• Serve as the recognized subject matter expert in control valves, actuation, and associated markets, providing technical leadership and support. • Actively participate in sales calls with key accounts and Bray sales representatives to drive actuation and control valve sales. • Work closely with General Managers and the A&C Business Development team to execute strategic sales activities and the overall A&C vision in their respective regions. • Develop deep relationships with customers to understand their business needs and create tailored product solutions specific to their industries. • Collaborate with Industry Managers to implement regional strategies for key markets such as Oil & Gas, Water & Wastewater, Chemicals, Sugar & Ethanol, Pulp & Paper, and Power. • Organize and lead technical training seminars for local Bray sales teams and key channel partners on a regular basis, ensuring knowledge transfer and product understanding. • Act as the local technical expert to troubleshoot and resolve technical field-level problems. • Provide the General Managers and A&C Business Development team with feedback on industry trends, product pricing, and any product gaps within the region. • Review and validate A&C sales quotations to ensure proper product selection and maximize the probability of success. • Engage with regional Application Engineering and Inside Sales teams to ensure accurate and timely quotations of A&C packages, fostering collaboration and efficiency.

Why UKG: At UKG, the work you do matters. The code you ship, the decisions you make, and the care you show a customer all add up to real impact. Today, tens of millions of workers start and end their days with our workforce operating platform. Helping people get paid, grow in their careers, and shape the future of their industries. That’s what we do. We never stop learning. We never stop challenging the norm. We push for better, and we celebrate the wins along the way. Here, you’ll get flexibility that’s real, benefits you can count on, and a team that succeeds together. Because at UKG, your work matters—and so do you. About the Team: The Presales Pro Center of Excellence (CoE) is a high‑impact solutions consulting organization supporting UKG’s Pro HCM, Payroll, and Workforce Management portfolios. We ensure world‑class customer engagement, consistent demo excellence, and deep domain expertise across verticals and segments. As part of the CoE, Presales Managers lead high‑performing teams of Presales Solution Consultants who partner closely with Sales, Product, Marketing, and Services teams to shape opportunity strategy, craft compelling solution narratives, and elevate the UKG value proposition for complex and strategic customer engagements. About the Role: As a Presales Manager, you will develop, coach, and scale a team of top‑tier consultants who support the full sales lifecycle—from discovery and solution design to demos, workshops, and executive presentations. You will lead the team’s execution across opportunity strategy, resource alignment, demo quality, and operational rigor. This requires deep HCM/Pay domain expertise, strong leadership capability, and the ability to foster an inclusive, high‑performance culture. In this role, you will: - Drive presales excellence and standardization across processes, storytelling, and value articulation. - Align the right talent to the right opportunities based on skills, readiness, customer needs, and availability. - Partner with Sales Leaders to shape opportunity strategy and competitive positioning. - Ensure operational rigor, team readiness, and continuous improvement across tools, demos, and presales engagement models. Key Responsibilities: People Leadership & Development - Lead, coach, and develop a team of Presales Solution Consultants through regular 1:1s, field observation, performance reviews, and individualized development plans. - Assess consultant competencies and implement targeted development plans that drive measurable skill growth. - Recruit, onboard, and retain high‑performing presales talent within HCM, Payroll, and related domains. - Foster a positive, inclusive, high‑trust team culture grounded in accountability, collaboration, and growth. Opportunity & Capacity Alignment - Assign consultants to sales opportunities based on skillset, vertical experience, and utilization targets to maximize sales effectiveness. - Ensure consultants are fully prepared for high‑impact demos, workshops, and executive‑level engagements through coaching, content reviews, and strategic guidance. - Ensure high quality, consistency, and customer alignment across presales deliverables. Operational Excellence - Track key presales metrics (utilization, certifications, coverage, customer feedback, win/loss insights) to ensure performance and continuous improvement. - Ensure the team follows CoE‑standard presales processes, demo frameworks, and engagement models. Maintain an active pulse on team capacity, strengths, and gaps to optimize resource deployment. Cross-Functional Leadership - Collaborate with Sales Leadership to inform deal strategy, share insights, and identify where presales can add value. - Partner with Product, Services, and Marketing teams to drive readiness, relay customer‑driven insights, and influence go‑to‑market priorities. - Champion best practices in storytelling, value articulation, demo innovation, and solution strategy. About You Basic Qualifications: - 5+ years of presales experience supporting enterprise software solutions within a consultative, solution‑based sales cycle. - Demonstrated ability to lead and develop high‑performing customer‑facing teams in a fast‑paced, results‑driven environment. - Strong presentation and communication skills, with the ability to tailor messaging for executives, technical teams, and end users. - Extensive experience in Human Capital Management (HCM) and/or Payroll systems. - Strong business acumen with the ability to connect presales execution to broader sales and revenue goals. Preferred Qualifications: - 3+ years of people leadership experience, including hiring, coaching, performance management, and employee development. - Experience supporting large, complex, or strategic enterprise sales opportunities. - Proven ability to lead teams through change, evolving product readiness, or organizational transitions. - Flexible, dependable, and able to operate with a high level of ownership and autonomy. - Bachelor’s degree in Business, Human Resources, or a related field. Company Overview: UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry — because great organizations know their workforce is their competitive edge. Learn more at ukg.com. Equal Opportunity Employer UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories. View The EEO Know Your Rights poster UKG participates in E-Verify. View the E-Verify posters here. It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Disability Accommodation in the Application and Interview Process For individuals with disabilities that need additional assistance at any point in the application and interview process, please email UKGCareers@ukg.com. The base salary for this position is $129,500.00 to $186,100.00 annually, with the opportunity to significantly increase total earnings through a performance-based incentive compensation plan. The plan may provide for the payment of commissions and restricted stock unit awards as part of total compensation. The base pay offered may vary depending on skills, experience, job-related knowledge, and work location. Learn more about UKG’s benefits and rewards at https://www.ukg.com/about-us/careers/benefits

Who We Are Healthcare needs a better rhythm: one that keeps care continuous and deeply human. Heidi is building an AI Care Partner that works alongside clinicians to make that possible. We’re a team of doctors, engineers, designers, researchers, and creatives building tools that help clinicians stay focused on what matters most: their patients. In just 18 months, Heidi has given back more than 18 million hours to healthcare professionals — supporting 73 million patient visits in 116 countries. Today, more than two million patient visits each week are powered by Heidi worldwide. Backed by nearly $100 million in funding, we’re growing in the US, UK, Canada, and Europe, partnering with leading health systems including the NHS, Beth Israel Lahey Health, and Monash Health. The Role At Heidi, the Solutions Engineer plays a critical role in unlocking and accelerating new deals and expanding Heidi's footprint with existing customers by serving as the primary technical point of contact throughout the sales cycle and expansion opportunities. You’ll work closely with Account Executives, Product, and Engineering to navigate high-stakes enterprise requirements, including EMR integrations, custom clinical and data workflows, call system integrations, and security architecture. You’ll bring technical credibility, customer empathy, and a strong sense of ownership to every opportunity. What you’ll do - Technical Discovery & Qualification: Lead deep technical and clinical workflow discovery with prospects across Enterprise and Mid-Market segments to uncover integration requirements, EHR dependencies, security needs, and compliance considerations. - Solution Design: Collaborate with Product and Engineering to design tailored solutions that align Heidi's AI platform capabilities to real-world healthcare workflows and customer requirements, while staying grounded in roadmap feasibility. - Product Demos & Technical Presentations: Deliver compelling demos and architecture walkthroughs to technical stakeholders including IT, InfoSec, and engineering teams. - RFP & Security Review Support: Own technical responses for RFPs, security assessments, and due diligence requests with precision and attention to detail. - Deal Acceleration & Objection Handling: Proactively surface and resolve technical concerns that slow down the sales process — acting as a trusted technical advisor to the customer on security, compliance, AI governance, and EHR integration questions. - Post-Sales Handoff & Feedback Loop: Partner with implementation teams to ensure a smooth transition post-signature by developing structured PRDs and handoff documents and provide feedback to product and engineering from the field. What we’re looking for - 3–6 years of experience in customer facing technical role: Solutions Engineering, Sales Engineering, Consulting preferably in SaaS, healthcare, or enterprise software - Experience leading and owning technical and workflow discovery sessions - Comfortable with ~ 25 - 50% travel for onsite customer engagements - Working knowledge of EHR/EMR systems and healthcare integration standards: HL7, FHIR, REST APIs - Ability to synthesize complexity and communicate clearly to both technical and non-technical audiences. - Experience supporting sales cycles with healthcare providers, health systems, or EMR vendors - Comfortable operating autonomously in a fast-paced, early-stage environment where process is still being built - A trusted partner to Sales and a credible voice in the room with technical leaders on the customer side - Bonus: Background in healthtech, startups, or regulated environments; hands-on familiarity with clinical workflow design or field deployment in healthcare settings The way we work 1. Build to Last We design for safety and reliability so clinicians, patients, and our teams can trust what we build every day. 2. Own Your Practice Ideas rise on merit, not title, and everyone shares responsibility for the standards we set together. 3. Move Fast, Stay Steady We move quickly but never at the cost of trust. Progress only matters if people can depend on what we make. 4. Make Others Better Honest feedback, steady support, and shared growth keep our teams improving together. Why you will flourish with us 🚀? - In office to collaborate with like-minded professionals - Healthcare, Dental, Vision benefit options - 401k with 3% match - Personal development budget of $500 per annum - Become an owner, with shares (equity) in the company, if Heidi wins, we all win - The rare chance to create a global impact as you immerse yourself in one of the leading healthtech startups - The opportunity to fast track your startup career! Heidi is dedicated to creating an equitable, inclusive, and supportive work environment that brings people together from diverse backgrounds, experiences, and perspectives. Our strength is in our differences. We're proud to be an equal opportunity employer and welcome all applicants as we're committed to promoting a culture of opportunity for all.

• The Sales Engineer, as a Product Strategist, acts as a force multiplier for sales • Work as a strategic partner with assigned Enterprise sales teams throughout the client lifecycle to accelerate sales revenue growth • Focus on key prospective and spending accounts to help shape account and deal strategy • Improve product adoption across portfolios • Accelerate the success of key initiatives • Provides the product expertise, strategic insight, and analytical rigor needed to help clients scale effectively and deliver exceptional outcomes • Craft and deliver a clear, compelling narrative that supports the business strategy • Pivot effectively when conversations go off course, redirecting toward outcomes that support long-term business goals