• Serve as the technical owner for our strategic Channel Partners - the trusted advisor to their SE and architect teams. • Build deep, durable relationships with partner technical leadership so that Oasis Platform becomes a default recommendation in their NHI conversations. • Translate partner-field signal back into Product and Engineering to shape the roadmap. • Design the partner enablement playbook, including the training curriculum, certification path, and ongoing technical communications. • Stand up the co-sell motion: how partner SEs engage with Oasis Platform SEs, how opportunities are qualified, and how technical wins are repeated. • Define the POC model for partner-sourced deals and own its execution end-to-end. • Run technical POCs alongside partner teams - you are the technical owner of every partner-sourced POC, not a bystander. • Deliver tailored demos and technical presentations, handle complex objections, and validate the Oasis Platform's fit in customer environments. • Produce the technical collateral partners need to sell independently: architecture diagrams, integration guides, competitive positioning, and reference designs.

• 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.