• Partner with sales teams to provide pre-sales activities. Present, demonstrate, and discuss the technical benefits of Onfido's offerings. Actively participate in consultative sales meetings to illustrate the value of the solution. Provide guidance on how Onfido's offering fit in the customer's KYC process. Conduct customer implementation discussions with recommendations to optimize performance.• Support a primary team of three Account Executives and an extended team of four additional AEs. A key member of the sales team working on three of the largest customers. • Initiate and manage trial evaluations with customers. Secure definitions of customer success criteria to ensure a technical and business fit. Support customers with the design and integration of Onfido API and SDKs. Assist Customer Assurance team with customer integration and implementation. Troubleshoot issues and provide technical support as necessary. Participate in customer planning meetings.• Follow the MEDDPICC sales methodology. Develop business and technical case to meet customer requirements. Address questions and remove objections during sales campaign. Research internal performance statistics and external factors to provide picture of entire solution. Respond to RFPs, RFIs, Due Diligence, and Vendor Assessment Forms. Ensure answers are documented internally to optimize accuracy and speed of future forms.• Provide customer feedback and feature requests to Product Management and Engineering. Experiment and review beta features and documentation prior to production release. Strategize with AE to determine when to bring Product Managers or Engineering Managers into the sales process.• Work with partner team to position Onfido with IAM and CIAM vendors.

• Worked side-by-side with field sales teams in support of pre-sales activities. Provided high-level and in-depth technical expertise in person and via WebEx. Conversed regularly with customer's technical staff and senior management. Discussed desired positive business outcomes and problems to be solved.• Piloted and managed proof of concept evaluations within customer environments: hosted or on-prem. Provided technical solution validations to customers and sales team. Answered informal requests and RFP questionnaires while aiding in customer's knowledge• Conducted research, answered questions, and removed objections that arose in sales campaigns. Understood RSA products and competitive technology and business applications.• Collaborated closely with product management, engineering, professional services, and customer support to maintain highest level of customer and product knowledge, e.g. feature requests, bugs, implementation services, and technical support case resolutions.• Aided in the analysis, design, and development of fully integrated technology solutions.• Supported multiple products as a specialist and as a generalist depending upon organizational needs. Specialist products included Data Loss Prevention, Adaptive Authentication, and Web Threat Detection.• Presented and discussed RSA products and security concerns within Executive Briefing Center and at multiple conferences. Audience sizes ranged from a couple people to over dozens.• Assisted and mentored new sales engineering team members, through formal and informal training sessions. Mentoring programs with new personnel lasted 6-12 months.

• Teamed with field and inside sales teams through direct customer engagements to provide high-level and in-depth technical presentations for partners and prospects via WebEx and in person, assisting in the development of formal sales plans and proposals for assigned opportunities and conducting technical training sessions.• Demonstrated products, provided RFP and RFI responses, crafted solution designs, and conducted product evaluations, including actively managing and maintaining software evaluations by customers, addressing queries, and providing best practice guidance on installations and deployments. • Partnered with regional sales managers to attain and close many of the company's largest sales deals, including tier one Fortune 500 accounts. • Assisted and mentored new sales and SE team members, through formal and informal training sessions. • Supported Marketing by contributing to weekly blogs, editing white papers, reviewing data sheets, and managing reviews by analysts. Recognized and fulfilled the need for new Sales and Marketing collateral.• Presented to audiences of 25-100 attendees at multiple conferences. Engaged prospects at booth discussions, discussing product capabilities and benefits.• Developed training curriculum and conducted onsite and WebEx training to new customers.• Acted as customer advocate by following up with Engineering and Marketing on evaluation feedback and new feature requests. Debugged, tested and filed bug reports to improve product reliability and usability.

• Partnered with channel sales and marketing to successfully build company's partner program by recruiting new partners, strengthening existing partner relationships, and promoting company's suite of products to over 50 US and International VARs and MSPs. • Conceived and developed a Partner Training Program with multiple levels of certification for all Proofpoint partners. Designed and formulated necessary material for training program. Coordinated and delivered on-site and off-site multi-day classes on the full breadth of Proofpoint products. • Acted as principal technical liaison to US and Latin America partners. Focused on building solid relationships with regular visits to provide briefings on products and gather feedback from partners. • Collaborated with Inside and Field Sales to demonstrate, evaluate, and implement enterprise server solutions to both Fortune 500 and SMB customers. • Teamed with Sales and Channel Marketing at conventions to recruit partners and build customer interests in company's products and channel programs. • Funneled feedback from partners and customers to Product Management for product development. • Provided product and service configurations and technical information via conference calls, RFPs, and in person meetings. Maximized selling opportunities by probing, up-selling, and cross-selling products. • Authored and distributed weekly technical newsletter reinforcing product development, tuning information and support issues to US and International partners. Content published on partner Web portal. • Actively participated in providing continuing education and training to the SE team.

• Oversaw and drove product conception, requirements, phasing, and development of shrink-wrap enterprise products. Identified minimum feature set, performance requirements, user scenarios, and acceptance criteria. Ensured technology and UI consistency across product lines. • Collaborated with Product Marketing on solution positioning, value proposition, and market segmentation. Supported Marketing to build relationships with press and analysts. • Met annual revenue goal of $100M by orchestrating the successful releases of Netscape Directory Server and other related products including Delegated Administration and Meta-Directory.

• Managed deployment of enterprise applications. Supplied direction and leadership in areas of technical skills and product knowledge, business and practice development, and client and project management. Promoted relationship between project team and customers. • Led teams to analyze and resolve technical issues and to benchmark and tune the performance of web and messaging servers for customers.• Designed and implemented complete messaging and directory systems with High Availability, provisioning controls, and monitoring tools for ISP, Telecommunication, and Fortune 500 companies.

Implemented hosted messaging environment for enterprises. Designed, developed, tested, and supported environments and security access for X.400, X.500, SMTP, cc:Mail, MS-Mail, MS-Exchange and Lotus Notes applications in local and remote production sites

* Provided support via e-mail, phone and fax for X.400 and SMTP based e-mail systems, including gateways between X.400 and Microsoft Mail, cc:Mail, Notes and SMTP. Platforms included Windows NT, SCO, AIX, HP-UX and Solaris.* Performed in-house and on-site installations and trainings for customers located in the US, Europe, Asia and Australia. Created and revised training materials for Isocor software.* Wrote reports for software Quality Assurance. Installed and tested software on fault tolerant systems.