• Evaluate the resellers and their customer needs, drive sales execution, and develop opportunities for both Net New and Existing Customers. • Build and maintain strong relationships with internal teams, vendors, and regional staff across all Vertical markets. • Define and monitor performance metrics for vendors’ products and services. • Conduct regular meetings (both online and face-to-face) with partners to understand their needs and provide tailored solutions. • Apply in-depth knowledge of technical pre-sales and solution architecture to solve complex problems using innovative solutions while working independently with minimal guidance. • Contribute towards building technical awareness of new products within our reseller community, through Planning Technical Road Map, Workshops, Webinars and Events. • Contribute to the management of processes and process improvements and provide informal guidance to junior colleagues. • Provide training and support to partners to enhance their knowledge of our products and services. • Contribute to the overall Revenue/Profitability of the business through initiatives and activity designed to deliver financial performance • Additional Pre-Sales activities and initiatives as the business requires

• Support EXFO Sales and Account Team by promoting testing equipment into the network service provider market • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications • Develop and deploy customer training curriculum in coordination with Sales Manager and Account Management Team • Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions • Manage aspects of Customer evaluations in close coordination with sales and account manager to ensure product approval • Respond to RFPs in close coordination with sales manager to provide the best positive response to all technical requirements • Provide solution proposals and justification to suit customer needs • Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products • Provide customized test plans and job aids to ensure smooth acceptance of products • Provide market interface between Product Management Team and customers by developing and maintaining key relationships at focus accounts • Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements • Provide competitive intelligence – feature set, road map, pricing

• Build and strengthen technical relationships with channel partners, enabling them to successfully position, demonstrate, and implement Cohesity solutions. • Drive technical wins by uncovering customer business challenges, conducting discovery, and aligning Cohesity solutions to customer requirements. • Deliver compelling product demonstrations, workshops, architecture reviews, and executive briefings that communicate both technical capabilities and business value. • Design and lead Proof of Concepts (POCs), evaluations, and validation activities that showcase the value of Cohesity's cyber resilience and data security portfolio. • Collaborate with Account Executives, channel partners, and customers to develop solution strategies that accelerate opportunities and drive revenue growth. • Act as a trusted technical advisor to customers and partners, providing guidance on data protection, cyber recovery, cloud, virtualization, and hybrid infrastructure architectures. • Advocate for customers by partnering with Product Management and Engineering teams, conveying field feedback, feature requests, competitive insights, and market trends. • Support customers throughout the sales lifecycle, including planning, implementation guidance, and post-sales technical engagement as needed. • Develop and execute partner enablement plans that increase technical proficiency and help partners independently position and sell Cohesity solutions.

Role Description KBR’s National Security Solutions team provides high-end engineering and advanced technology solutions to our customers in the intelligence and national security communities. In this position, your work will have a profound impact on the country’s most critical role – protecting our national security. You will join a Systems Engineering team defining the next generation of space communication systems supporting Air Force Military Satellite Communications. You will support Systems Engineering & Integration activities in a multidisciplinary and collaborative environment. The Systems Engineer will interface and collaborate with SE&I team members, contractors, government civilians and members of the USSF. The MILSATCOM Systems Engineering, Integration, and Test (MSEIT) effort provides leading edge Systems Engineering & Integration (SE&I) for the US Space Force’s Space System Center. We support the Space Force’s acquisition of state of the art Military Satellite Communications systems, providing global secure, survivable, and protected communications for our nation’s warfighters. We seek technical individuals who will thrive in a highly collaborative work environment of small teams, using the most modern tools and methodologies to tackle the challenges of integrating complex space and ground communications systems. Qualifications - Top Secret clearance - Bachelor’s degree in technical discipline, such as engineering, aeronautics, physics, chemistry, mathematics, or related technical field - 10+ years’ experience supporting test and evaluation, verification and validation, strategy and planning activities - 5+ years’ experience leading complex test and evaluation activities, including enterprise-level planning, governance, integration, stakeholder coordination, and acquisition decision support - 5+ years’ experience integrating space and ground segments within national security space, military satellite communications, or related space programs - Experience authoring or owning Test and Evaluation Master Plans (TEMPs) for major acquisition programs - Experience leading enterprise governance forums, review boards, and technical integration teams - Experience briefing senior acquisition executives and serving as a primary technical representative at external technical forums - Experience integrating activities across multiple acquisition programs and stakeholder organizations - Experience establishing new organizational processes, charters, governance frameworks, or operational procedures - Experience supporting Software Acquisition Pathway (SWAP) programs, certification activities, or acquisition compliance efforts - Strong interpersonal skills, communication (oral and written), and presentation skills - Proficient in Microsoft Office products (Word, Excel, Powerpoint) Requirements - Knowledge and experience in Agile Development and collaboration tools (Jira/Confluence) - Management certifications, such as PMP, PEO - Systems engineering certifications, such as CSEP, ESEP, OCSMP Benefits - Competitive lifestyle benefits which could include 401K plan with company match - Medical, dental, vision, life insurance, AD&D - Flexible spending account, disability, paid time off, or flexible work schedule - Support for career advancement through professional training and development