• Demonstrating solid understanding of Cisco's portfolio • Increasing penetration via cross/up-selling and displacing competition • Leading the technical relationship with customer(s)/partner(s) • Leading engagements with IT & decision makers at customer/partner and LOB interaction • Translating needs into technical requirements • Involvement in territory strategic planning • Providing active feedback to sales teams on strategic customer needs and market opportunities • Taking the lead on moving deals across the technical sales process • Designing and communicating relevant solutions based on technical and business requirements • Managing a virtual support team of sales resources • Accountable for getting technical closure • Increasing revenue – closed opportunities converted to closed deals • Displacing competitors/increasing market share • Increasing net new customers on a quarterly basis

• Build and cultivate technical relationships with customers, acting as their advocate and trusted advisor • Identify opportunities and define solution options that align with customers’ business priorities and strategic goals • Collaborate with customers to deliver proof-of-concepts and proof-of-value engagements to showcase Cisco’s solutions • Develop and execute technical account plans, influencing the overall account strategy • Drive adoption and successful operation of Cisco solutions by leveraging internal and partner resources

• Deliver architecture designs and professional services to Cohesity customers • Lead customer transition initiatives from assessment through deployment completion • Identify technical, operational, security, and business risks and establish transition plans prior to implementation • Act as a trusted advisor to customer architects, infrastructure teams, and executive stakeholders • Build strategic relationships with key customers and Cohesity teams • Collaborate with Cohesity’s product solutions , product management and engineering teams to bridge the gap between technology capabilities and customer requirements • Present architecture recommendations, deployment strategies, and technical risks to executive and technical stakeholders • Develop detailed solution designs including architecture diagrams, sizing specifications, integration requirements, and risk assessments • Provide field feedback to Product Management and Engineering teams regarding deployment challenges, feature gaps, automation opportunities, and customer requirements • Define technical architecture including sizing and performance that meet customer requirements • Engage with teams to ensure Deployment Designs are successfully deployed • Develop best practices for the deployment designs that translate to project plans • Continually improve deliverables as we scale and release new features/products • Inspect deliverables for success and improvements • Work with others to develop post-deployment documentation (run books, pre-deployment templates, etc.) • Provide feedback to Implement Engineers, Systems Engineers, and engineering on ways to improve the overall experience

• This position leads and performs the technical development for functional activities to maintain and enhance Kenco’s Warehouse Management Systems. • This position will be the technical subject matter expert for the WMS system regarding the full solution development for 3PL project lifecycle. • This position will transform the business requirement documents by designing and developing technical aspects of the system. • This position will support the existing client base and new client base as assigned. • Communicate solution capabilities/possibilities and ability to assess business needs across integration complexity and architecture constraints. • Provides primary user support and verifies that the system provides the required business functions and maintains data integrity. • Leads business process analysis or design/construction phase of the project that leads to writing functional specifications. • Formulates and defines the application scope and objectives and devise/modify procedures to solve complex business problems. • Develops functional specifications for modifications, interfaces, reports and screens that meet the customers' business objectives and are of sound design.