• Teledyne FLIR is scaling its Early Fire Detection (EFD) portfolio — UL-listed thermal cameras that integrate directly into fire alarm control panels. • You will be the technical voice customers call when they need help specifying, designing-in, wiring-up, or commissioning an EFD system. • This is a hybrid technical/sales role. • You will partner closely with our Sales Director and Regional Sales Managers, but your charter is to make the technology work in the field, enable our integrator channel to succeed, and bring field intelligence back to Product Management. • Pre-Sales Application Engineering - Join sales calls to answer product application, code compliance (NFPA 72, UL 2684), and integration questions. • Integrator Enablement - Develop and deliver product training programs—remote and on-site—to enable fire protection industry to successfully design, sell and install FLIR thermal fire detection systems. • Design Assist - Review integrator drawings in Bluebeam, AutoCAD, and/or Revit and provide application guidance. • Sales Applications Support - Serve as Tier 2/3 applications support for FLIR EFD products, answering integrator and end-user questions on wiring, addressing, FACP integration, IP configuration, and commissioning. • Commissioning & Field Sales / Support - Travel on-site (25–35%) for first-article commissioning, integrator ride-alongs, and troubleshooting escalations. • Voice of the Field - Feed installer pain points, RMA trends, and code interpretation questions back to Product Management to shape the EFD roadmap.

• Strategically partner with Sales Executives and clinician-led Sales Solution Architects to lead and shape complex pre-sales engagements across payer and provider markets, ensuring technical alignment between customer enterprise architecture and MCG solutions. • Serve as the primary technical point of contact for customer and prospective IT, security, architecture, and digital health stakeholders throughout the sales cycle. • Lead and architect technical solution strategies related to Smart on FHIR, RESTful APIs, healthcare data exchange, and enterprise system integrations. • Apply deep expertise in API-driven, service-based, and event-driven architectures to support embedded workflows, system extensibility, scalability, and enterprise-grade integration patterns. • Explain and validate integration approaches involving structured and unstructured healthcare data, including data normalization, transformation, and downstream data usage. • Translate and articulate how AI models are incorporated into MCG solutions, including data inputs and outputs, governance frameworks, model oversight considerations, and integration into enterprise clinical and operational workflows. • Lead highly complex, multi-system, multi-stakeholder enterprise deals involving EHR integrations and digital ecosystem expansion. • Influence solution positioning and commercial strategy by aligning technical architecture with customer business outcomes. • Contribute to long-term solution strategy based on market feedback and enterprise customer needs. • Own and drive complex technical due diligence activities, including enterprise security reviews, vendor risk assessments, technical RFP/RFI responses, and penetration testing discussions. • Discuss authentication, authorization, identity management, and secure data exchange patterns, including OAuth2, SSO, and role-based access controls. • Design and present technical solution architectures, system diagrams, data flow diagrams, integration specifications, and deployment models aligned to customer environments. • Partner with Product, Engineering, SEAD, Security, and Implementation teams to validate technical feasibility, assumptions, constraints, and solution scope. • Clearly communicate technical capabilities, limitations, dependencies, and trade-offs to internal and external stakeholders. • Assist in defining implementation approaches, integration timelines, and technical prerequisites to support effective post-sale handoff. • Collaborate with Marketing and Revenue Operations to develop and maintain technical collateral, reference architectures, and technical enablement materials. • Proactively identify and mitigate technical and architectural risks early in the sales cycle.

• Work alongside the sales team to introduce CockroachDB to our potential customers. As a trusted advisor, you will help educate prospects on the unique capabilities of CockroachDB and design solutions to meet a wide variety of challenges. • Lead product and solution briefings, build proof-of-concepts (POC), run live product demos, and prototype CockroachDB integrations. • Partner with Cockroach Labs product management, engineering and support teams to solve customer challenges and improve CockroachDB. • Identify and address customers' key technical objections and develop the engineering strategies strategy to resolve those blockers to adoption.

• Develop and demonstrate subject matter expertise across the Xurrent, StatusCast, and Zenduty platforms and related ITSM/ITOM solutions • Design and deliver tailored product demonstrations and proof-of-value engagements aligned to each prospect’s business goals, technical requirements, and evaluation criteria • Partner closely with Account Executives throughout the sales cycle to support technical discovery, solution alignment, and deal progression • Lead technical discovery conversations to understand customer workflows, pain points, and operational goals, translating business challenges into solution-driven outcomes using Xurrent products • Own the preparation, customization, and delivery of compelling software demonstrations that align with prospective customer requirements and use cases • Maintain a strong understanding of the competitive landscape and confidently address technical and business objections during the sales process • Collaborate cross-functionally with Product Marketing, Integration Architects, Service Management Architects, Product Management, Development, and Customer Success teams to develop and maintain high-quality presales assets and solution messaging • Ensure presales collateral and technical messaging accurately position Xurrent solutions to address customer challenges and business outcomes • Participate in RFI, RFP, and RFQ processes by developing technical responses that clearly communicate customer value and solution fit • Identify opportunities to deliver measurable business outcomes and develop innovative solutions in collaboration with internal stakeholders • Support Sales organization objectives and contribute toward individual and team revenue goals • Build and maintain strong relationships with prospective customers and key stakeholders • Maintain accurate and up-to-date opportunity, technical evaluation, and customer interaction details within CRM systems • Manage and maintain demo environments, including software upgrades, configurations, integrations, and new feature enablement • Provide actionable customer and market feedback to Product Management to help shape future product enhancements • Ensure a smooth transition from sales to implementation by partnering closely with Customer Success and delivery teams.