• Partner with Enterprise Customers • Lead consultative discovery engagements to uncover customer operational challenges, modernization priorities, cloud transformation initiatives, and business objectives • Advise customers on network observability, telemetry strategy, AI-assisted operations, and infrastructure intelligence best practices across hybrid and multi-cloud environments • Conduct executive and technical workshops that align technical capabilities to measurable business outcomes, operational efficiency, resiliency, and ROI • Lead proof-of-value engagements that demonstrate operational improvements, faster troubleshooting, reduced downtime, and automation outcomes • Guide customers through technical evaluations, onboarding, adoption, and expansion initiatives to ensure long-term customer success • Build trusted advisor relationships with technical teams, operations leaders, architects, and executive stakeholders • Architect and position observability and infrastructure intelligence solutions aligned to customer environments and strategic priorities • Translate complex technical capabilities into customer-centric business value and operational outcomes • Design integrated solutions spanning network observability, telemetry analytics, infrastructure automation, and API-driven operational workflows • Support customers with Infrastructure-as-Code, orchestration, automation frameworks, and integration platform strategies • Collaborate with Customer Success and Services teams to ensure seamless transitions from evaluation to deployment, adoption, and expansion • Support channel and strategic partners in strengthening their technical positioning and customer engagement capabilities • Partner closely with Product Management, Engineering, Customer Success, and GTM teams to provide customer insights, competitive intelligence, and feature recommendations • Contribute customer feedback related to observability workflows, telemetry analytics, automation use cases, integrations, and operational intelligence • Participate in beta programs, solution validation initiatives, and customer advisory engagements • Develop technical thought leadership content, enablement materials, workshops, and industry presentations • Represent BlueCat’s LiveAction Network Observability solutions at customer events, industry conferences, webinars, and strategic engagements • Maintain accurate technical engagement and opportunity updates within Salesforce and collaboration platforms • Collaborate effectively across globally distributed and cross-functional teams • Leverage modern remote engagement tools to support customers virtually while maintaining strong executive presence and relationship management • Stay current on emerging technologies including AI-assisted operations, observability platforms, telemetry analytics, automation frameworks, hybrid cloud networking, and infrastructure intelligence solutions

Job Description HiBob is a modern People platform, but let's be clear about what that means in practice. We're a tech sales business with a high-performing global GTM team behind us. APJ is a central part of that growth story, and we're building the team to match. We're looking for a Sales Engineer who brings genuine commercial curiosity and the technical fluency to back it up. This is a complex, multi-stakeholder environment where deals span multiple modules, multiple buyers, and a wide range of use cases. The motion requires more than a polished demo - it takes structured discovery, the ability to connect platform capability to real business outcomes, and the presence to hold a room across finance, HR, and the C-suite. You'll sit at the intersection of sales and product, working across the full pre-sales cycle and partnering with AEs and Account Managers across the region. If you thrive in high-volume, high-expectation environments and want to be part of a GTM team with real momentum, this is worth a look. The role This is a quota carrying Sales Engineer position and you'll work across new business and expansion, partnering with Account Executives and Account Managers on customer requirements and helping shape our growth. Allocation is managed centrally, so expect variety in the deals you support. The split is roughly 70% new business, 30% customer growth and upsells. Your remit spans the full pre-sales motion: demos, presentations, webinars, RFPs, tenders, and marketing and partnership events. For SMB, associate AEs run their own demos until technical complexity requires SE involvement; at mid-market and above, you're embedded from the start. The role covers APJ broadly, which means global coverage requires flexibility. Early mornings or evening calls for Asia and Singapore are part of the rhythm. This suits someone who manages their own time well and sees the opportunity to make an impact not just here but across the globe. What you'll do - Deliver tailored technical demonstrations that connect platform capability to each customer's specific business challenges - Support multi-stakeholder discovery sessions to uncover KPIs, strategic priorities, and pain points across complex buying groups - Partner with AEs and Account Managers across new business and expansion opportunities, managing your own prioritisation across a high-volume pipeline - Collaborate with Sales, Product, Customer Success, and Professional Services to translate customer requirements into workable solutions - Contribute to RFPs, tenders, webinars, and marketing and partnership events as needed - Feed prioritised customer insights back to product teams to influence platform development - Develop working knowledge of integration technologies including APIs and webhooks, and apply security and compliance considerations to pre-sales conversations - Support and mentor junior team members and contribute to internal knowledge sharing What we're looking for - 3-5 years in a pre-sales Sales Engineering or Solutions Consulting role within SaaS or B2B software - Demonstrated experience selling to multiple stakeholders across multi-modular deals - Strong presentation and demo skills across both technical and non-technical audiences - Mid-market experience minimum, this is not an associate-level role - Self-aware, collaborative, and open to feedback and coaching - Commercially minded with a consultative approach, focused on outcomes not just technical solutioning - Able to manage competing priorities independently while staying connected to the broader team - Experience with CRM and sales enablement tools - Familiarity with cloud platforms, API integrations, and security principles - Comfortable using AI tools to improve productivity and buyer engagement; curiosity matters more than specific experience - HR tech or HCM platform background is a strong advantage given the complexity of the product and ramp time involved - Multilingual skills are a bonus given the regional coverage We're looking for people who invest in others, care about the detail, and raise the bar through example. If that resonates, we'd love to hear from you. Life at HiBob We take care of our people. Here's what that looks like in practice: - Pre-IPO equity options - 20 days annual leave plus an extra day for your birthday - Quarterly balance days to fully switch off - Work-from-home setup allowance - Weekly in-office lunches - Headspace access for your mental wellbeing - Paid baby bonding leave for new parents - Work From Anywhere for up to two months a year

• Provides direct pricing and design support to internal and external customers • Apply knowledge of structures, materials and construction techniques • Prepares calculations and engineering details • Provides accurate and easy-to-follow designs that meet code requirements • Provides detailed consultation to Builders, Field Sales and Estimators • Identifies exclusions, discrepancies, and obtains clarification • Evaluates customer provided information for cost-effective solutions • Builds and maintains Builder/Vendor relationships • Provides training to Builder Network and Field Sales • Communicates with Builders, Sales, Customer Service and Engineering • Self performs and/or checks complex estimates • Continually improve productivity, accuracy and ability • Expand engineering knowledge for a Professional Engineering License

• Serve as a Subject Matter Expert (SME) within the Practice group • Involve in pre-sales, preliminary engineering assessments, machine risk assessments, proposal development • Responsible for Client Experience, Pricing, Marketing, and technical guidance on execution of Work • Lead risk assessments, validate safety-related control systems, support compliance to global standards • Partner closely with engineering, operations, and project teams • Create comprehensive proposals based on client win strategies • Effectively present proposals to clients • Architect and present customer solutions