• Design, position, and present Palo Alto Networks solutions, including NGFW, Prisma/SASE, Cortex, and related technologies. • Support the sales team throughout the entire opportunity lifecycle. • Deliver technical presentations, product demonstrations, and Proof of Concept (PoC) engagements. • Analyze customer requirements and translate them into tailored security architectures and technical solutions. • Collaborate with strategic partners to drive business growth and generate new opportunities. • Participate in enablement activities, training sessions, and demand-generation initiatives. • Identify business opportunities through technical expertise and market knowledge. • Work closely with Business Development Managers (BDMs) to define sales strategies and commercial priorities.

• Serve as the technical expert during the sales process, demonstrating the platform’s capabilities and value proposition. • Lead customised demos, workshops, and test / POCs that are tailored to each client’s needs. • Organise sessions that demonstrate how the platform delivers tangible benefits and helps progress their journey in the sales lifecycle. • Collaborate closely with the product team to translate customer needs into actionable feedback and potential feature enhancements. • Evaluate client requests which sit outside product scope and manage client expectations. • Delivery of product trials end-to-end including liaising with clients, collecting key client data and technically setting up their trial account. • Lead responses to RFPs and RFIs, and assist in drafting the technical aspects of proposals tailored to client requirements. • Act as a trusted advisor to clients, helping them optimise commercial processes using the Streem platform by suggesting best practices and sharing successful client examples. • Serve as the first point of assessment for prospect product extensions by evaluating new feature or functionality requests, assess business impact, and provide recommendations.

• Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices • Hire, develop and lead an inclusive, engaged, and high performing Sales Engineering team • Manage individual and team performance ensuring our partnership with sales, product, support and customer success teams are productive and efficient • Work with Regional Sales Managers on account planning, strategy and sales call activity • Manage escalations (product issues, feature requests, etc.) in a pre-sales environment • Participate in customer / prospect calls as a trusted advisor • Partner with other Sales Engineering leaders to improve the overall Sales Engineering organization at Samsara

• Lead Strategic Enterprise Discovery: Run complex, multi-stakeholder technical discovery sessions with Enterprise and Strategic buyers—including VPs of Customer Experience, Contact Center Leaders, CTOs, and IT Leads—to deeply understand their contact center architecture, compliance mandates, and operational goals • Design and Deliver High-Impact Demos: Anchor the pre-sales cycle by presenting customized, value-driven demonstrations and Proofs of Value (POVs). You will map technical capabilities to primary business outcomes, proving the impact on full conversation automation, AHT reduction, CSAT optimization, QA automation ROI, and conversion rate optimization • Build and Scope AI Agents: Get hands-on within the Observe.AI platform to scope, design, and build sophisticated AI Agents (Customer-Facing Voice/Chat Agents, and AI Copilots) that simulate real-world enterprise environments • Showcase Advanced AI Capabilities: Demonstrate intent recognition and interaction categorization using foundational LLMs and domain-specific models; Highlight automated call quality scoring using hybrid approaches (LLM-as-a-Judge, rule-based AutoQA models); Showcase Agentic capabilities including call summarization, compliance checks, sentiment • Develop Next-Generation Demo Assets: Build out robust, enterprise-grade demo flows that highlight next-best action triggers for real-time agent enablement (Companion Agents) and knowledge surfacing using Retrieval-Augmented Generation (RAG) • Navigate Complex Architectures: Position our solutions within intricate enterprise tech stacks, advising prospects on how our AI Agents integrate seamlessly with their existing CCaaS platforms, CRM systems, and telephony infrastructure • Act as a Strategic Advisor: Educate and advise customers on implementing AI Agents for real-world automation, successfully navigating the security and compliance hurdles inherent to regulated industries (e.g., financial services, healthcare, insurance) • Drive Product Innovation: Collaborate closely with Product and Engineering teams, acting as the voice of the Enterprise customer to continuously introduce market feedback and new technological requirements into roadmap conversations • Ensure Pilot Success: Serve as the definitive technical authority during POCs, ensuring that the success criteria for AI Agents, Companion Agents, Operations Agents, post-call quality automation, and agent performance insights are definitively met