• Uncover and drive new customer opportunities by providing sales and technical assistance, effectively articulating Cohesity technology to both business and technical users. • Enable customers to seamlessly integrate Cohesity products into their production environments, ensuring flawless operation and meeting their specific needs. • Develop and lead the secondary storage technology strategy for our largest customers and partners, establishing Cohesity as the primary solution provider in the market. • Communicate Cohesity's vision by delivering engaging product demonstrations, workshops, white papers, and proposals. • Identify customer needs and craft proof of concepts to showcase the value and capabilities of Cohesity technology. • Collaborate closely with product management as a field representative, providing valuable insights and conveying customer requirements for product development and improvements. • Provide project management and post-sales technical support as required, ensuring customer satisfaction throughout the entire lifecycle.

• Partner with sales to qualify opportunities, define solution strategy, and align technical capabilities with customer business outcomes. • Lead discovery sessions, workshops, and security assessments that uncover operational and architectural requirements in complex enterprise environments. • Design and present secure architectures that incorporate networking, cloud, and SecOps components. • Deliver impactful presentations and demos to both technical stakeholders and executive decision-makers (CISOs, CIOs, CTOs, and business leaders). • Serve as the primary technical expert in sales cycles, guiding enterprise accounts through evaluation and decision processes. • Advise on cybersecurity strategies such as Zero Trust, SASE, cloud security, and SecOps modernization. • Build and maintain long-term trusted relationships with C-level executives and senior leadership, positioning yourself as a strategic advisor. • Translate technical concepts into business value discussions tailored for executive-level conversations. • Support smooth deployment transitions by working closely with professional services, support, and customer success teams. • Provide roadmap guidance, operational reviews, and strategic check-ins to reinforce customer value realization. • Continue as a trusted advisor to enterprise leadership, ensuring ongoing alignment of their evolving needs with solution capabilities.

Role Description We are seeking an experienced and highly motivated Pre-Sales Channel Engineer to support the continued growth of our HPE Networking practice, including Aruba and Juniper Networks solutions. This is a remote position based out of Chicago, designed for a seasoned networking professional who is ready to expand their impact beyond implementation and into strategic partner enablement and technical sales leadership. In this position, you will: - Collaborate closely with channel partners and Partner Account Managers within your assigned territory to drive technical excellence, strengthen partner capabilities, and accelerate the adoption of HPE’s advanced networking portfolio. - Serve as a trusted technical advisor, helping partners design, position, and deliver modern networking solutions that enable digital transformation for their customers. Qualifications - 7+ years of experience in networking infrastructure, engineering, or technical consulting roles. - Prior experience in a pre-sales, systems engineering, or technical account support capacity preferred. - Background in network design, deployment, services, or technical enablement strongly desired. - Relevant vendor certifications (Aruba, Juniper or both). Requirements - Strong understanding of network architecture and design principles. - Hands-on experience with wireless networking, switching, routing, firewalls, NAC, SD-WAN, data center networking, and cloud management platforms. - Ability to design and present end-to-end solutions. - Excellent communication, presentation, and interpersonal skills. - Strong analytical and problem-solving abilities. - Ability to work independently and collaboratively in a partner-driven sales environment. Benefits - Health & Wellbeing: A comprehensive suite of benefits that supports physical, financial, and emotional wellbeing. - Personal & Professional Development: Specific programs catered to helping you reach career goals. - Unconditional Inclusion: A commitment to inclusivity and celebrating individual uniqueness.

• Lead new business signings and technical sales of gases, technology and equipment to the glass and ceramic industries. • Provide guidance to our applied research group for new offering development for our gases using your understanding of current and future industry processes, environmental issues and decarbonization efforts in these industries. • Resolve customer technical challenges, helping customers improve their operations, efficiency, and safety. • Involvement from the initial contact through startup and customer retention. • Identify and develop new prospects for industrial gas usage and equipment / technology sales in the target industries. • Focus on prospects operating in growth markets and with solid cost positions. • Audit prospects and customer processes to identify new or more efficient usage of industrial gases. • Engage with marketing and lead generation to develop a broader opportunity pipeline. • Develop the scope and support the execution of technology demonstrations in the field, proving the benefits of industrial gases in customer process of melting and inerting. • Identify and calculate the economic benefits of Air Products’ technologies regarding production increase, enhanced product quality, ability to use lower cost raw materials, fuel savings, and reduced emissions. • Engage in trade associations, technical organizations, conferences, and local trade shows to present technical papers, promote technology, support marketing efforts, network, and lead committees. • Work with customers and internal groups in applied research, computational modeling, and marketing to develop technical papers and marketing materials that showcase modeling or lab/field demonstration results. • Engage external partners to provide full solutions to the customer, as applicable.