Description We are seeking a Sales Engineer (Contract, up to 10 hours per week) with strong Salesforce expertise to support and drive active sales cycles in a healthcare technology environment. You will partner closely with Sales to lead technical conversations with prospective clients, shape solution direction, and ensure deals are both technically sound and commercially viable through close. This is a client-facing, revenue-driving role focused on owning discovery, solutioning, and technical deal execution. It is not a build or implementation position. Important Note for Applicants This role requires direct experience owning or significantly contributing to end-to-end sales cycles, from initial qualification through deal close. This role does not involve hands-on development or implementation. Candidates focusing primarily on coding, configuration, or delivery will not be a fit. What You’ll Own - Act as the technical partner to Sales throughout the entire deal cycle - Participate in early-stage qualification to assess problem fit and deal viability - Independently lead structured discovery sessions to define workflows, constraints, and edge cases - Own and drive client-facing conversations from discovery through solution alignment and deal close - Translate client requirements into clear, Salesforce-based solutions - Challenge and refine client requirements in real time based on system constraints and best practices - Drive solutioning by proposing approaches aligned to client needs, feasibility, and speed to close - Lead tailored demos and solution storytelling based on client context - Handle objections by pushing back on unrealistic asks and guiding scope, feasibility, and tradeoffs - Identify technical risks early and guide deal strategy accordingly - Align internally with Product and Engineering to ensure proposed solutions are buildable - Support deal progression by removing technical blockers and reinforcing client confidence - Create presales deliverables including solutions, assumptions, risks, and high-level approach - Help standardize and scale the presales and solutioning process Key Responsibilities - Lead technical discovery conversations with prospective clients - Understand workflows, data needs, and compliance considerations - Understand system boundaries, integrations, and data flows to validate feasibility - Evaluate tradeoffs between configuration and customization - Drive solution discussions that balance client needs, feasibility, and commercial outcomes - Document requirements clearly for internal teams - Ensure a smooth transition from sales to implementation Requirements Must Haves - 5+ years in Sales Engineering, Pre-Sales, or Solutions Engineering - Proven experience owning or significantly driving end-to-end sales cycles (qualification, discovery, solutioning, demo, and close) - Experience directly supporting Sales and contributing to closing deals - 3+ years of hands-on Salesforce experience - Proven experience leading technical conversations with clients - Ability to translate business needs into scalable solutions - Demonstrated the ability to push back on unrealistic client requirements and guide solution direction Strongly Preferred - Experience in healthcare or regulated industries - Familiarity with compliance, data privacy, or patient workflows - Salesforce certifications What We’re Looking For - Strong client presence and communication skills - Commercial mindset with a clear understanding of sales cycles and deal dynamics - Ability to simplify complexity for non-technical stakeholders - High ownership and ability to operate with limited structure - Strong judgment in ambiguous situations with the ability to make real-time tradeoff decisions What Success Looks Like - Strong technical validation and clear solution direction during sales cycles - Increased win rates and stronger deal confidence - Faster deal progression with fewer technical blockers - Reduced post-sale implementation friction - Clear alignment across teams before deals close Not a Fit If You - Primarily have a Salesforce developer or admin background without client-facing presales experience - Have not directly supported or driven sales cycles and client discovery - Prefer structured, well-defined requirements over ambiguous problem spaces - Are more comfortable building solutions than driving conversations and shaping deals

• Provide and manage pre-sales technical support for the technical sales process of Keeper products for Channel partners in EMEA. • Work closely with the Channel Account Management team to support and develop strategic partners technical capability and drive incremental partner revenue. • Conduct product demonstrations and technical presentations remotely, at customer locations, or on-site at a Keeper facility • Collaborate with product development and engineering teams to stay updated on product features, enhancements, and updates • Communicate with German and English speaking partners, both verbally and in writing • Address technical questions, concerns, and objections during the sales process to ensure customer confidence and satisfaction • Act as a technical advisor to partners, helping them understand how our solutions can solve their business challenges and achieve their goals • Stay informed about industry trends, competitive landscape, and emerging technologies relevant to the business • Analyse complex multivariate problems and use a systematic approach to gain quick resolution, often under pressure • Works on issues that affect design/selling success or address future concepts, products or technologies • Establish relationships and engage with the technical personnel to identify opportunities and sell Keeper Security products and services • Ensure accurate and timely activity, issue updates in Salesforce and report to management • Create and deliver technical product presentations and/or training sessions to channel partners and customers • Participates as part of a sales team to achieve or exceed revenue targets • Contribute to the execution of company objectives to achieve goals in creative and effective ways • Ability to travel to and from customer meetings (locally and nationally) & rent and/or operate a vehicle on behalf of the company

Role Description The Principal SE - Strategic Accounts will serve as a technical sales strategist, operator, and business partner to Okta’s AMER Strategic Account Directors — accelerating strategic deals, scaling key pursuits, and enabling repeatable success across Okta’s Key Accounts segment. You will collaborate closely with Strategic Account Directors, GTM leadership, and product stakeholders to: - Lead pursuit strategy for select large, multi-stakeholder deals. - Drive AI, partner strategy and strategic sales pursuits across large enterprise accounts. - Build and operationalize repeatable sales motions, partner strategies, and AI-enabled sales plays. - Scale and institutionalize best practices that improve win rates and deal velocity. What You’ll Be Doing - Strategic Planning & Execution: - Serve as a trusted advisor to Okta’s Strategic Account Directors and sales leadership, helping to support and execute go-to-market strategies for high-impact pursuits. - Assist in developing frameworks and methodologies to increase consistency and predictability across strategic deal cycles. - Partner with the Office of the FCTO to align AI and platform sales narratives with market trends. - Strategic Initiatives: - Support the planning and execution of AI-driven and enterprise-scale sales initiatives across key industries and territories. - Collaborate with cross-functional teams to drive pursuit discipline, storytelling excellence, and deal orchestration. - Guide account teams on value-based selling strategies, connecting identity outcomes to measurable business impact. - Ecosystem & Thought Leadership: - Engage with industry and partner ecosystems to promote Okta’s leadership in AI-enabled identity sales. - Represent Okta in field events, customer summits, and strategic planning forums. - Foster collaboration across GTM teams to enhance pipeline growth and field readiness. - Innovation and Strategy: - Engage in initiatives that enhance Okta’s competitive differentiation and accelerate long-term growth. - Surface field insights and customer trends to inform global GTM strategy and product roadmap alignment. Qualifications - 12+ years of experience in identity, cybersecurity, SaaS, or AI-related domains. - Proven track record of driving strategic sales programs and large, complex deal pursuits. - Strong understanding of AI/ML applications in enterprise go-to-market and security contexts. - Experience in developing C-level messaging and participating in executive-level engagements. - Strong communication and presentation skills, with experience contributing to technical events. Requirements - Prior experience in a Field CTO, Strategic Advisor, or Sales Strategy role in a high-growth SaaS organization. - Demonstrated success in executing AI-enabled or platform-based sales motions. - Strong understanding of Okta’s platform, ecosystem, and identity security landscape. - Experience working with Fortune 100 enterprises or large regulated industries. - Knowledge of frameworks such as MEDDPICC, Challenger, or other enterprise sales methodologies. - Ability to thrive in a matrixed environment, balancing strategic vision with operational execution. - Passion for innovation, collaboration, and customer success. Benefits - Annual On Target Compensation (OTE) range between $228,000 — $342,000 USD. - Equity (where applicable) and benefits, including health, dental and vision insurance. - 401(k) and flexible spending account. - Paid leave, including PTO and parental leave.

Acuity Inc. (NYSE: AYI) is a market-leading industrial technology company. We use technology to solve problems in spaces, light and more things to come. Through our two business segments, Acuity Brands Lighting (ABL) and Acuity Intelligent Spaces (AIS), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives. We achieve growth through the development of innovative new products and services, including lighting, lighting controls, building management solutions, and an audio, video and control platform. We focus on customer outcomes and drive growth and productivity to increase market share and deliver superior returns. We look to aggressively deploy capital to grow the business and to enter attractive new verticals. Acuity Inc. is based in Atlanta, Georgia, with operations across North America, Europe and Asia. The Company is powered by approximately 13,000 dedicated and talented associates. Visit us at www.acuityinc.com. Work location: - This position may be based anywhere in the United States and includes travel as part of the responsibilities. Job Summary We use technology to solve problems in spaces, light, and more things to come—for our customers, our communities, and our planet. Acuity Brands, Inc. (NYSE: AYI) is a market‑leading industrial technology company. Through our two business segments, Acuity Brands Lighting and Lighting Controls (ABL) and the Intelligent Spaces Group (ISG), we design, manufacture, and bring to market products and services that make a valuable difference in people’s lives. Our solutions span lighting, lighting controls, building management systems, and location‑aware applications. We are positioned at the intersection of sustainability and technology, helping customers save energy, reduce carbon emissions, and create more connected, intelligent spaces. The Architectural Solutions Partner (ASP) is externally focused, driving specification sales through influence within the architecture and design community. The ASP builds awareness, drives preference, shares knowledge, and maximizes specifications for assigned Innovation + Architectural (I+A) brands by serving as a product and brand subject matter expert and ambassador. This role engages directly with Designers (architects, interior designer, lighting designers, electrical engineers, landscape architects) and key project influencers to shape project specifications, support new product launches, educate, and pursue high‑impact architectural opportunities. The ASP works in close collaboration with ATS, regional and electronic sales teams, and agency partners to identify, track, and help close specification‑driven opportunities, while acting as a critical conduit between the market, internal product and marketing teams. Key Tasks & Responsibilities (Essential Functions) Drive Revenue & Specifications • Drive brand revenue growth for assigned I+A brands through direct engagement and specification influence. • Actively seek and engage large, complex, and design‑forward projects with meaningful revenue potential. • Influence project specifications by aligning product solutions to design intent, application needs, and performance requirements. • Support new product introductions by educating the design community and accelerating adoption through targeted project engagement. • Partner closely with ATS and broader sales teams to identify, track, and advance specification‑driven opportunities through the pipeline. • Engage adjacent brands and products when possible, creating a full offering to the designer. Design Community Engagement / “In” the Community • Develop and maintain strong relationships with specification influences within assigned markets. • Serve as the product/brand SME and ambassador for assigned brands and solutions. • Engage directly with the design community to position the company as a preferred architectural partner. • Deliver high‑value designer interactions that build long‑term brand preference and specification presence through effective support and solution alignment with design and specification intent. • Participate in and support industry events, presentations, and design‑focused engagements that strengthen market presence. • Provide education and training to the community as a means to enhance partnerships. Channel & Sales Collaboration • Build trusting and credibility based relationships with agency partners to earn preference for assigned brands and solutions. • Collaborate with ATS and regional sales teams to coordinate strategy, share market intelligence, and support opportunity execution. • Provide field‑level insight to support sales planning, opportunity prioritization, and resource alignment. Market Feedback & Product Insight • Act as the voice of the market by capturing insights from the design community related to trends, opportunities, and unmet needs. • Provide structured feedback to Sales, product management and marketing teams on product performance, competitive dynamics, and design preferences. • Support product positioning, messaging, and future innovation by translating market insight into actionable input and roadmap prioritization. Territory & Opportunity Management[KT2.1] • Manage activity, opportunities, and relationships within assigned markets using CRM and designated sales tools. • Support the development and management of project pipeline opportunities, designer engagement, and specification activity. • Align activity with regional and brand priorities to maximize revenue and specification impact and return on effort. Preferred Skills and Experience How Success Is Measured Success in the Architectural Solutions Partner role is measured through a balanced combination of revenue impact, specification influence, and designer engagement, including: • Brand Revenue Performance o Revenue growth for assigned architectural and innovation brands o Contribution to Innovation + Architectural revenue growth • Specification Impact o Specifications written(qualified opportunities) • Designer Engagement o Measured designer interactions and touch points o Elevate the designer experience when they work with Innovation + Architecture Skills and Experience Required • Bachelor’s degree or equivalent field experience. • Proven experience working with the architectural and design community in a specification‑driven sales environment. • Strong understanding of architectural products, application specific solutions, and the construction cycle. • Ability to communicate complex product and application concepts to diverse audiences. • Strong presentation, relationship‑building, and influence skills. • Proficient in Microsoft Office and CRM tools (e.g., Salesforce). Travel Requirements • 40-60% - This is an externally focused role requiring regular travel within the assigned territory to support designer engagement, key projects, and agency collaboration. #LI-EK1 The range for this position is $66,500.00 to $143,600.00. Placement within this range may vary, depending on the applicant’s experience and geographic location. Acuity offers generous benefits including health care, dental coverage, vision plans, 401K benefits, and commissions/incentive compensation depending on the role. For a list of our benefits, click here. We value diversity and are an equal opportunity employer.  All qualified applicants will be considered for employment without regards to race, color, age, gender, sexual orientation, gender identity and expression, ethnicity or national origin, disability, pregnancy, religion, covered veteran status, protected genetic information, or any other characteristic protected by law.  Please click here and here for more information.   Accommodation for Applicants with Disabilities:  As an equal opportunity employer, Acuity Inc. is committed to providing reasonable accommodations in its application process for qualified individuals with disabilities and disabled veterans. If you have difficulty using our online system due to a disability and need an accommodation, you may contact us at (770) 922-9000, select option 4.  Please clearly indicate what type of accommodation you are requesting and for what requisition.    Any unsolicited resumes sent to Acuity Inc. from a third party, such as an Agency recruiter, including unsolicited resumes sent to an Acuity Inc. mailing address, fax machine or email address, directly to Acuity Inc. employees, or to Acuity Inc. resume database will be considered Acuity Inc. property. Acuity Inc. will NOT pay a fee for any placement resulting from the receipt of an unsolicited resume.   Acuity Inc. will consider any candidate for whom an Agency has submitted an unsolicited resume to have been referred by the Agency free of any charges or fees. This includes any Agency that is an approved/engaged vendor, but does not have the appropriate approvals to be engaged on a search. E-Verify Participation Poster e-verify.gov eeoc.gov