Role Description We are looking for a confident and professional Lead Qualification Specialist to be the first point of contact for incoming enquiries across the company’s brand portfolio. You will engage with prospects, understand their needs, verify qualification criteria, and schedule suitable appointments for the sales team. This is not a closing sales role. Your focus is on listening, asking the right questions, maintaining professional conversations, and ensuring only qualified prospects move forward. Strong communication skills, attention to detail, and the ability to manage leads efficiently are essential for success in this role. Key Responsibilities - Follow up with new enquiries and inbound leads across multiple brand channels - Conduct secondary/follow-up phone conversations to understand prospect needs and determine suitability - Qualify leads based on established criteria before scheduling appointments or killing opportunities with the supporting loss reasons - Book qualified meetings for the sales team and provide detailed handover notes - Maintain accurate and up-to-date CRM records, including lead information, tags, and notes - Manage lead stages and ensure all opportunities are properly tracked - Identify trends in lead quality, conversion performance, and potential process improvements - Support smooth communication between prospects and the sales team - Work aligned with Australian business hours Qualifications - Strong verbal and written communication skills with a confident, natural phone presence - Clear and professional spoken English with the ability to build rapport easily - Previous experience in lead qualification, appointment setting, customer engagement, or sales support - Experience working with CRM systems such as GoHighLevel, HubSpot, Salesforce, Close, Zoho, or similar platforms - Strong attention to detail and commitment to maintaining accurate records - Highly organized with the ability to manage multiple leads and priorities at the same time - Comfortable working independently and taking ownership of daily tasks - Strong written communication skills for CRM notes, follow-ups, and internal updates Nice to Have - Experience working with Australian businesses or clients - Background in B2B lead qualification or service-based industries - Familiarity with sales automation workflows and CRM processes - Previous experience supporting franchise, consulting, or professional services businesses Work Arrangement & Expectations This is a remote role that will be set up as an independent contractor engagement. To ensure alignment and transparency, successful candidates will be expected to: - Disclose any existing ongoing roles or client work - Reflect this engagement on their LinkedIn profile (clearly marked as “Independent Contractor”)

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. Responsibilities: - Partner with direct sales, partners and larger account teams on Fortune 500 customers, 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: - We're looking for a dynamic team member with a go-getter attitude who will both learn from and teach our passionate and growing organisation. - On paper, you have 2+ years of experience interacting with customers in a pre-sales capacity, with excellent communication, strong presentation skills to multi-level audiences, and unmatched agility to do what it takes to get the job done. You've got a customer-centric mindset with a proven track record in building executive relationships with customers and rallying the internal teams to collaborate across the company to meet our customers' needs. - You're a creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions. You're equally comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences. You love to learn and continuously grow and challenge yourself, are open to giving and receiving feedback, tolerate failure, love to win, hate to lose, and are passionate about making customers and Atlassian successful. - You are fluent in English and in Spanish or French (Italian or Portuguese is a plus). 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 . In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.

• Support EXFO Sales and Account Team by promoting testing equipment into the network service provider market • Provide support presence at trade shows, conferences, and customer demonstrations focusing on technical product applications • Develop and deploy customer training curriculum in coordination with Sales Manager and Account Management Team • Participate in field evaluations to ensure customers are properly trained and tutored on EXFO testing solutions • Manage aspects of Customer evaluations in close coordination with sales and account manager to ensure product approval • Respond to RFPs in close coordination with sales manager to provide the best positive response to all technical requirements • Support will consist of maintenance and preparation of demo materials, performing product demonstrations, specific application support for clients and ongoing support • Provide solution proposals and justification to suit customer needs • Maintain close supportive relationships with focus accounts to ensure smooth acceptance of products • Provide customized test plans and job aids to ensure smooth acceptance of products • Assists customers with development of test methodologies and procedures • Provide market interface between Product Management Team and customers by developing and maintaining key relationships at focus accounts • Advise Product Management Team on product feature/road map to coordinate with upcoming customer requirements • Provide competitive intelligence – feature set, road map, pricing

Role Description - Work closely with the sales team to identify prospects. - Demonstrate our full portfolio of solutions that help keep organizations safe from threats and protect their operations and information. - Educate customers, prospects and partners on the diversity of technical, operational and business challenges many organizations face and how Check Point solutions can solve them. - Drive meetings with potential and existing customers to identify their problems and provide appropriate solutions. - Address technical questions, offer insight into best practices and manage Proof-of-Concepts. - Respond to RFI's & RFP's. - Engage and educate key partners and customers on the latest security technologies. - Active participation in cyber security events. Qualifications - 4-8 years of engineering and pre-sales experience. - Possess strong analytical and problem solving skills. - Good understanding of typical customers networks. - Ability to create an end-to-end security solution for a customer’s environment. - Excellent communication and presentation skills. - Relevant certifications highly preferred, e.g. CCNP / CISSP/ CCSA / CCSE. Requirements - Must be eligible to work in the US without sponsorship from an employer now or in the future. Benefits - Exposure to exciting and award winning technologies in the Cyber Security industry. - Opportunity to fulfill your potential by rolling out creative ideas and projects. - Work with and build long-lasting relationships with a team of brilliant people. - Healthcare benefits. - 401(k) plan and company match. - Short-term and long-term disability coverage. - Basic life insurance. - Stock awards and an employee stock purchasing plan.