• Collaborate with IR partners to develop integrations, go-to-market campaigns, enablement materials, and joint customer success stories. • Work cross-functionally with Business and Corporate Development, Product Marketing, Product Management, Sales Engineering and other internal organizations across SentinelOne on a regular basis. • Co-Lead discussions with our Business Development team to evaluate potential IR partners from both a technical and strategy fit perspective representing the value SentinelOne can provide to their customers, support partner acquisition and onboarding, and manage IR partner ecosystem for the region. • Educate these partners on security concepts and customer-driven use cases • Gather, track, and translate partner feedback and help influence and inform the SentinelOne product roadmap related to the IR partner use cases • Present to technical and executive leadership; provide periodic product review sessions to strengthen the skills of our partners • Set up and manage partner capture the flag or enablement/training sessions that lead to a business relationship • Design, architect and implement technical product integrations between SentinelOne products and other software vendor's products • Provide "white glove" service to our partners as they build integrations with the SentinelOne Singularity platform. • Prepare and deliver technical presentations to both customers and partners, demonstrating the interoperability and combined value of products and services. • Actively participate within the broader technical team, sharing experiences and best practices.

• Plans and leads initial solution design discovery sessions • Responsible for the overall strategy and high-level design for implementation projects • Designs, documents, and communicates architecture and solutions to client and Origami team members • Communicates and transitions information gathered during pre-sales engagement to project team • Partners with Sales Executives to plan and lead internal kickoff • Provides guidance and direction on solution design, configuration, and best practices to Technical Consultants and other implementation team members • Provides frequent strategic input to influence software and process evolution and improvement through scheduled meetings and interactions with leadership team • Collaborates with product, development, service, and operations to establish and maintain design and configuration best practices, reusable standard configurations, documentation, and training materials • Collaborates with product and development to provide insight and feedback on product roadmap • Assists account management team with expanded sales engagements, including requirements gathering, solution design, system demos, scoping, level of effort assessment, and providing subject matter expertise • Produces solution blueprint, where applicable • Assists with configuration of the most complex solutions • Performs unit testing of assigned deliverables • Records hours worked in accordance with Origami's time entry policy • Identifies potential scope creep / out-of-scope work and escalates to Project Manager • Identifies potential expanded sales opportunities and notifies / coordinates with account management team on pursuing • Leverages Origami standard configuration where possible and follows established best practices and industry standards when designing, configuring, and consulting on solutions • Acts as a mentor to less experienced Origami colleagues • Assists with the training and onboarding of new Origami colleagues • Depending on size and complexity of project and/or account, may also be assigned to perform duties of technical consultant, project manager, client success manager • Assists with pre-sales engagements, including requirements gathering, solution design, and providing subject matter expertise • Manages the service review process with the Sales team, including reviewing scope/services, hours estimate, and statement of work and maintains the service review fields in Salesforce • Other duties as assigned

• Plans and leads initial solution design discovery sessions • Responsible for the overall strategy and high-level design for implementation projects • Designs, documents, and communicates architecture and solutions to client and Origami team members • Communicates and transitions information gathered during pre-sales engagement to project team • Partners with Sales Executives to plan and lead internal kickoff • Provides guidance and direction on solution design, configuration, and best practices to Technical Consultants and other implementation team members • Provides frequent strategic input to influence software and process evolution and improvement through scheduled meetings and interactions with leadership team • Collaborates with product, development, service, and operations to establish and maintain design and configuration best practices, reusable standard configurations, documentation, and training materials • Collaborates with product and development to provide insight and feedback on product roadmap • Assists account management team with expanded sales engagements, including requirements gathering, solution design, system demos, scoping, level of effort assessment, and providing subject matter expertise • Produces solution blueprint, where applicable • Assists with configuration of the most complex solutions • Performs unit testing of assigned deliverables • Records hours worked in accordance with Origami's time entry policy • Identifies potential scope creep / out-of-scope work and escalates to Project Manager • Identifies potential expanded sales opportunities and notifies / coordinates with account management team on pursuing • Leverages Origami standard configuration where possible and follows established best practices and industry standards when designing, configuring, and consulting on solutions • Acts as a mentor to less experienced Origami colleagues • Assists with the training and onboarding of new Origami colleagues • Assists with pre-sales engagements, including requirements gathering, solution design, and providing subject matter expertise • Manages the service review process with the Sales team, including reviewing scope/services, hours estimate, and statement of work and maintains the service review fields in Salesforce • Other duties as assigned

• Collaborate with sales teams and business partners to articulate solutions for service providers, partners, and end customers. • Participate as an Acronis technology expert in meetings, conduct demos, and pitch products throughout the sales cycle. • Engage with customers, partners, and internal teams to coordinate activities for selling Acronis solutions. • Analyze business requirements, market strategies, and policies relating to data protection. • Manage strategic accounts collaborating with Acronis Account Managers to influence and develop sales strategies. • Facilitate customer evaluations and proof of concept activities for Acronis solutions. • Perform technical troubleshooting and secure technical wins during the pre-sales process. • Position solutions that address customer business problems and act as a technical advisor. • Conduct hands-on demonstrations and knowledge transfer of Acronis solutions to customers and partners. • Gather technical requirements, develop cost-effective solutions, and present them to prospects. • Develop responses to RFIs & RFPs. • Assist in integrating MSPs RMM platforms with the Acronis Platform and work closely with cross-functional teams. • Understand complex customer needs and develop innovative solutions. • Provide customer and market feedback to Product Management, Engineering, and other Acronis teams.