• Present to existing and potential customers, partners, and at national events (including; development staff, CXOs, and analysts) information concerning the technical and business benefits of Thales cybersecurity solutions • Using consultative selling skills, lead deep architectural discussions and designs with key customers to understand technical requirements, business direction, in order to help them define their technical needs and recommend solutions that meet those needs utilizing company products • Passionate about helping customers protect their most important assets, their data • Work closely with Product Management team to identify, evaluate, and make technical recommendations regarding strategic product enhancements based on market initiatives, new technology, partnerships or customer requirements • Arrange and deliver internal and external workshops on topics such cybersecurity industry-trends, best-practice, etc. • Maintain a high degree of technical awareness of relevant products, competitors, and trends in the marketplace • Subject matter expert / technical leader within the organization, and Trusted Advisor to our top customers

Role Description As an Enterprise Sales Engineer at Samsara, you’ll be splitting your time across two major focus areas: - Supporting senior-level sellers in an attempt to grow existing customers or win new customers. - Contributing to the SE Team as a senior resource. Key responsibilities include: - Being highly accountable for each technical sale, requiring strong storytelling, objection handling, custom workarounds, advanced integrations, and extensive hands-on experience. - Sharing takeaways from activities across the SE Team via team meetings and messaging tools. - Sourcing and delivering product information, conducting testing of alpha products/features, managing projects, and building process improvements and automation. - Carrying a quota while maintaining excellent time management skills. This is a remote position open to candidates residing in the United States except for San Francisco Bay Metros, New York City Metro, and Washington DC Metro. This position requires travel up to 50% of the time, with proximity to an international airport preferred. Qualifications - Bachelor’s of Science degree from a 4-year accredited university. - 5+ years of experience in a pre-sales technical role, customer success, or customer/product support capacity (Sales Engineer, Systems Engineer, Solutions Engineer, etc.). - Ability to influence stakeholders based on technical sales acumen and a solid understanding of business processes and change management. - Ability to explain complex technical concepts to non-technical audiences. - Previous experience managing hardware and/or software product evaluations. - Basic understanding of electronics and electrical systems. - Experience with technical consulting, cloud software, cloud-connected hardware, computer networking, business systems integration, automation, and control systems. - Working knowledge of various integration standards and transports (XML, REST, SOAP, EDI, etc.). - Experience integrating with RESTful APIs between SaaS applications. - Exposure to various SaaS-based integrations. - Must be located within and authorized to work in the United States. Requirements - Bachelor’s of Science degree or advanced education in Electrical Engineering, Computer Science, Mechanical Engineering, Industrial Engineering, or related discipline. - Work experience in task automation scripting and transferring data between systems using Bash, Python, JavaScript, or equivalent language. - Work experience building solutions leveraging open APIs. - Understanding of vehicle diagnostic systems, including Controller Area Networks (CAN bus) and Power Take Off (PTO) applications. - Hobbyist interest in working with electronic systems (e.g., car audio installation, classic car restoration, home automation, building with Raspberry Pi, Arduino, etc.). - Consistent track record of success selling complex technical solutions through strategic sales cycles. Benefits - Annual OTE Salary: $121,975 — $164,000 USD. - Above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles). - Flexible, employee-led remote model. - Professional development stipend. - Comprehensive health and parental leave plans.

• Engages customers at multiple levels, from procurement to technical to mid-level executives and senior executives. • Has the ability to connect with and gain rapport with people in various functions and levels of management. • Strategy Development for Area of Responsibility • Pursue partnerships that will drive growth • Develop applications into the market by ensuring product offering matches customer/market technical and commercial needs while also being attractive commercially for TPM • Feed Voice of Customer regarding product, market, application and commercial needs to internal stakeholders to drive continuous improvement in our performance and offerings • Supports industry events in coordination with Market Manager and Business Leader • Development and management of a robust opportunity pipeline that is accurately represented in Salesforce • Customer visits, calls, communication with Call Reports out to stakeholders • Robust recording of Account and customer details in Salesforce • Initiation and management of Work Orders to Tech Service • Project Management of key technical or commercial initiatives • Ensure financial considerations – customer setup, adherence to terms, etc. • Forecasting in partnership with SIOP lead • Drive new customer development • Drive new business at existing customers • Own some customer management (Accounts/Territories assigned) • Identify top strategic customers and manage team to develop strategies to gain share and grow business • Customer events and entertainment • Manage and record complaints and returns • Collaborate with technical, SC, CS, manufacturing, HR, Finance and LT to ensure Techmer PM is driving best in class service, quality, technology, and financial performance • Identify key customers and resources needed for technical visits and customer service prioritization

Working at Atlassian Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, as part of being a distributed-first company. Atlassian is looking for a Principal Solutions Engineer, Strategic, to join the team. Your future team Our Solutions Engineering Team is comprised of people with backgrounds in pre-sales, consulting and engineering. We partner with the Enterprise Sales Team & Channel Partners to understand the needs of Atlassian's customers, strategise on enterprise sales cycles, provide value-based demonstrations and support Proofs of Value to ultimately allow our customers to unleash the potential of their teams. In this role, you will: - Conduct thorough customer discovery to assess challenges, business goals, and technical requirements, uncovering opportunities for cross-product and solution expansion aligned with Atlassian's offerings. - Deliver tailored, engaging product demonstrations that address customer objections, connect technical capabilities to business needs, and use storytelling techniques to align with the customer's vision of success. - Develop proof-of-concept environments and lead interactive workshops to showcase product features, workflows, and hands-on solutions aligned with customer goals. - Continuously enhance technical expertise by staying updated on Atlassian's roadmap, pursuing certifications, and refining pre-sales knowledge, product offerings, and sales processes. - Collaborate with internal teams, account managers, and product stakeholders to drive transformation deals, identify growth opportunities, and ensure seamless communication and alignment with customer objectives. - Build a robust understanding of competitors' offerings to clearly articulate Atlassian's differentiators in competitive scenarios. - Experiment with innovative approaches to pre-sales activities, such as gamification or audience participation, to enhance customer engagement. - Be fluent in English - professional level for at least one EU Language will be strongly preferred Your background: - Proven experience in sales engineering and covering large strategic accounts - Experience communicating and presenting to senior stakeholders across various levels of an organisation, including extensive engagement with executive leadership. - You're proactive, passionate, and thrive on collaboration to drive meaningful results. Our team embraces a solutions-oriented mindset-so if you're looking for a passive role, this position may not be the right fit. - Outstanding communication skills across oral, written, and presentation formats, paired with a knack for building genuine and lasting relationships. - Curious, solutions-focused, and passionate about technology and empowering others through knowledge sharing. - Bachelor's degree in Engineering, Computer Science, or a related field; MBA or advanced technical degree preferred - Willing and able to travel occasionally Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .