• Act as the technical leader for field installation teams, ensuring smooth project execution and successful transition to deployment and closure phases. • Provide on-site and remote technical guidance during the installation, configuration, and testing of IoT and telematics solutions. • Collaborate closely with the Project and Field Operations teams to design, validate, and finalize technical solutions based on customer requirements. • Participate in project closure activities, ensuring all technical deliverables, documentation, and customer approvals are completed. • Support the preparation of project documentation, including technical architectures, installation guidelines, and test reports. • Assist the Presales team by providing technical insights during customer meetings, product demos, and solution presentations. • Ensure consistent communication and technical alignment throughout the project lifecycle. • Coordinate with internal teams (Product Management, R&D, Logistics, Customer Success) to gather and share technical data and ensure timely delivery of project components. • Maintain up-to-date records in CRM systems and contribute to the continuous improvement of presales-to-field handover processes.

Job title: Solutions Advisor (Servies Pre-Sales) Location: Virtual within the US Overview As a Services Advisor Pre-Sales within our CX Services Sales team, you will play a pivotal role in driving revenue growth by selling consulting, education and other strategic offerings to our clients. You will act as a trusted advisor to customers, understanding their business objectives and aligning them with our professional services offerings to maximize the value of our SaaS solutions. As a Services Advisor Pre-Sales you will be assigned Net New SaaS Attached opportunities as well as support Client Partner/Global Services Directions with SME for their sales cycles. You will partner with SaaS Sales building the plan to win and jointly go to market to win new business. What you'll do Sales and Business Development: - Collaborate with Client Executives and other sales team members to co-sell services alongside software sales. - Be a driving force in the SaaS sales cycle, becoming the prospects trusted advisor. - Be the expert in the vertical/solution you cover on the solutions and how we implement them effectively, building a deliver program specifically for the prospect. - Identify, qualify, and close opportunities for consulting, education, and other services related to our SaaS solutions. - Develop strategies to increase our win rate and make Blue Yonder Services the first choice. Client Engagement: - Build and maintain strong relationships with key stakeholders, including customer executives, project managers, and technical leads. - Present tailored service proposals, Statements of Work (SOWs), and pricing models aligned to client goals and budget. - Build collaborative relationships that increase the customer’s value of Blue Yonder Services and expand future business opportunities. - Collaborate with appropriate Blue Yonder teams on the client's behalf to deliver success and establish credibility. - Demonstrate deep industry knowledge and experience within the appropriate vertical/solution area, providing advice to customers regarding best practices. Collaboration and Internal Alignment: - Partner with delivery teams to ensure services are scoped accurately, setting the stage for successful project execution. - Provide feedback from customers to inform service offering development and enhancements. Leadership and Mentorship - Serve as a mentor to more junior Client Partners, sharing best practices and supporting their professional growth. - Lead by example, demonstrating a commitment to excellence, client satisfaction, and team collaboration. What we are looking for - Experience: 7+ years in professional services sales, consulting, or account management within a SaaS or technology company, with a proven track record of meeting or exceeding sales targets. - Domain Knowledge: Deep understanding of SaaS business models, enterprise software implementations, and the value of professional services in driving customer success. - Sales Expertise: Expertise in solution selling, contract negotiation, and building long-term client relationships. - Business Acumen: Ability to understand client business objectives, industry challenges, and translate them into impactful service solutions. - Collaboration: Strong ability to work cross-functionally with technical, product, and sales teams. - Communication: Exceptional verbal and written communication skills, with the ability to influence and present to senior executives. Preferred Qualifications - Blue Yonder Solution knowledge - Understanding of project delivery methodologies - Experience selling to enterprise-level customers - Proficiency with CRM tools (e.g., Salesforce) and sales enablement platforms Synonymous Business Title: Servcies Advisor Int *LI-AD1 #LI-remote ------------------------------------------- The annual salary for this position is $117,312.00 - $151,665.44 The salary range information provided, reflects the anticipated base salary range for this position based on current national data. Minimums and maximums may vary based on location. Individual salary will be commensurate with skills, experience, certifications or licenses and other relevant factors. In addition, this role will be eligible to participate in either the annual performance bonus or commission program, determined by the nature of the position. At Blue Yonder, we care about the wellbeing of our employees and those most important to them. This is reflected in our robust benefits package and options that includes: - Comprehensive Medical, Dental and Vision - 401K with Matching - Flexible Time Off - Corporate Fitness Program - A variety of voluntary benefits such as; Legal Plans, Accident and Hospital Indemnity, Pet Insurance and much more At Blue Yonder, we are committed to a workplace that genuinely fosters inclusion and belonging in which everyone can share their unique voices and talents in a safe space. We continue to be guided by our core values and are proud of our diverse culture as an equal opportunity employer. We understand that your career search may look different than others, and embrace the professional, personal, educational, and volunteer opportunities through which people gain experience. Our Values If you want to know the heart of a company, take a look at their values. Ours unite us. They are what drive our success – and the success of our customers. Does your heart beat like ours? Find out here: Core Values All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

We’re in an unbelievably exciting area of tech and are fundamentally reshaping the data storage industry. Here, you lead with innovative thinking, grow along with us, and join the smartest team in the industry. This type of work—work that changes the world—is what the tech industry was founded on. So, if you're ready to seize the endless opportunities and leave your mark, come join us. Are you passionate about driving innovation in the data storage industry? Are you skilled in crafting technical solutions that exceed customer expectations? If so, we have an exciting opportunity for you! Pure Storage, a leader in the data storage and flash technology space, is seeking a talented and motivated Senior Pre-Sales Systems Engineer to join our dynamic team. As a Senior Pre-Sales Systems Engineer for our federal DoD team, you will play a crucial role in understanding our customers' unique challenges and tailoring Pure Storage solutions to meet their specific needs. Collaborating closely with the sales team, you will act as a technical expert during the sales process, helping to showcase the value of our products and services. WHAT YOU’LL DO: - Develop an exhaustive understanding of what drives a customer’s business and what motivates their decision making - Connect the dots from technology solutions, inclusive of the Pure Storage portfolio and others from the ecosystem, to measurable customer business outcomes - Partner closely with account managers, specialists and channel partners to create a seamless and holistic customer experience and strategy to drive revenue growth and net new business - Delight customers and teammates with your technical leadership and domain expertise on storage products, distributed storage architectures, file systems, and competitive storage offerings in the DAS, NAS and SAN product spaces - Take control of evaluations, benchmarks and system configurations - Build and deliver technical product and architecture presentations with vigor to customers and lock in the technical win with clients and prospective accounts - Capture requirements and translate Customer’s business needs into innovative solutions to accelerate their growth and capacity - Seek out and spur new opportunities for interoperability, functional, and performance testing/validation - Promote mutual roadmap and planning exchanges - Liaise with product and technical marketing to produce materials (i.e. whitepaper, web presentations) that support overall alliance plans and objectives - Stay current with the competition and ensure that materials accurately reflect the latest, differentiated solution positioning - Move with market trends and competitive landscape to promote thought leadership within our organization - Lead by example living the Pure Values: Persistence, Creativity, Teamwork, Ownership and Customer-first WHAT YOU BRING: - Pre-sales experience is required - 5 or more years of relevant experience, mixed among technology, design, and communications required. Experience supporting the sales of enterprise storage, networking, systems, cloud, or software to enterprise accounts preferred - Deep understanding of the architecture, design and implementation of multi-tiered client/server and web-based computing solutions - Preference may be given to candidates with experience selling into the DoD - Must have a familiarity with modern web architecture a plus (LAMP stack, scale-out vs scale-up architectures, AWS well-architected framework, microservices architecture) - Prior experience in targeting new prospects and converting them into clients - Contribute significant portions and/or lead responses to RFPs, RFQs and RFIs - Superior knowledge of current and emerging storage architectures (FC, iSCSI, NAS, OSD, SAN) - Previous experience with Linux, NFS file systems and Linux distributed network environment - Installation/configuration of distributed computing, multiprocessing, virtual memory subsystem, storage subsystems architecture, shared memory architectures, cache architectures, windowing systems - Strong knowledge of digital transformation to a Cloud Native architecture, On-Prem, Public Cloud, Provisioning Automation, and Containers - Knowledge of VMware, Local Area Networking, Ethernet, TCP/IP and general networking - Familiarity with AWS, Azure, GCP, containers, k8s and microservices architectures a plus - Curiosity and passion around technology and explaining and showing new technology platforms and concepts to customers - Familiarity with storage-intensive applications and their requirements such as structured databases (SQL, Oracle) is highly desirable - Excellent verbal and written interpersonal skills The annual base salary range is: $133,000-200,000. Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations. This role may be eligible for incentive pay and/or equity. And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events - check out purebenefits.com for more information. There is no application deadline and we accept applications on an ongoing basis until the job is filled. #LI-REMOTE, WHAT YOU CAN EXPECT FROM US: - Innovation: We celebrate those who think critically, like a challenge, and aspire to be trailblazers. - Growth: We give you the space and support to grow along with us and to contribute to something meaningful. We have been named Fortune's Best Workplaces in Technology™, Fortune's Best Workplaces in the Bay Area™, and certified as a Great Place to Work®! - Team: We build each other up and set aside ego for the greater good. And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events. Check out purebenefits.com for more information. ACCOMMODATIONS AND ACCESSIBILITY: Candidates with disabilities may request accommodations for all aspects of our hiring process. For more on this, contact us at TA-Ops@purestorage.com if you’re invited to an interview. OUR COMMITMENT TO A STRONG AND INCLUSIVE TEAM: We’re forging a future where everyone finds their rightful place and where every voice matters. Where uniqueness isn’t just accepted but embraced. That’s why we are committed to fostering the growth and development of every person, cultivating a sense of community through our Employee Resource Groups and advocating for inclusive leadership. Everpure is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire. Join us and bring your best. Bring your bold. Pure and simple.

Role Description Our EMEA Customer Experience team is seeking a Senior Solution Architect to support pre‑sales and customer solution activities across critical infrastructure environments. In this role, you will partner closely with Sales and technical peers to understand customer needs, design effective solutions, and demonstrate the value of the Dragos Platform through demos, proof‑of‑concepts and ongoing consultation. This position is ideal for a technically strong professional who enjoys customer engagement, translating complex technical capabilities into practical outcomes and helping organizations make informed security decisions. You will play a meaningful role in improving customer security posture while continuing to grow your consultative and customer‑facing skills within the ICS/OT cybersecurity space. Responsibilities - Lead pre-sales engagements by gathering customer requirements, understanding technical environments, and documenting key needs. - Partner closely with Sales and Channel teams to align customer challenges with appropriate Dragos solutions and identify future opportunities. - Deliver tailored product demonstrations of the Dragos Platform that clearly show value against customer use cases. - Execute and support proof‑of‑concept deployments, including setup, configuration, management, and initial troubleshooting. - Respond to customer and sales inquiries, including RFIs, proposals, and statements of work, with accurate technical input. - Participate in trade shows, conferences, and industry events, while capturing customer feedback and sharing insights with internal teams. - Escalate complex design or architectural decisions to senior team members. Qualifications - 5+ years of experience in cybersecurity, networking, IT, or a related technical field, with 3+ years in a pre‑sales or consultative role supporting customer engagements. - Foundational knowledge of ICS/OT environments, including SCADA, DCS, industrial protocols, and OT‑focused networking concepts such as TCP/IP, the OSI model, and the Purdue model. - Hands‑on technical aptitude, with comfort using tools such as Linux CLI, Wireshark/Tshark, Docker, TCPdump, and log or data platforms (e.g., ELK). - Ability to independently lead standard customer engagements, including owning proof‑of‑concepts end‑to‑end and providing consultative recommendations with growing confidence. - Strong communication, presentation, and relationship‑building skills, with the ability to collaborate effectively across Sales and technical teams to support pipeline development. - Self‑directed and team‑oriented, contributing to knowledge sharing and best practices while appropriately escalating complex or strategic architectural decisions. Requirements - OTE: 606,000 د.إ - Competitive Equity Package - Comprehensive Benefits Plan Company Description Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization; running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency, and trust. Are you ready to make a difference? Come join a mission that can save the world!