• Lead technical strategy across the full sales lifecycle, aligning ExtraHop’s capabilities with complex customer environments—from executive-level presentations and deep-dive demonstrations to proposal development, proof-of-concept execution, and business value realization. • Drive customer discovery efforts to uncover requirements for ExtraHop solutions • Proactively mitigate technology-related buying objections from the sales opportunities • Demonstrate ExtraHop’s platform with authority and market awareness to differentiate from the competition and identify where they fit in the context of the wider market • Independently conduct Proof-of-Concepts (POC), from installing the appliance to helping prospective customers interpret data in the context of their environment to preparing/presenting a summary of the value demonstrated • Surface and define compelling events, strategic business drivers and offer the optimal ExtraHop solution that addresses that requirement • Articulate the security value proposition and key differentiating capabilities with executive fluency to prospective new customers and solutions partners • Lead technical qualification and deal strategy within qualifying opportunities, mapping technical capabilities to business drivers/corporate initiatives, and scoping a BOM. • Collaborate with Regional Sales Managers and Sales Engineers to prepare and present proposals and RFIs • Influence product direction and go-to-market strategy, acting as a key liaison between field intelligence and Product Management to shape next-gen cloud security offerings based on evolving customer needs. • Provide post-sales follow-up, technical training, and consulting • Help with post-implementation support for key customers • Champion a world-class customer experience ensuring total customer satisfaction with the customer's implementation experience • Build and nurture strategic relationships with key partner SEs in your region ensuring they are enabled to position ExtraHop and advocate on our behalf with their customers • Accurately capture sales updates and leverage SFDC to communicate to sales leadership ensuring clarity within opportunity development