• Build the Public Sector Technical Motion • Partner with Public Sector sales leadership to establish the technical go-to-market strategy. • Define how DevRev's platform maps to government mission use cases. • Develop repeatable solution patterns for federal agencies and defense organizations. • Shape how DevRev positions its platform in regulated environments. • Lead Complex Technical Sales • Act as the primary technical authority for public sector opportunities. • Support strategic deals across Federal Civilian, Defense, and other public sector segments. • Design and deliver compelling product demonstrations aligned to mission outcomes. • Guide customers through technical architecture and integration discussions. • Create Mission Focused Demonstrations • Build demo environments and synthetic datasets that reflect real government workflows. • Examples may include: • Defense readiness and operational workflows. • Public sector case management and mission operations. • Knowledge retrieval across institutional documentation. • Secure AI workflows with structured and unstructured data. • Influence Product and Architecture • Serve as the voice of the public sector customer internally. • Provide product feedback on compliance, architecture, and deployment requirements. • Work closely with product and engineering to align capabilities with government needs. • Support Compliance and Secure Deployments • Assist in defining DevRev architecture for regulated environments. • Partner with internal teams on FedRAMP strategy and security requirements. • Help customers understand secure deployment models and data governance considerations. • Build the Future SE Organization • Recruit and mentor future public sector SEs. • Establish technical playbooks and demo standards. • Define the SE operating model for public sector growth.

• Support sales to increase the company revenue using technical sales skills to convince prospects to purchase Sophos solutions by explaining complex topics to prospects • Assist technical staff from partner and customers in design and architecture of prospect solutions based on appropriate sizing and resiliency guidelines • Conduct demos, product- and company presentations - also to larger audiences - to help increasing the company revenue; support partners, sales or other audience • Query prospects to qualify sales opportunities and conduct analysis with technical staff to determine requirements and specifications of solutions • Support other departments by collecting and aggregating partner feedback and feeding e.g. into Product Management • Address partner questions and requirements and assist and manage frequent technical evaluations by working with these partners • Collect and aggregate prospect feedback, feeding into Product Management and other teams to better direct product development to meet market demand. • Lead regional distributor enablement initiatives, ensuring distributors are equipped to recruit, onboard, and support MSP partners effectively. • Collaborate closely with the Global MSP team to share collateral, best practices and market feedback across regions. • Provide technical and solution guidance to the EMEA MSP Sales team, supporting MSP partner development, enablement, and growth.

Role Description Join Onyx Security and help build the control plane for autonomous AI in a fast-moving, high-impact environment. Onyx is building the control layer that enables enterprises to safely adopt and scale AI agents across the organization, with the visibility, governance, and operational control needed to understand what agents exist, what they do, how they behave, and what risks they introduce. Onyx is looking for a Sales Engineer to serve as a trusted technical advisor throughout the sales process. You will help prospects and customers understand how our AI security platform fits into their environments, map technical value to business needs, and support successful onboarding. What you will do - Lead technical discovery and pre-sales solution design. - Present product capabilities to both technical and executive stakeholders. - Design tailored solutions aligned with customer environments and priorities. - Support proof of concepts, evaluations, and technical validation. - Partner with sales, product, and engineering on feedback loops from the field. Qualifications - 5+ years of experience in presales engineering, solution architecture, or similar roles. - Strong hands-on knowledge of Kubernetes, Docker, Linux, and cloud platforms. - Experience with networking, security, and enterprise technical environments. - Excellent communication and presentation skills. - Ability to solve business problems through technical design. Requirements - Experience in AI security, cloud security or cybersecurity platforms. - Familiarity with compliance frameworks and enterprise architecture. Benefits - Remote work model - Health insurance and wellness benefits - Equity participation Compensation Disclosure We offer a competitive compensation package that includes base salary, equity, and performance-based incentives. Compensation will be determined based on experience, location, and the scope of the role. Equal Opportunity Statement Onyx is an equal-opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees.

• Develop and implement sustainable sales strategies to increase order intake, revenue and profitability in the assigned sales territory, taking into account regional market requirements and customer needs. • Responsible for achieving agreed sales, booking and margin targets for the relevant product and solution portfolio, and actively identifying new business opportunities. • Provide professional account management and development of existing customer relationships, and proactively acquire new customers to sustainably expand the client base and increase market presence. • Identify, pursue and manage project opportunities, including regular analysis of market trends, competitor activity and customer requirements, and report to sales management. • Conduct contract and price negotiations within authorized limits and ensure successful, customer-focused execution of projects and business transactions. • Build long-term customer relationships and ensure high customer satisfaction through personal customer visits, solution-oriented consulting, and promotion of a consistent "Think Customer" mentality. • Work closely with internal departments, maintain relevant information in the CRM system, and comply with all compliance, trade compliance and company policies to ensure professional and transparent business operations.