Sales Engineer

• Complete mastery of all ExtraHop demo narratives
• Sufficiently versatile with the ExtraHop platform to conduct any ad-hoc demo upon request
• Key stakeholder in our demo creation/update process
• Maintain documents that are key to the SE workflow; deployment guidelines, POC best-practices, compelling use-cases, etc.
• Guide and mentor new ExtraHop SEs
• Recognized throughout the company as an expert in specific technologies/domains
• Recognized by peer SEs for their significant contributions that have benefited the broader SE community
• Ability to create and deliver public speaking sessions, blog posts, social media activity and analyst interactions.
• Interface with Product Management to relay market demands from prospects/customers and play a role in shaping the product roadmap
• Play an active role in the continuous refinement of our POC process; scoping questions/materials, output documents and best practices for aligning POC results to compelling business value
• Become an acknowledged expert in one or more competitive products and lend assistance to other SEs that encounter that vendor
• Identify new areas of opportunity/revenue growth based on your customer/industry relationships and knowledge of the verticals we support
• Expert SFDC user very familiar with our use of the tool and capable of suggesting improvements to our SFDC workflows that would benefit the SE organization
• Considers the business at-large when advocating for product/process changes and is able to assess the situation from the perspective of other organizations within the company
• Actively drives changes to SE/company processes; comes up with an idea, vets it with peers/leadership, fleshes it out and leads the execution in concert with other internal stakeholders
• Expert-level understanding of the sales process; incorporates business requirements into the demo narrative, ensures POC outcomes are aligned with business impact, able to quickly/accurate qualify an opportunity
• Mastery of solution design; capable of translating customer input into a solution architecture that seamlessly aligns with the business proposal being developed by the RSM

Principal Sales Engineer driving sales presentations and technical solutions in ExtraHop

Principal Sales Engineer

Principal Sales Engineer developing sales strategies and technical demos for ExtraHop's cyber security solutions. Leading sales engineering efforts, collaborating with product teams and guiding customer engagements.

• Catalog, develop, coordinate, communicate, and maintain general enterprise architecture models;
• Collaborate with development teams to define and build solution designs;
• Serve as the technical authority for Cresols architecture;
• Have deep knowledge of the companys business capabilities, processes, and policies;
• Support the implementation of the enterprise architecture discipline;
• Support IT strategic definition;
• Assist with the implementation of new technologies and processes;
• Design and maintain roadmaps for enterprise applications;
• Map processes, value streams, and business capabilities;
• Interact with internal areas to present and discuss architecture solutions;
• Build and evolve the reference architecture;
• Maintain and evolve documentation and generated artifacts;
• Support the definition and implementation of the reference architecture;
• Understand and lead integration between legacy systems and new solutions;
• Promote, disseminate, and design architectural practices, reuse, models, patterns, and principles;
• Work with Product Owners (POs) and Project Managers (PMs) to structure business initiatives within the Upstream flow;
• Perform technical feasibility analysis for business initiatives;
• Work with development teams within the Downstream flow.

Architect designing solutions for Cresol, a cooperative financial institution in Brazil

Solutions Architect

Architect designing solutions for Cresol, a cooperative financial institution in Brazil. Collaborating with development teams to create effective architectural designs and support IT strategies.

• Develop customized technical solutions for clients aligned with Claranet’s capabilities and offerings;
• Collaborate with sales and engineering teams to identify client needs and develop technical proposals that meet those needs;
• Design system architectures that integrate different technologies and solutions, ensuring the technical feasibility of projects;
• Participate in meetings with clients and stakeholders to understand technical requirements and propose appropriate solutions;
• Prepare detailed technical proposals, including cost estimates, timelines, and technical specifications;
• Ensure proposed solutions follow best practices for security, performance, and scalability;
• Stay up to date with new technologies and market trends, applying this knowledge to develop innovative solutions;
• Provide technical support during the sales process, assisting with contract negotiations and clarifying technical questions.

Senior Solutions Architect developing customized technical solutions for clients

Senior Solutions Architect

Senior Solutions Architect developing customized solutions for clients in Cloud and Cybersecurity sectors. Collaborating with sales and engineering teams to create viable proposals.

• Partner with Sales throughout the customer journey, from initial discovery through vehicle delivery.
• Lead technical discussions, product demonstrations, and customer presentations.
• Understand customer operations and recommend vehicle configurations that meet their business needs.
• Serve as the technical expert on Harbinger’s vehicle platform, charging solutions, and commercial applications.
• Develop technical proposals, respond to customer requirements, and support RFPs.
• Collaborate cross-functionally to resolve technical challenges and communicate customer feedback that shapes future products.
• Support pilot programs, customer launches, dealer training, and industry events.

Sales Engineer supporting EV solutions for commercial fleets

Sales Engineer managing technical solutions for Harbinger's EV platform and commercial applications. Collaborating with sales, engineering, and customers to drive vehicle adoption.

• Present and demonstrate the Zscaler platform to prospects, customers, and partners to articulate value and drive technical alignment
• Oversee the technical sales process end to end to accelerate deals and ensure technical success
• Run Proof of Value engagements from start to finish to validate outcomes and secure technical buy-in
• Collaborate across internal Zscaler teams to ensure seamless execution and customer success
• Act as a trusted advisor, translating customer desired outcomes into technical recommendations and guiding their Zero Trust transformation

Sr. Sales Engineer helping public sector with Zero Trust transformation

Senior Sales Engineer, SLED

Sr. Sales Engineer demonstrating Zscaler's platform and guiding public sector clients in Zero Trust transformation. Overseeing technical sales and collaborating across internal teams for success.

Principal Sales Engineer architecting solutions for state and local government.

Principal Sales Engineer, SLED

Principal Sales Engineer architecting solutions for state and local government in a remote capacity. Involved in presenting Zscaler's platform and driving technical success in SLED.

• Solution Design: Understand client requirements through discovery sessions and design bespoke solutions aligned with business needs and technical constraints.
• Product Demonstrations: Conduct compelling product demonstrations, showcasing features and benefits tailored to the client’s industry and challenges.
• Proposal Development: Collaborate with sales, delivery, product teams to create detailed proposals, including scope of work, solution architecture, and implementation timelines.
• Technical Validation: Provide expert-level guidance to clients on product capabilities, integration strategies, and deployment best practices.
• Stakeholder Management: Build strong relationships with technical and business stakeholders, addressing queries and managing expectations throughout the sales cycle.
• Support Sales Cycle: Assist sales teams during RFP/RFI processes, including crafting responses and delivering presentations.
• Industry Expertise: Maintain a deep understanding of industry trends, competitor solutions, and regulatory impacts to effectively position offerings.
• Collaboration: Work with internal teams to ensure seamless transition from pre-sales to post-sales, contributing to project scoping and risk assessment.
• Thought Leadership: Represent the company in industry forums, webinars, and client workshops as a subject matter expert.
• Delivery Mobilization and Support: Support transition of key client expectations, success criteria and outcomes for delivery initialization. Continue to provide support to the delivery team as needed throughout the engagement.
• Strategic Delivery: Serve as a strategic delivery resource for 50% of your time, actively contributing to strategic pursuits and key accounts to ensure successful solution implementation and delivery.

Pre-Sales Architect supporting clients with tailored data solutions and driving revenue growth

Pre-Sales Architect – FDE

Pre-Sales Architect driving revenue growth at Egen through tailored solutions for clients. Collaborating with sales and product teams to ensure client needs are met effectively.

• Lead discovery sessions with engineering teams to understand design, analysis, simulation, integration, and sustainment workflows.
• Analyze how data flows across CAD, CAE, PLM, MBSE, simulation, and custom engineering tools.
• Identify friction points such as broken handoffs, siloed data, limited reuse, and cross-program collaboration challenges.
• Understand mission context, program structure, and organizational boundaries that shape how engineering work gets done.
• Translate engineering pain points into Istari-enabled workflow architectures and value narratives.
• Architect Istari solutions that orchestrate engineering tools, data models, and workflows across programs and organizations.
• Design patterns for engineering data versioning, traceability, access control, and reuse.
• Define how Istari integrates into existing toolchains rather than replacing them.
• Ensure solution designs support engineering velocity, collaboration, and program outcomes—not just technical correctness.
• Incorporate secure deployment considerations (cloud, on-prem, hybrid) as constraints within engineering-first designs.
• Own end-to-end demo preparation and delivery for prospects.
• Tailor demos to mission-specific scenarios, data flows, engineering tools, and classification requirements.
• Build repeatable demo environments and customize them for unique use cases across DoD, IC, and federal civilian agencies.
• Collaborate with AEs to craft compelling technical narratives that articulate the “why,” not just the “how,” of Istari.
• Capture demo feedback to refine content, improve demo flows, and influence roadmap priorities.
• Lead whiteboarding sessions focused on engineering workflows, data movement, and collaboration patterns.
• Develop lightweight proofs of value that validate engineering integrations and workflow improvements.
• Partner with Account Executives to quantify engineering impact (cycle time, reuse, coordination, risk reduction).
• Articulate a clear technical path from initial workflow validation to production-scale adoption.
• Design engineering workflows that respect classification boundaries without breaking collaboration or continuity.
• Advise on deployment patterns that enable cross-domain engineering while aligning with federal security requirements.
• Partner with cybersecurity and infrastructure stakeholders to balance risk management with engineering productivity.
• Collaborate with Product and Engineering to translate real-world engineering needs into roadmap inputs.
• Partner with Cybersecurity and Customer Success to ensure solutions scale beyond initial use cases.
• Support federal capture efforts by shaping teaming strategies, solution architectures, and technical win themes.
• Contribute reusable workflow patterns, demo assets, and technical documentation to scale the federal GTM motion.

Pre-Sales Solutions Architect enabling AI-native engineering at Istari Digital

Pre-Sales Solution Architect

Pre-Sales Solutions Architect at Istari Digital enabling AI-native engineering workflows across federal and commercial sectors. Lead technical collaboration and architect solutions for complex engineering environments.

• Be a technical guide on all aspects of Actian – with a primary focus on AI and Data Analytics becoming the Subject Matter Expert (SME) Sales Engineer for AI Databases within Actian.
• Collaborate with the Sales team to find and close new business opportunities
• Provide strategic pre-sales support for sales activities including needs analysis, technology review, requirements definition, and scoping
• Create and deliver world-class product presentations and demonstrations to meet prospect, customer, or internal needs
• Work with customers on proof-of-concept projects in a competitive environment
• Maintain deep understanding of competitive and complementary technologies and vendors and how to position Actian in relation to them
• Provide guidance on how to resolve customer-specific technical challenges
• Collaborate with Product Management, Engineering, and Marketing to continuously improve Actian’s products and marketing.
• Become an expert in our products’ features, benefits, presentations, and application to customer needs
• Provide proactive support to customers and prospects with the goal of facilitating sales
• Establish and maintain positive customer relationships, and follow-up on opportunities
• Be the customer advocate and liaison for product management and development
• Other related duties as assigned

Sales Engineer becoming SME for AI Databases at Actian

Senior Sales Engineer, Vector Database

Sales Engineer role focusing on AI Databases at Actian, serving enterprise clients with advanced data solutions. Collaboration with sales teams and technical mentorship responsibilities included.

• Own and lead the technical sales discussions for high-value customer engagements.
• Serve as a trusted advisor to senior IT and security executives, deeply understanding their threat landscape and technology environment.
• Design and deliver compelling technical demonstrations and POCs that highlight differentiated capabilities of the 7AI platform.
• Collaborate with Product and Engineering teams to translate customer feedback into product features and roadmap priorities.
• Tailor solutions during Proof of Value to ensure long-term customer success
• Mentor and guide junior Sales Engineers, contributing to team development and knowledge sharing.
• Represent 7AI at industry conferences, panels, and partner events as a technical subject matter expert.
• Drive continuous improvement of pre-sales processes, tools, and documentation to support scale.

Senior Sales Engineer handling technical sales discussions in cybersecurity

Senior Sales Engineer handling technical sales discussions for cybersecurity AI platform. Leading customer engagements and collaborating with product and engineering teams on solutions.

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