• Serving as primary technical contact for Australian customers, building relationships with both technical and commercial stakeholders. • Supporting pre-sales alongside Sales: technical discovery, data-readiness assessments, and architecture discussions. • Leading technical onboarding: reviewing Single Line Diagrams, mapping sensor hierarchies and configuring sensor specifications in Databricks before KPI rollout. • Managing KPI rollout and validation: releasing TWAICE KPIs, diagnosing sensor data quality issues and aggregation errors. • Leading performance analysis during commissioning and augmentation: interpreting capacity test results and producing executive-ready outputs. • Surfacing recurring product gaps and customer feedback to Product and Engineering. • Running platform training for performance engineers, O&M leads, and asset managers. • Up to 40% travel for customer meetings and on-site visits across Australia.

• Develop new business opportunities within aerospace manufacturing, MRO, and aerospace supply chain organizations. • Build relationships with decision-makers including Operations Managers, Plant Managers, Production Managers, HR, Supply Chain, and Procurement. • Sell contract staffing, direct workforce solutions, project-managed services, and work package solutions. • Prospect through networking, referrals, cold calling, industry events, and strategic account planning. • Generate and manage a healthy sales pipeline from lead generation through contract execution. • Collaborate with recruiting and operations teams to ensure successful project execution and customer satisfaction. • Conduct customer site visits to understand production challenges and identify workforce opportunities. • Negotiate service agreements, pricing, and contract terms. • Maintain accurate sales activity and forecasting within CRM. • Achieve monthly, quarterly, and annual revenue goals.

• Identify customer prospects through Microsoft Co-selling, client referrals, association and industry group participation, and conference/tradeshow attendance. • Co-sell with Microsoft by conducting Rhythm of Business (ROB) meetings with sellers, bringing them into established accounts, and selling HBS into their customer base. • Maintain and drive growth in assigned accounts by identifying opportunities to introduce additional HBS and Microsoft solutions and services, thereby enhancing HBS’s partnership value and customer satisfaction. • Provide sales support by assisting other HBS Solutions Consultants with selling our Applications (HBS’s Microsoft-focused service delivery team) services within their customer base. • Be an expert on Microsoft technologies and products by obtaining certifications (ex. MS-900, AZ-900, SC-900, etc.), engaging in Microsoft’s sales meetings, attending conferences, and reading relevant publications on product applications and market trends. • Understand Microsoft’s partner sales motions, financial incentives, and go-to market strategies to enrich the sales process within HBS. • Serve as the central coordinator between internal teams and Microsoft to meet partnership goals and drive revenue growth. • Support the HBS technical teams with Microsoft customer references, Win Wires, association of Claiming Partner of Record (CPOR) and Partner Admin Link (PAL), and Microsoft Marketplace offers that align with the fiscal years’ solution plays and priorities. • Address customer inquiries on products, services, pricing, availability, uses, and credit terms with expert precision. • Craft compelling proposals covering prices, funding details, and solution design specifics. • Conduct onsite visits, when applicable, to engage with customers to better understand their business needs and build strong partner relationships. • Utilize CRM and Microsoft Partner Center to maintain meticulous customer opportunities and referrals to display the full visibility into the business HBS is driving for Microsoft and HBS leadership. • Forecast sales opportunities accurately as they initiate, develop and close following the Microsoft Customer Engagement Methodology (MCEM). • Collaborate with internal stakeholders to ensure the proper allocation and utilization of engineering resources to drive revenue growth to obtain HBS’s key metrics and KPIs within Application and other engineering teams. • Invest in team members’ growth and development by exchanging valuable insights and successful selling strategies that drive results. • Demonstrate technical solutions and services by articulating HBS’s business value portfolio to clients via calls and presentations with clarity and excitement. • Champion our company’s capabilities, reputation, products, systems, services, and cutting-edge techniques across multiple industries nationwide. • Execute integrated sales and marketing campaigns to achieve sales goals. Meet or exceed sales targets by leveraging dynamic sales strategies (greater than $1,000,000).

Role Description Onyx is looking for a Sales Engineer to serve as a trusted technical advisor throughout the sales process. You will help prospects and customers understand how our AI security platform fits into their environments, map technical value to business needs, and support successful onboarding. What you will do - Lead technical discovery and pre-sales solution design. - Present product capabilities to both technical and executive stakeholders. - Design tailored solutions aligned with customer environments and priorities. - Support proof of concepts, evaluations, and technical validation. - Partner with sales, product, and engineering on feedback loops from the field. Qualifications - 5+ years of experience in presales engineering, solution architecture, or similar roles. - Strong hands-on knowledge of Kubernetes, Docker, Linux, and cloud platforms. - Experience with networking, security, and enterprise technical environments. - Excellent communication and presentation skills. - Ability to solve business problems through technical design. Requirements - Experience in AI security, cloud security or cybersecurity platforms. - Familiarity with compliance frameworks and enterprise architecture. Benefits - Remote work model - Health insurance and wellness benefits - Equity participation Compensation Disclosure We offer a competitive compensation package that includes base salary, equity, and performance-based incentives. Compensation will be determined based on experience, location, and the scope of the role. Equal Opportunity Statement Onyx is an equal-opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees.