• Serve as the technical point of contact for Securiti AI customers throughout the renewal lifecycle, supporting technical sales cycles for renewal and expansion. • Deliver customer presentations, demonstrations, and remote configuration/health reviews to confirm the solution is delivering expected value ahead of renewal. • Consult with customers on data discovery, posture management, data access and governance, and compliance use cases, translating business objectives into clear technical requirements and outcomes. • Transform product-based selling into customer-centric problem-solving, mapping technical work to business outcomes in renewal and expansion conversations. • Collaborate with Renewal Account Managers to identify upsell and cross-sell opportunities within the Securiti AI portfolio. • Coordinate with Support, Licensing, and Product Management, providing structured customer feedback. • Organize work efficiently using Salesforce.com for account tracking, technical notes, and process management, working effectively and autonomously in a remote environment. • Maintain working knowledge of DSPM frameworks, data privacy/security standards, and new Securiti AI and Veeam product releases. • Demonstrate strong written and oral communication skills while building and maintaining trusted customer relationships.

• Identify and acquire new customers • Rigorously promote the expansion of existing business relationships • Identify and develop new sales potential • Sale of machinery equipment in close cooperation with machine manufacturers • Consistent offer tracking • Close cooperation with Engineering, Customer Service • Determination of the technical parameters and performance data for the quotation • Conduct price negotiations independently • Timely preparation of weekly and monthly reports as well as planning and execution of administrative activities • Increase and ensure customer satisfaction • Coordination of the operations of our service technicians, also in adjacent sales areas • Customer care and after-sales support

• Partner with account teams to support strategic enterprise opportunities. • Lead technical discovery sessions to understand customer infrastructure, AI, and platform engineering needs. • Serve as a trusted advisor to CTOs, platform teams, and AI engineering leaders. • Design AI infrastructure architectures using Mirantis k0rdent and open-source ecosystem technologies. • Translate customer requirements into scalable Kubernetes-based platform solutions. • Develop reference architectures and deployment patterns for AI workloads. • Deliver compelling technical presentations, demos, and workshops. • Represent Mirantis at conferences, technical events, and industry communities. • Create technical content, demos, and solution patterns that accelerate adoption. • Lead customer proof-of-concept engagements to validate solution fit. • Prototype deployments of AI workloads and developer platforms. • Demonstrate operational workflows for AI infrastructure and MLOps. • Work closely with product management, engineering, and marketing teams.

• Achieve annual targeted sales, average selling prices and conversion ratios • Monitor and report on progress, identifying and acting upon issues and concerns that arise. • Formulate and exercise strategies for optimising sales • Assess the needs of the client through good questioning techniques • Provide quotations that are accurate and ensure leads and quotes are followed up • Identify, visit and build relationships with prospects and repeat customers • Carry out site visits where required.