• Lead the technical pre-sales cycle by executing product demonstrations and managing proof-of-value (POV) engagements to meet customer success criteria. • Conduct discovery meetings and research the competitive landscape to architect technical solutions that address specific customer security and infrastructure gaps. • Develop account-based penetration strategies and sales objectives in collaboration with sales executives to secure contracts with Fortune 500 companies. • Provide ongoing technical training on platform integrations and security principles to internal sales executives and external channel partners. • Expected travel a minimum of 40%.

• partner with Account Executives across the full sales cycle • conduct deep discovery to understand customer architecture, workflows, and business objectives • design and deliver compelling technical presentations, workshops, and proof-of-concept engagements • serve as the internal champion for the customer • evaluate customer environments and provide architectural guidance • contribute to the broader technical community

• Own the technical win. Drive pre-sales engagements end to end — discovery of the prospect’s business and technical challenges, mapping Azul portfolio capabilities to those challenges, and validating the solution through demonstration and hands-on proof. • Lead hands-on pilots. Design, scope, and personally execute product pilots and proofs-of-concept inside the customer’s existing environment: installing and configuring the JVM, running representative workloads, and capturing empirical results the customer trusts. • Prove performance. Plan and run performance-focused engagements: establish benchmarks and success criteria, measure latency, throughput, GC pause behavior and resource efficiency, analyze GC and JIT logs, tune JVM settings, and quantify the improvement Azul delivers against the incumbent. • Win at enterprise scale. Navigate complex, multi-stakeholder enterprise engagements (large production estates, strict SLAs, security and compliance review, and long procurement cycles) coordinating technical validation across many teams and environments. • Present at every altitude. Deliver presentations and demos across all technical levels, from CxOs to hands-on developers, to “make the complex simple” and communicate Azul’s value to each audience. • Respond to technical requirements. Understand and respond to solicited and unsolicited proposals (RFI/RFP) by aligning Azul capabilities against detailed technical and business requirements. • Orchestrate the extended team. Engage Product Management, Engineering, and the CTO office as needed to remove technical blockers and secure the win. • Partner on territory strategy. Work alongside your Account Executive(s) on territory planning: pipeline generation, growing existing accounts, and enabling partners. • Grow and retain customers. Nurture existing clients to promote customer success and to create new upsell and cross-sell opportunities. • Evangelize. Present at conferences, workshops, and roadshows to raise awareness of the Azul portfolio and build funnel. • Mentor the team. Provide expert assistance to other SEs on pilot planning and execution, run training sessions, and serve as a primary mentor to onboarding SEs. • Be a trusted advisor. Advise your manager on product, territory, and team matters.

Role Description We are seeking a technically strong, articulate Presales Engineer to bridge the gap between our technical solutions and client business needs — translating complex cybersecurity, infrastructure, and networking capabilities into clear, compelling value propositions for prospects and customers. Key Responsibilities - Understand customer requirements and design tailored technical solutions across cybersecurity, infrastructure, and networking domains. - Read and respond to RFPs/RFIs, producing accurate, competitive technical proposals and write-ups. - Deliver confident presentations and communications to both technical and non-technical audiences. - Prepare strong documentation, including proposals, SOWs, and technical architecture documents. - Manage multiple opportunities simultaneously under tight deadlines. - Deliver engaging product demonstrations and technical presentations to customer stakeholders. - Collaborate and communicate with vendors on solution design and positioning. - Assist with contract/tender technical clarifications and vendor qualification documentation. - Provide post-sales technical handover support to implementation/delivery teams as needed. Qualifications - 3–5 years of experience in Presales, Solutions Engineering, or Technical Consulting (cybersecurity/IT infrastructure domain preferred). - Bachelor's degree in computer science, Engineering, or a related field. - Technical knowledge including, but not limited to: - Cybersecurity: firewalls, endpoint security, SIEM, IAM, threat detection, zero trust architecture, encryption, GRC, etc. - Infrastructure: servers, storage, virtualization, data center design, cloud. - Networking: LAN/WAN, routing & switching, SD-WAN, VPN, wireless networking. - Relevant certifications preferred (CompTIA Security+, CCNA, CEH, or vendor certifications such as Cisco, Fortinet, Palo Alto, Microsoft, etc.). - Fluent in English (spoken and written), with the ability to communicate confidently with international clients and stakeholders. Benefits - Competitive salary and performance-based incentives. - Professional certification and skill development support. - Exposure to leading cybersecurity and infrastructure technologies. - Collaborative, growth-oriented work environment. Company Description ExeQut is an AI, Data, and Cybersecurity transformation partner helping regulated mid-market organizations—in healthcare, insurance, and beyond—modernize their identity, cloud, and AI capabilities without putting compliance at risk. Our track record includes a healthcare identity program that cleared its audit with zero findings and a regulated cloud migration completed in just 30 days. We build every engagement on transparency, close collaboration, and a structured, agile approach focused on solving real business problems. Our client base spans federal civilian agencies, commercial enterprises in healthcare IT and financial services, and state and local government entities pursuing complex technology initiatives with measurable impact. From initial concept through deployment, we partner closely with clients to deliver solutions built for long-term value and a seamless user experience.