability - Buy-Up Long-term Disability - Critical Illness Insurance - Hospital Indemnity & Accident Insurance - Identity Theft Protection - Legal Insurance - KONE Credit Union - Tuition Reimbursement - Commuter Benefits