• Build and lead a world-class global Sales Engineering organization across multiple regions. • Define and execute the technical go-to-market strategy centered on Salesforce DevSecOps, CI/CD, and secure release management. • Partner closely with Sales, Product, and Customer Success to drive revenue growth and customer expansion. • Serve as a subject matter authority on Salesforce CI/CD, DevSecOps, and release governance. • Lead technical strategy for complex enterprise deals, ensuring alignment with security, compliance, and audit requirements.

• Maintain regular, structured and in-depth follow-up with assigned clients • Identify and capitalize on sales opportunities • Comply with and apply internal directives, procedures and instructions • Manage a high-stakes client portfolio • Conduct regular visits to assigned clients • Prospect, analyze and monitor new projects

Role Description We are looking for a dynamic, customer-facing Customer Sales Engineer to be the primary technical and product expert for our Account Management team. The primary focus of this role is to support customer expansion by partnering with Account Managers during complex renewal and upsell opportunities. - You will drive product activation during the renewal and expansion cycle by providing an excellent experience to our existing customers. - Support existing customers during trials/proofs of concepts (POC) of the platform. - Identify existing customer pain points and challenges during trials/POCs of additional products while also defining their goals and influencing their requirements. - Be the technical point of contact for any support queries during the renewal and expansion cycle. - Assist with customer security assessments, RFPs, and business cases as required. - Work collaboratively with the team to improve the trial/POC experience for our customers by identifying key insights, trends, and areas of improvement in the trial process and developing solutions to mitigate them. Qualifications - 3+ years in a customer-facing, post-sales technical role such as a Renewals focused Sales Engineer, Solutions Consultant, Sales Consultant, or Technical Account Manager. - Experience in a post-sales or expansion focused role is highly preferred. - Deep understanding of the cybersecurity and GRC landscape (e.g., GRC platforms like ServiceNow; SIEMs like Splunk; or other security stack tools). - A passion for becoming a deep subject matter expert on a complex software platform. Requirements - Comfortable and effective in a commercial-driven environment, partnering closely with sales and success teams to achieve a revenue goal. - Strong API Knowledge: Hands-on experience with REST APIs. - Excellent Communicator: Ability to explain highly complex technical concepts to both engineers and non-technical VPs, translating features into clear business value. - Problem Solver: Structured approach to diagnosing and solving ambiguous technical problems. - Collaborative: Works well in a team environment, partnering effectively with CSMs, Support, and Product. Benefits - Monthly Lifestyle subsidy: Use this for financial, physical, and mental well-being. - WFH set-up allowance: To ensure you have the right environment to work in, we will help you get set up within your first 3 months at UpGuard. - $1500 USD annual Learning & Development allowance: To support your career development, all team members will be able to expense development opportunities against this allowance. - Annual leave: Generous leave days to give you time to recharge your batteries. - 18 weeks paid Parental Leave: Irrespective of parenting role. - Personal Leave Allowance: This includes sick & carer’s leave. - Fully remote working environment: While we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance. - Top-spec hardware: All team members will be provided with top-spec laptops for their role. - Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work.

Role Description Delivering application excellence to customers in the form of trial execution and advanced attrition prevention in alignment with Global and Company Strategies, driving sustainable growth in sales and profitability and preventing attrition. Key Outcomes/Responsibilities - Drive technical trial success and customer conversion - Manage the full trial lifecycle, including setup for success, equipment coordination, adherence to evaluation plans, data collection, customer value validation, and conversion. - Assist with trial execution with clear alignment to evaluation goals and customer needs. - Monitor and document trial progress, gathering meaningful technical data. - Translate results into clear usage recommendations and conversion strategies. - Collaborate with sales and R&D to communicate trial learnings and insights. - Solve technical problems and support sales growth - Investigate customer issues, propose clear solutions, and help investigate claims and prevent attrition. - Simulate and model customer processes to reduce technical risk and improve outcomes. - Offer alternative solutions based on performance, compatibility, and profitability. - Share product knowledge and insights to uncover new opportunities and enable retention. - Serve as a trusted advisor and subject matter expert; support the upskilling of frontline sales through coaching and knowledge sharing. - Build trust through credible technical support - Respond quickly and effectively to customer needs with tailored recommendations. - Support contracts, RFQs, and technical inputs for business development and innovation. - Deliver advanced expertise for critical applications or high-risk accounts. - Provide expert technical support on complex and critical applications to resolve challenges and mitigate attrition risk. - Strengthen team and customer capabilities - Create and deliver engaging training for sales and customer teams on product application and compliance. - Coach and mentor sales associates to boost technical confidence and readiness. - Develop resources and tools for consistent technical learning across regions. - Maintain compliance and safety excellence - Promote adherence to safety, health, environmental, and regulatory policies. - Participate in audits, manage compliance documentation, and support continuous improvement. - Align with regional standards and customer expectations for SHEQ practices. - Advance Innovation and Technical Alignment - Engage in cross-functional ideation forums to drive product and process innovation. - Evaluate emerging technologies for potential integration into technical solutions. - Develop business cases for existing applications for new market segments. - Contribute to product lifecycle and commercialization planning. - Identify gaps and align R&D and market feedback to enhance solution relevance. Qualifications - Bachelor's Degree in Chemical Engineering or Chemistry. - 7 - 9 years of job experience. - In-depth knowledge of the Buckman product range, their functions, and applications. - In-depth knowledge of customer processes, their challenges, their end users, and how our chemistries and application technologies can address their requirements. - Advanced knowledge of chemistry and microbiology. - Good knowledge of sales and marketing principles, processes, and procedures. - Understanding of engineering principles and ability to design product application systems. - Advanced project management skills. Competencies - Ensures Accountability - Holding self and others accountable to meet commitments. - Communicates Effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. - Manages Complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. - Customer Focus - Building strong customer relationships and delivering customer-centric solutions. - Plans and Aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.