Role Description The Sr. Sales Engineer serves as a technical resource in the sales process, providing deep cybersecurity expertise, conducting product demonstrations, and supporting proof-of-concept (POC) evaluations. This role collaborates closely with customers to design and implement solutions, ensuring Airlock Digital’s platform aligns with their security requirements. Solutions Engineers act as subject matter experts, guiding both clients and internal teams on product capabilities, integration strategies, and future roadmap enhancements. A successful candidate will have strong technical acumen, hands-on experience in cybersecurity solutions, and the ability to translate complex security challenges into effective implementations. Key Responsibilities - Technical Sales Support: - Act as a technical expert and trusted advisor throughout the sales process, helping prospects and customers understand the value of Airlock Digital’s solutions. - Work closely with account managers to identify customer needs, technical requirements, and potential opportunities. - Product Demonstrations & Technical Engagement: - Conduct product demonstrations, presentations, and technical discussions tailored to customer environments. - Clearly articulate the features, capabilities, and benefits of Airlock Digital’s products. - Proof-of-Concept (POC) Leadership: - Lead the technical execution of proof-of-concept engagements from initial scoping through successful completion. - Define evaluation criteria and design POCs aligned with the customer’s environment and success metrics. - Maintain regular engagement with prospects to ensure momentum and resolve technical challenges. - Customer Discovery & Solution Alignment: - Understand customer environments, security requirements, and operational challenges. - Align Airlock Digital’s solutions to address specific business and security needs. - Implementation Support: - Act as the interface between customers and internal teams during early implementation to support knowledge transfer. - Assist with deployment planning and integration support when needed. - Cross-Functional Collaboration: - Partner with Product, Support, and Customer Success teams to ensure successful customer adoption. - Provide feedback to product teams based on customer interactions, market trends, and competitive insights. - Technical Documentation & RFP Support: - Assist with RFP, RFI, and tender responses. - Maintain documentation related to POC progress, outcomes, and customer feedback. - Industry Engagement: - Represent Airlock Digital at customer briefings, partner engagements, and industry events when appropriate. Success Metrics - Proof-of-concept conversion rates - Customer satisfaction with technical engagements - Product adoption success - Deployment success rates - Sales team enablement effectiveness and contribution to overall win rates Qualifications - 8+ years of experience in the technology industry, ideally in sales engineering, pre-sales engineering, or cybersecurity architecture roles. - Experience supporting endpoint security, application allowlisting, or related cybersecurity technologies. - Hands-on experience delivering technical product demonstrations, solution evaluations, and proof-of-concept (POC) engagements in enterprise environments. - Strong understanding of enterprise security architectures, Zero Trust security principles, and modern cybersecurity frameworks such as MITRE ATT&CK, NIST, or CIS. - Ability to translate complex security, infrastructure, and operational requirements into practical solution architectures and deployment strategies. - Experience working within enterprise IT environments including Active Directory, Windows administration, APIs, integrations, and cloud platforms. - Experience supporting complex enterprise sales cycles with multiple stakeholders including security, IT operations, and executive leadership. - Experience operating in a high-growth or fast-scaling cybersecurity company is highly desirable. - Strong analytical and problem-solving skills with a customer-first mindset and the ability to troubleshoot technical challenges. - Excellent verbal and written communication skills with the ability to present technical concepts clearly to both technical and executive audiences. - Ability to build trusted relationships and collaborate effectively across sales, product, engineering, and customer success teams. - Bachelor’s degree in Computer Science, Cybersecurity, Engineering, or a related technical field, or equivalent practical experience. Benefits - OTE range of USD $208,000 to $260,000. - Medical, dental, and vision insurance. - 401K Plan with 4% Company Match. - Life and Disability Programs. - Paid Parental Leave. - Paid time off and Paid Holidays. - Volunteer and Birthday Time off. - Home Office Allowance. Company Description Airlock Digital is a global leader in application control and allowlisting. We seek to empower every organization to run only what they trust and operate free from malware and ransomware. With rapid growth across Australia, North America, and EMEA, we are committed to our core values: respect, determination, and integrity. We support a diverse and expanding global customer base. At Airlock, we pride ourselves on being a team of humble, collaborative, and driven professionals who support one another and share a passion for cybersecurity.

• Reports to Sr. Director, KA+PS with a dotted line to Director, Practice Solutions; collaborates across MARLO (Digital Health Team) and key stakeholder groups to align strategy, priorities, and execution. • Serves as a core member of the Steering Committee, shaping product direction, prioritizing enterprise initiatives, and ensuring customer-driven requirements are translated into scalable solutions aligned with enterprise customer objectives. • Partner with ESD and Digital Sales Key Account Managers to lead technical discovery, uncover enterprise customer pain points, and translate business needs into viable technical and workflow solutions. • Serves as the connective bridge between commercial, product, and delivery teams—guiding solution design, supporting pre-sales efforts, managing solution feasibility, and enabling delivery of standard and customized offerings across the full sales lifecycle. • Partners with ESD, PXDM, PXM, and key account teams to cover the USVC landscape and MARLO opportunities with national eyecare and consumer focused accounts. • Conducts discovery to understand customer needs, workflows, and strategic priorities to identify and qualify solution opportunities. • Leads critical initiatives (program development, analytics, training, marketing liaison) and MARLO‑level efforts aligned to customer strategy. • Partners with Digital Health teams to manage project scope, risks, and dependencies while ensuring enterprise implementations remain on track and aligned to defined success metrics. • Develops and executes business plans with field MARLO and HQ teams; Supports pre-sales planning, opportunity qualification, and execution to drive targeted sales objectives and accelerate deal progression. • Implements approved practice solutions with high customer satisfaction; partners cross-functionally to ensure technical readiness, workflow alignment, and successful adoption through go-live and optimization phases. • Recommends and helps create training, tools, and enablement resources to grow internal capabilities, support active opportunities, strengthen competitive positioning, and drive adoption of digital and MARLO solutions. • Navigates complex account environments; Orchestrates matrixed teams across all Alcon personnel touching the customer to align strategy, remove obstacles, and deliver cohesive, customer-centric solutions. • Builds trusted relationships with opportunity accounts; gathers and synthesizes customer, market, and competitive insights to inform solution design, positioning, and strategic recommendations while staying current on industry and regulatory trends. • Proposes new solutions to address practice needs; Articulates value, differentiation, and expected outcomes while leveraging the Alcon portfolio in compliance with policy, regulatory, and legal requirements. • Captures and communicates voice-of-customer insights to inform product, program, and process improvements; contributes to continuous optimization of solutions and go-to-market approaches.

• Lead technical discovery sessions with a varied group of customer stakeholders (from MRO GMs and BGA Directors of Maintenance to Commercial IT VPs) to thoroughly understand unique operational workflows, system integrations, and regulatory compliance requirements. • Act as the bridge between technical complexity and business value, meticulously mapping the capabilities of the entire Veryon product suite to the specific needs of Commercial, MRO, and BGA clients. • Partner with sales and implementation teams to define the detailed technical scope of work, integration strategies, and phased deployment plans required for successful adoption across multi-faceted global enterprises. • Design, configure, and deliver highly personalized and persuasive product demonstrations that clearly illustrate the realized ROI and value of Veryon’s solutions. • Take ownership of the technical and functional components of Requests for Proposal (RFPs) and Requests for Information (RFIs) from all major segments. • Strategize, manage, and execute complex technical PoCs or Proofs of Value (PoV) that validate the technical fit and financial impact of Veryon's solutions. • Maintain a deep and current understanding of the evolving challenges, regulatory changes, and competitive landscape across Commercial, MRO, and BGA sectors. • Collect and synthesize product feedback, market trends, and competitive intelligence, acting as the primary 'voice of the customer' to the Veryon Product, Engineering, and Marketing teams. • Requires international travel to conduct on-site technical presentations, executive briefings, and workshops with global clients.

• Lead, coach, and develop a team of Sales Engineers, driving performance, engagement, and long-term career growth through regular feedback and structured development • Partner confidently with senior Sales leadership on regional strategy, multi-quarter planning, annual capacity planning, and forecast alignment operating 2-3 quarters ahead to anticipate resourcing needs and business priorities • Own in-field execution at a regional level by taking an executive presence role in strategic and high-impact opportunities and providing senior-level stakeholder alignment and technical credibility alongside your team • Oversee consistent, high-quality delivery across technical sales cycles in the region, including evaluations, customer engagements, and deal progression • Hire and onboard top talent across ICs and manager-level roles, building a high-performing team and accelerating ramp through structured onboarding and enablement • Manage regional operations including resource allocation, utilization, KPI tracking, productivity, and skills development to ensure effective coverage across the territory • Cross-functionally collaborate with Sales, Product, Marketing, Enablement, and Support at a senior level to align on regional strategy, GTM execution, and customer experience • Drive operational excellence across the region by improving processes, maintaining data quality, scaling evaluation frameworks, and contributing to initiatives that improve team effectiveness and business impact