• Take a consultative approach to understand our customer’s current software development practices and identify opportunities to improve them with Sonatype’s solutions. • Provide technical recommendations on how to improve their Software Supply Chain and DevSecOps practices using Sonatype solutions. • Deliver compelling software demonstrations, customer proof-of-value (POV) engagements, and reference architectures showcasing Sonatype's solution value. • Act as a resource to educate your sales colleagues on relevant product knowledge. • Assist in completing RFP/RFIs with sales teams and other technical resources at Sonatype. • Work closely with sales and technical colleagues to achieve a sales quota. • Communicate important customer product feedback to Sonatype product management. • Opportunities to attend and present at meetups and trade shows to build presence and awareness and share experiences. • Become a trusted DevSecOps technical advisor to customers and the community. • Keep on top of the latest trends in the SDLC tooling landscape.

• Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges. • Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations. • Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB. • Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption.

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 should be based within the Western US and includes travel as part of the responsibilities within the territory - Regions 1 & 2 Job Summary Work location: • This position should be based within the Western US and includes travel as part of the responsibilities within the territory - Regions 1&2. 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 the assigned Downlighting Category (Aculux, Gotham, Lithonia Downlighting 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) 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 Responsibilities Drive Revenue & Specifications • Drive brand revenue growth for assigned Downlighting category 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 • 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. . 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 - 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. . 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 Revenue growth for assigned Downlighting category brands Contribution to Innovation + Architectural revenue growth • Specification Impact Specifications written (qualified opportunities) • Designer Engagement Measured designer interactions and touch points 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. 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. Travel Requirements - 50-70% - 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. 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Company Overview At Motorola Solutions, we believe that everything starts with our people. We’re a global close-knit community, united by the relentless pursuit to help keep people safer everywhere. We build and connect technologies to help protect people, property and places. Our solutions foster the collaboration that’s critical for safer communities, safer schools, safer hospitals, safer businesses, and ultimately, safer nations. Connect with a career that matters, and help us build a safer future. Department Overview Motorola Solutions’ Enterprise Solution Specialist Team requires a unique blend of skill sets in the areas of customer facing marketing/sales, business development and technical understanding. The Enterprise Solution Specialist Team drives sales of the Motorola Solutions’ Enterprise Radio Systems, Control Center Software, and Broadband/LTE portfolio in their assigned territories/markets through effective customer engagements including meetings, presentations, customer webinars, demonstrations, conferences and shows. The team provides domain expertise to the sales teams for Motorola Solutions’ core LMR and adjacent technology solutions to include applications such as WAVE broadband apps and other Software Enterprise offerings, Services, and other RF technologies as benefits the markets served. Job Description The Solutions Specialist are responsible for competitive positioning, incorporating key differentiators into technical sales strategy, supporting key customer engagements, influencing RFPs and providing sole source drivers, and as well providing voice of customer inputs into the product organization in an effort to maximize sales and operating earnings within the Motorola Solutions Enterprise Solutions portfolio. In addition, the Solutions Specialist will grow sales enablement through territory meetings, webinars, and training workshops. The Solution Specialist role is a selling role measured primarily on sales performance in relation to quota of regional CVP and/or Market TVP as assigned. Responsibilities include but are not limited to: - Driving new and add-on system opportunities and core expansion across assigned verticals, products and territories. - Providing System strategy and training to direct and indirect distribution teams (Account Executives, Channel Sales Executives, Dealer Sales Representatives). - Providing system, application, product and solution expertise for pre-sale opportunities and deliverables. - Providing technical customer presentations and demonstrations that describe benefits of proposed solutions to customers. - Providing competitive positioning / winning strategies for opportunities. - Provide high level technical oversight of proposed Solutions in support of Engineering (not design systems). Interface with Engineering as required. - Ensuring that any customer requirements are in-line with product roadmaps. - Assisting with development and qualification of sales requested future features. Qualifications: - Bachelor's Degree in an Engineering discipline is preferred - ​​4+ years experience in one of the following: technical solutions selling, sales engineering, marketing, product management, Land Mobile Radio or IT networking - MOTOTRO Experience Strongly preffered - Experience as a Sales Engineer or Sales Solutions Engineer - Experience promoting hardware and software solution offerings - Prior hands-on experience with Motorola Solutions products and solutions a plus - Experience working with mobile technology / software for Public Safety, Commercial, Industrial or Utility customers - Strong communication and customer interaction skills required - Dynamic personality that is comfortable in a presentation setting - Ability to communicate effectively and teach others Location & Travel Requirements: Candidate can be based anywhere in the United States. Candidate must be willing to travel throughout North America 30% - 50%. Candidate must reside near a major airport. Target Base Salary Range: $90,000 - $105,000 USD Consistent with Motorola Solutions values and applicable law, we provide the following information to promote pay transparency and equity. Pay within this range varies and depends on job-related knowledge, skills, and experience. The actual offer will be based on the individual candidate. #LI-RO1 Basic Requirements - ​4+ years experience in one of the following: technical solutions selling, sales engineering, marketing, product management, Land Mobile Radio or IT networking Travel Requirements 25-50% Relocation Provided None Position Type Experienced Referral Payment Plan Yes Our U.S. Benefits include: - Incentive Bonus Plans - Medical, Dental, Vision benefits - 401K with Company Match - 10 Paid Holidays - Generous Paid Time Off Packages - Employee Stock Purchase Plan - Paid Parental & Family Leave - and more! EEO Statement Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic. We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team. We’re committed to providing an inclusive and accessible recruiting experience for candidates with disabilities, or other physical or mental health conditions. To request an accommodation, please complete this Reasonable Accommodations Form so we can assist you.