• Own ambiguous, high value business problems from initial framing through delivery and adoption. • Work with business stakeholders to clarify goals, constraints, risks, and success metrics. • Translate business objectives into decision requirements, data needs, evaluation criteria, and solution approaches. • Partner with technical teams to design and apply AI and analytics solutions that are fit for real world use. • Evaluate tradeoffs between accuracy, speed, cost, risk, and adoption rather than optimizing a single metric. • Drive stakeholder alignment and decision making using evidence, not authority. • Measure impact post deployment and iterate based on outcomes and feedback.

Role Description Atlassian is looking for a Sr. Pre-Sales Solutions Engineer for our Mid-market business that’s passionate about being a solution expert in the sales cycle, solving our enterprise customer’s hardest business problems with our products and solutions, and helping close deals. In This Job, You Will: - Join Atlassian’s Solutions Engineering Core Team to partner with direct sales, partners and larger account teams on Mid-Market Accounts, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success to optimize the customers within your account team territory. - 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, flexing across multiple different stakeholder needs, from deep individual product demos to selling the large vision of the whole portfolio. - 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 aligned account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together. - 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 - 5+ years of experience interacting with mid-market customers in a pre-sales capacity. - Excellent communication and strong presentation skills to multi-level audiences. - Creative problem solver who can interpret complex business problems and boil them down into solutions. - Comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences. - Passionate about making customers and Atlassian successful. - Customer-centric mindset with a proven track record in building executive relationships with customers. Requirements - Ability to collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions. - Open to giving and receiving feedback, tolerate failure, love to win, and hate to lose. Benefits - Health coverage. - Paid volunteer days. - Wellness resources. - Variety of perks and benefits to support you and your family.

Role Description The members of our Sales Engineering team are highly valued business partners that play a critical role in our sales process every single day. As a Sales Engineer working with Enterprise accounts in Switzerland, you will be one of the most important members of the Proofpoint sales team. After initial onboarding and regular product training, you will become a trusted advisor to our Account Managers in region, as well as our current and future customers. As a technical liaison and subject matter expert on all things Proofpoint, you will help to deliver People-Centric solutions that protect against today’s cyber threats. You will get to develop and tell a compelling story that will excite your customer and have them eager to hear more. Your story may include: - Onsite product demonstrations - White-boarding sessions - Mini-trainings - Lunch-n-learns - Threat assessments - Production evaluations Your day-to-day responsibilities include: - Acting as the Technical Sales Lead throughout the pre-sales process - Collaborating with the sales team to develop and execute targeted account penetration strategies - Designing and championing complex People-Centric Security solutions encompassing the entire Proofpoint portfolio - Providing valuable customer insight and real-world experiences to Product Management, Marketing and Product Development (Engineering) teams - Presenting at or attending industry seminars and/or trade shows when required - Becoming an expert in Email Security, Advanced Persistent Threats, Attack Protection, Threat Response, Data Loss Prevention (DLP), and the threat landscape Qualifications - Proven hands-on experience in a customer facing role, either as a Sales/Systems Engineer, Technical Account Manager, Security Engineer or senior level product support, preferably in the cyber-security industry - Proven experience in either secure messaging, data security, network security, endpoint, NOC/SOC or MSP-related cybersecurity - Track record developing and maintaining customer relationships with large (Enterprise) clients/organizations - Excellent communication skills and comfortable presenting to individuals and/or teams including technical staff and C-suite executives - Ability to work independently, adapt quickly and maintain a positive attitude - Exposure to at least two of the following skill sets are recommended: - Enterprise email solutions such as Exchange, G-Suite, Lotus Domino, O365 or working knowledge of SMTP - Email authentication (SPF, DKIM, DMARC) - Advanced Persistent Threats (APT) Protection - IT security, vulnerability or risk assessments, and policy enforcement - Data Loss Prevention (DLP), compliance and data privacy - Cloud security and shadow IT knowledge - Fluency in English and local regional Language (French) is essential. Requirements - Degree in Computer Science preferred, but not required - CISSP or other industry certification is beneficial - Experience as part of a sales team or a desire to take your career in that direction - Enthusiasm for cyber-security and related security standards and frameworks like ISO, NIST and MITRE - Strong knowledge of underlying protocols such as TCP/IP, HTTP, DNS, SMTP and others Benefits - Competitive compensation - Comprehensive benefits - Career success on your terms - Flexible work environment - Annual wellness and community outreach days - Always on recognition for your contributions - Global collaboration and networking opportunities

• Client Acquisition & Management: You will own the full sales cycle from initial discovery through to closed-won and contract execution, driving new client acquisitions using a structured, repeatable sales process. You’ll lead discovery, conduct and tailor product demonstrations, and guide stakeholder conversations across complex buying committees. From first meeting through final negotiation, you’ll manage the full deal lifecycle, building trusted relationships with key decision-makers and ensuring each solution is aligned to organizational needs and set up for long-term success. • Pipeline Generation: You will drive pipeline through a combination of outbound prospecting, ABM execution, and strategic account-level outreach. You’ll build and nurture relationships with key stakeholders at target health systems, identify new logo opportunities, and convert Force’s market presence into a consistent flow of qualified pipeline. • Sales Operational Excellence: You’ll champion and proselytize internal sales best practices, including salesforce reporting. You will be managed against OKRs and will learn how to seamlessly transition closed/won opportunities to implementation / account management by our Client Success team. • Sales Visibility & Forecast Accountability: You’ll maintain a clear, data-driven view of your market by consistently tracking pipeline health, new opportunity creation, and deal progression against monthly and quarterly targets. You’ll proactively share structured updates and insights with leadership, including performance trends, risks to goal, and real-time feedback from the market to ensure an accurate, real-time view of new logo performance. • Feedback & Market Insights: You’ll contribute to internal and external thought leadership, sales enablement, and overall messaging and positioning by providing invaluable, data-driven market feedback across the GTM and Product organization based on prospect interactions, active prospecting, and market trends.