• Develop and nurture both technical and executive relationships across the territory to influence preference for Illumio’s solutions • Effectively present solutions via live presentations and remote webinars and assist with trade shows, expos, and symposiums • Uncover the customer’s desired business outcomes and orient all activities in the sales process to these outcomes • Deliver powerful demos driven by use cases and customer stories • Support deal progression and POVs as needed via in-person or remote meetings • Author blog posts, white papers and other thought-leading pieces on behalf of Illumio for the security industry • Assist partners in their enablement pursuits and on deals to maximize mutual benefit

Role Description The Sales Engineer - Contracts and Spares is responsible for driving recurring revenue through sales of service contracts, spares, and service solutions for Hach products in the assigned territory. The role focuses on: - Installed base management - Contract renewals - New service contract acquisition - Close collaboration with Service, Sales, and Operations teams This position is part of the India Commercial Organization located in Gujarat and will be Remote. In this role, a typical day will look like: - Drive service contract (AMC/CMC) bookings, renewals, and spares sales for assigned territory and accounts. - Analyze customer installed base (IB) to identify mandatory and recommended spares requirements. - Proactively position and sell mandatory and recommended spares based on historical consumption. - Manage install-base data and develop service revenue plans with Service Operations. - Identify contract coverage gaps and convert break-fix customers into contract customers. - Prepare quotations aligned with pricing and approval guidelines. - Coordinate with field service engineers for contract execution readiness. - Track service sales pipeline and forecast accuracy using CRM tools (SFDC / ServiceMax). - Support joint Sales + Service initiatives and obsolete installed base replacement programs. - Build relationships with municipal customers, consultants, EPCs, and channel partners. - Ensure timely collection support and adherence to contract terms. - Meet monthly, quarterly, and annual service revenue targets. Qualifications - Bachelor’s Degree or Diploma in Engineering (Instrumentation / Electrical / Electronics / Mechanical / Chemical). - 5 - 8 years of experience with proven service revenue growth responsibility. - Prior exposure to Hach or similar water quality instrumentation preferred. - Willingness to relocate across India based on job/company priorities. - Willingness to travel. - Good written and verbal communication skills. - Teamwork and ability to work across cultures, locations, and business teams. - Expertise in MS Office. Exposure to Copilot AI tools would be an added advantage. - Proactive and action-oriented with an eye for detail. - Self-motivated with a passion for driving business growth in a rapidly evolving market. - Problem-solving skills and the ability to develop innovative solutions to meet customer needs. - Excellent communication and interpersonal skills, with an ability to build and maintain customer relationships. Benefits - Best in industry vacation quota. - Hybrid working. - Professional onboarding and training options. - Powerful team looking forward to working with you. - Career coaching and development opportunities. - Health and wellness benefits.

Role Description Atlassian is looking for a Principal Sales Solutions Engineer, Strategic for our enterprise business that’s passionate about being a product expert in the sales cycle, solving our enterprise customer’s hardest business problems with our products and solutions, and helping close our enterprise deals. In this role, you will: - Partner with sales teams, partners and larger account teams on transformation deals in large, global accounts with multi-million dollar spend thresholds. - Engage and build relationships with customers at the C-level and other executive levels, driving to long-standing relationships across the organization. - Participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be. - Probe for and identify additional opportunities for cross-product/solution expansion. - Investigate, discover, and assess client pain points. - Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working. - Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams. - Lead compelling value-based demonstrations, both standard and customized. - Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision. - Proactively forge strong partnerships with your aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together. - Help lead cross-functional teams to best support the customer and march toward the same goals. - Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management. - Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress. Qualifications - 8+ years of experience interacting with Fortune 100 customers in a pre-sales capacity. - Excellent communication and strong presentation skills to multi-level senior audiences. - Heavy experience with the C-suite. - Creative problem solver who can interpret complex business problems and boil them down into solutions. - Comfortable in both business and technical contexts, interacting with executives or strong technical audiences. - Passionate about making customers and Atlassian successful. Requirements - Unmatched agility to do what it takes to get the job done and rally internal teams. - Open to giving and receiving feedback, tolerates failure, loves to win, and hates to lose. Benefits - Wide range of perks and benefits designed to support you and your family. - Health and wellbeing resources. - Paid volunteer days.

Role Description We're growing - join our award winning culture as we serve members in your area! Under the general supervision of the Service Utilization Supervisor, the Accessibility Solutions Specialist supports interdisciplinary team (IDT) staff in assessing and determining appropriate utilization of adaptive and durable medical equipment and disposable medical supplies. This position is responsible to support IDT staff in promoting the overall well-being of the members LCI serves by providing high quality, cost-effective, person-centered, outcome-based care in accordance with LCI policy and procedures, and Department of Health Services (DHS) Family Care contract requirements. - Ensure adherence to DHS contract requirements through internal policy, procedure and best practice development and implementation. - Participate in utilization review and quality improvement processes. - Coordinate payor requirements (Private Insurance, Medicare, Medicaid/Family Care). Timely and accurately complete documentation. - Conduct a functional assessment of the member including the environment to identify risks and opportunities to improve and/or maintain health, safety, and independence in the most integrated setting. - Gather and evaluate information that leads to sound, smart decisions. - Utilize subject matter expertise and evidenced-based practice guidelines to impact the care plan and identify treatment plan alternatives. - Educate IDT staff on Medicare and Medicaid requirements for general DME/DMS. - Work in partnership with others to develop and maintain cost-effective service authorization practices, implement quality improvement initiatives, conduct utilization review, and review the effectiveness of service coordination policies and procedures to ensure effective delivery of the Family Care benefit. - Respect other opinions and concerns and value diversity in thought and action. - Exhibit maturity, resiliency and sound judgement when dealing with organizational challenges. - Demonstrate emotions appropriate to the situation and continue to perform steadily and effectively. - Respond constructively to emotional situations, high pressure, and conflict. - Liaison with community and provider stakeholders as needed to develop and strengthen our service delivery outcomes and sustainability, simultaneously. - Engage the IDT staff, the member, his/her support system, and the primary care provider or specialist in the decision-making and care planning process. - Collaborate with the selected vendor to procure the most effective and cost-effective DME or adaptive aid service/support based on the member’s needs. - Review the member record and evaluate the impact of this information on the assessment and care planning process specific to the member’s potential need for specialty equipment and/or home/vehicle modifications. - Uphold the guiding principles of the organization, lead by example, and hold each other and all staff accountable. - Produce results through timely decision making and strategic implementation and evaluation of programs and policies. Qualifications - Associate degree in Occupational or Physical Therapy, Kinesiology, Nursing, Rehabilitation Science, a related field, or equivalent combination of education and experience (includes knowledge, skills, and abilities). - Minimum of two (2) years clinical experience in acute or long term care setting, Rehabilitation setting, home health care, or other relevant environment. - Demonstrates proficiency in applying the Family Care principles and Resource Allocation Decision process to practice. - Knowledge of Medicare and Medicaid reimbursement related to DME/DMS highly desired. - Excellent verbal and written communication; communicates with internal and external partners respectfully and effectively. - Proficiency in use of Microsoft Office (Excel, PowerPoint, and Word). - Attention to detail, adaptable and the ability to critically think in a fast-paced environment. - Ability to access members’ homes which are not required to comply with the ADA regulations. - Ability to lift up to 25 lbs. - Current driver’s license, acceptable driving record and proof of adequate insurance required. Company Description Lakeland Care is a Wisconsin-based non-profit organization that focuses on creating a world we all want to live in. With long-standing roots as a managed care organization (MCO), we provide long-term care services to eligible elders and individuals with physical and intellectual or developmental disabilities. Currently we serve members in 22 counties and have 11 offices throughout the Central to North East region of Wisconsin. - Our Mission: Empowering individuals. Strengthening communities. Inspiring futures. - Our Vision: To create a world we all want to live in. - Our Core Values: - Kindness – We believe kindness is always possible and that no compassionate act is ever wasted. - Inclusion – We believe that open hearts and open minds are the only path to a brighter future. - Trust – We believe that honesty is still in style and that promises still have power. We are an equal employment opportunity employer functioning under an Affirmative Action Plan. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, disability status, protected veteran status or any other characteristic protected by law. We are an organization that participates in E-Verify.