Solution Architect

As a seasoned Solutions Strategy Architect, you will steer the sales process by setting a confident tone and defining the strategic direction from the outset of the engagement. This role entails direct interaction with customers and providing strategic insights to the sales team. Collaborating closely with sales, subject matter experts, and product management, your goal is to effectively position our cutting-edge technology.Your prowess in articulating the value of our technology to both business and technical stakeholders is essential for ensuring optimal customer satisfaction at every phase of the engagement.Key Responsibilities:Technical Pre-Sales Support: Offer technical assistance throughout the sales cycle, emphasizing the early (prospecting and discovery) and late (negotiation/defense of the technical win) stages.Technical Discovery: Conduct technical discovery sessions to identify customer challenges and glean a thorough understanding of their desired outcomes through collaboration with stakeholders.Solution Validation: Incorporate brief demonstrations to validate the proposed solutions' trajectory.Value Proposition: Present the technical value proposition of CyberArk’s machine identity solutions at an executive level, clearly illustrating how they address specific customer issues and bridge the gap between current and future states.Influence Solutions Engineering Activities: Provide key insights that guide subsequent solutions engineering activities, including comprehensive demos, deep-dive presentations, proof-of-value (POV), and proof-of-concept (POC) engagements.Content Creation: Generate high-quality, tailored technical content, including detailed solution diagrams and presentations that effectively communicate the value and functionality of CyberArk’s machine solutions.Feedback Communication: Convey customer feature requests, requirements, issues, and overall market feedback to the product and solutions teams.Evangelism: Assist CyberArk’s evangelism initiatives through formal activities such as webinars, seminars, lunch-and-learn sessions, and industry trade shows, as well as informal engagement with customers, partners, and social channels.Product Mastery: Sustain an in-depth understanding of CyberArk’s machine identity offerings and strive to fully comprehend common customer technology stacks, challenges, and competitive solutions.#LI-HYBRID#LI-ZL1

About SecurityScorecard: As the premier authority in cybersecurity ratings, SecurityScorecard evaluates over 12 million companies across 64 countries. Established in 2013 by esteemed security and risk professionals Dr. Alex Yampolskiy and Sam Kassoumeh, our innovative rating technology is utilized by more than 25,000 organizations for self-assessment, third-party risk management, board reporting, and cyber insurance underwriting. We empower organizations to bolster their resilience by simplifying the identification and remediation of cybersecurity vulnerabilities within their digital landscapes. Located in New York City, our workplace culture has garnered accolades such as being recognized as a "Best Workplace" by Inc Magazine, and one of the "Best Places to Work in NYC" by Crain’s NY. Additionally, SecurityScorecard has been listed among Fast Company’s annual compilation of the World’s Most Innovative Companies for 2023 and was honored in the Achievers 50 Most Engaged Workplaces in 2023, celebrating our commitment to exceptional employee engagement. We are backed by leading investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV, and Riverwood Capital. About the Team: Our Solutions Architect team acts as trusted advisors and business partners to both internal teams and potential clients, offering profound insights into the market and our solutions. We are driven by intellectual curiosity and take pride in delivering impactful solutions to our customers, fueled by our passion for cybersecurity. As a Solutions Architect, you will collaborate closely with the Field Sales and Channel Team in the ANZ region throughout the entire sales lifecycle, crafting solutions tailored to meet specific customer security requirements. A key aspect of this role involves articulating the value proposition of SecurityScorecard’s platform and suite of solutions while effectively positioning us against competitors. You will also work cross-functionally, providing crucial customer feedback to the product teams to shape our roadmap. Your role will include delivering essential technical enablement to our SecurityScorecard Channel partners, ensuring they remain informed about new product enhancements and developments.

Join our dynamic team at CyberArk as a Principal Account Executive specializing in Machine Identity Security in the ANZ region. We are on the lookout for high-performing sales professionals who are eager to expand our customer base within this innovative portfolio. Based in Australia, you will play a vital role in managing all sales and business development initiatives in the area.Your collaboration with our go-to-market teams and channel partners will be crucial as you engage with large enterprise accounts. Contribute to our rapid growth in a fast-paced, collaborative, and enjoyable environment as a valued member of the CyberArk family.Key Responsibilities:Drive new business opportunities within existing CyberArk accounts and prospects while continuously building a long-term pipeline to enhance our Machine Identity Security business in the region.Collaborate effectively with the Go-To-Market teams to maximize synergies and drive sales success.Leverage our competitive advantages by articulating the value of our Machine Identity Management platform to outshine competitors.Establish and nurture professional relationships with customers and prospects across various levels, from C-suite executives to operational staff, to gain a deep understanding of their specific business needs related to Machine Identity Management projects.Engage with business partners within the broader ecosystem of system integrators and advisory firms.#LI-HYBRID#LI-RC1

Join Timescapes as our Director of Sales, ANZ, where your expertise in Construction Technology will drive our success in the region!As the Director of Sales, you will spearhead the development and execution of our sales strategy, securing key customers and leading a dedicated team as we transition from early-stage success to a formidable market presence.This pivotal leadership position will focus on accelerating revenue growth and expanding our market share across Australia and New Zealand. You will play a crucial role in not only meeting but exceeding ambitious sales targets through the design and implementation of a robust, results-oriented sales strategy. The ideal candidate will have in-depth knowledge of the construction market in Australia and New Zealand, alongside exceptional leadership capabilities and a proven history of optimizing sales processes and cultivating high-performing sales teams. Your experience in scaling sales teams in their formative stages will be invaluable, as will your ability to foster accountability and drive results efficiently. You thrive on coaching, recruiting, and developing top-tier sales talent, bringing the energy and urgency necessary to achieve success.Your responsibilities will encompass:Sales Leadership & StrategyFormulate, execute, and continuously enhance a tailored sales strategy for the Australian & New Zealand construction sectors, in alignment with company goals and revenue objectives.Conduct comprehensive market analysis to uncover key growth opportunities, emerging trends, and the competitive landscape.Establish clear sales objectives, key performance indicators (KPIs), and metrics to monitor progress and uphold accountability.Collaborate with senior leaders to forecast sales, set budgets, and allocate resources efficiently to maximize ROI.Revenue Generation & Target AchievementLead the ANZ sales team (currently consisting of 2 Account Executives in New Zealand and 5 in Australia) to consistently meet and exceed aggressive quarterly and annual revenue goals.Identify and engage with relevant construction projects at optimal times, partnering with general contractors, project owners, and trade partners.Drive new business growth through effective prospecting, lead generation, and pipeline management techniques.Cultivate strong relationships with key accounts to maximize expansion potential.Actively participate in selling and closing deals, both in person and virtually, while mentoring and managing the sales team.Represent Timescapes as a Brand Ambassador at live and virtual events.

Job DescriptionAs the Product Strategy Manager – ANZ, you will play a pivotal role in executing our product strategy across Australia and New Zealand. This position emphasizes the physical product and commercial strategy, focusing on menu curation, recipes, concepts, and themes, rather than software or app management. Your contributions will be crucial, as the weekly menu is at the heart of our offerings, directly influencing customer satisfaction and our growth trajectory.Located in Chippendale (Sydney), you will report to the Associate Director of Product Strategy.Your Responsibilities Include:Evaluating recipe and SKU-level performance to derive actionable insights and recommendations.Managing and executing the merchandising calendar, highlighting seasonal themes, cultural moments, and culinary trends.Assisting in the launch of new concepts, portfolio adjustments (like Classic, Healthy, or Family), and innovative ideas.Collaborating with the Menu Planning and Culinary teams to ensure that weekly menus align with the planned themes and concepts.Working cross-functionally with Marketing, Procurement, and Operations to communicate timelines and ensure project milestones are achieved.Preparing structured presentations, reports, and documentation for senior stakeholders and business reviews.Maintaining dashboards and trackers to ensure product data is up-to-date and accurate.Identifying and implementing opportunities to enhance processes and templates for quicker decision-making.

Greetings!Join ServiceRocket, a leading tech-enabled services firm based in Palo Alto, California. Our mission is to be your most dependable partner in driving growth. At ServiceRocket, we prioritize the development of every Rocketeer and the trust of each customer.With over twenty years in the industry, we’re here to support you.Why You Should Choose ServiceRocket - Over 20 years of expertise in tech services with numerous partnerships among industry leaders.- Our diverse community of Rocketeers embraces our values, fostering collaboration and achieving a 4.7 rating on Glassdoor.- Our vibrant culture is inclusive and fun, promoting your professional development and personal wellness.- We are recognized for our innovative approach, impactful contributions, and exceptional customer support, having received the Atlassian Partner of the Year 2024–2025 award for Co-Selling Excellence.Explore our website to discover more and join our Rocketeer community.At ServiceRocket, we empower fast-growing software companies to create ecosystems that enhance their reach and maximize customer value. We are seeking an Associate Solutions Architect who is eager to launch their career at the crossroads of technology and business strategy.This entry-level role is designed to cultivate you into a strategic, trusted advisor. You will collaborate with senior architects and account teams to convert complex customer challenges into structured solutions that yield tangible business results.This position aims to develop essential skills for a proficient Solution Architect, including technical expertise, structured problem-solving, workshop facilitation, business acumen, and executive communication, while actively engaging in real customer projects.

As a Sales Operations Manager for the ANZ region, you will play a pivotal role in driving sales efficiency and effectiveness. You will collaborate closely with cross-functional teams to streamline processes, implement best practices, and leverage data-driven insights to support our sales strategy. Your expertise will contribute to the growth and success of CyberArk in this dynamic market.

GBG helps people and businesses connect securely in the digital world. For over 30 years, the company has focused on accurate identity and address verification, using trusted data sources to support digital authentication for everyone. Loqate, a part of GBG, specializes in location intelligence and provides tools for verifying identities and addresses. The Loqate ANZ team operates from Sydney, Canberra, Melbourne, and Auckland. Role overview The Business Development Manager - ANZ will drive Loqate's growth across Australia and New Zealand. This position manages client portfolios, expands market reach, and supports the full range of GBG solutions. The role reports to the APAC Sales Director based in Singapore. What you will do Find and pursue new business opportunities in targeted markets. Build and maintain strong relationships with clients and business partners. Meet revenue targets by renewing clients, upselling, and bringing in new business. Work with marketing and product teams to strengthen brand presence. Provide accurate sales forecasts and regular reports to leadership. Keep up with industry trends and monitor competitors. How you will contribute Maintain regular updates with your line manager on activities and progress toward strategic goals. Develop and execute sales strategies using the MEDPICC framework. Collaborate with internal teams, especially marketing and product. Track ongoing changes in the industry and competitive landscape.

Join KPMG Australia as a Salesforce Presales Solution Architect, where you will leverage your expertise in Salesforce to design and implement innovative solutions that meet our clients' needs. This full-time position offers an exciting opportunity to work alongside a talented team of professionals in a dynamic environment.

Join Gong as an Enterprise Account Executive in Sydney and become part of a transformative team leveraging AI to redefine revenue management. In this pivotal role, you will drive the acquisition of new clients while fostering strong relationships to create enthusiastic advocates for our innovative solutions. Your expertise will guide you through complex sales processes, where your creativity in prospecting and insatiable curiosity will position you as a thought leader in the industry. We seek dynamic individuals who challenge the norm and are eager to make a substantial impact on our growth journey. Embrace the opportunity to elevate your sales career while contributing to Gong's mission of empowering revenue teams worldwide.

Role Overview Qualtrics is hiring a Head of Sales for the Australia and New Zealand (ANZ) region, based in Sydney. This leader will guide sales strategy and execution, with a focus on growth and building strong customer relationships. What You Will Do Develop and implement a strategic sales plan tailored to the ANZ market Lead, mentor, and motivate the regional sales team Set clear goals and provide direction to help the team reach ambitious targets Promote a customer-focused approach in all sales activities Foster long-term partnerships with clients throughout Australia and New Zealand Location This role is based in Sydney, New South Wales, Australia.

Anthropic seeks a Communications Lead to shape its voice and presence across Australia and New Zealand. Based in Sydney, this role focuses on building strong connections with audiences in the region and ensuring the company’s message supports its broader mission. Key responsibilities Create and implement communication plans tailored for the ANZ market Collaborate with teams throughout Anthropic to ensure consistent and aligned messaging Enhance Anthropic’s public image through clear and thoughtful communication Make sure all communications reflect the company’s values and vision Location This role is based in Sydney, Australia.

Role overview The Head of ANZ, Applied AI at Anthropic leads strategic work in artificial intelligence across Australia and New Zealand. This senior position shapes projects and partnerships that advance the use of AI with the goal of making a broad, positive impact on society. What you will do Set Anthropic’s AI direction and priorities within the ANZ region Partner with stakeholders to find and develop opportunities for meaningful AI applications Promote collaboration and drive innovation in building and delivering AI solutions Location This role is based in Sydney, Australia.

As a Solutions Architect at Vanta, you will play a vital role in designing and implementing innovative solutions that meet our clients' needs. You will work closely with cross-functional teams to ensure seamless integration of technology solutions and provide expert guidance throughout the project lifecycle. Your technical acumen and strategic thinking will empower organizations to enhance their security and compliance posture.

Join KPMG Australia as a Salesforce Solution Architect and leverage your expertise to design and implement innovative Salesforce solutions that drive business success. You will collaborate with cross-functional teams to analyze client requirements, develop technical specifications, and deliver scalable solutions that enhance business processes.

The APJ GTM Strategy and Operations team at Datadog is a newly formed unit dedicated to strategic planning as well as daily operational excellence across the region. Our team identifies, analyzes, and prioritizes improvement initiatives that enhance revenue and operational effectiveness. We craft business cases for APJ investments, optimize resources during the annual planning cycle, and work closely with global teams to refine systems, tools, programs, and processes. Additionally, we spearhead the execution of global initiatives within APJ while sharing best practices across regions to facilitate global scaling. As the inaugural GTM Strategy and Operations Senior Associate for Australia and New Zealand (ANZ), you will play a pivotal role in scaling essential GTM processes, fostering local adoption of global initiatives, collaborating with local sales leadership to drive revenue, and ensuring operational excellence on a daily basis. This position offers continuous learning opportunities while working cross-functionally with diverse global departments to maximize efficiency and capitalize on growth prospects through data analysis and engagement with sales leadership. Your contributions will be crucial in accelerating our business in ANZ and enhancing GTM productivity by managing vital operations in the region. The ideal candidate will possess a natural curiosity and a solution-oriented mindset, keen to investigate and resolve daily challenges faced by our sales teams while innovating to address ongoing issues. At Datadog, we value our office culture—the relationships we foster, the collaboration we encourage, and the creativity we inspire. Our hybrid workplace model allows Datadogs to achieve a work-life balance that suits their individual needs.

Starling Bank is the UK's pioneering digital bank, dedicated to transforming banking for our 4 million customers across the UK. With a workforce of over 3,000 professionals, we are committed to leveraging technology to help individuals manage their finances effectively.Introducing Engine by Starling - our innovative software-as-a-service (SaaS) platform, initially created to empower Starling Bank. Recently spun off as an independent entity, we aim to partner with ambitious banks globally, enabling them to build thriving businesses using our cutting-edge technology.Our SaaS platform empowers banks and financial institutions worldwide, providing access to digital features and streamlined back-office processes that have been instrumental in Starling's achievements.At Engine by Starling, we prioritize our technologists and foster a fast-paced, dynamic work environment focused on innovation, collaboration, and disruption in the fintech space. Our flat organizational structure encourages all team members to contribute ideas and drive decisions, ensuring a supportive culture where teamwork leads to success.To excel at Engine, we seek self-motivated individuals who take ownership of their projects, from design and development to knowledge sharing and process optimization. Our core values are: Listen, Keep It Simple, Do The Right Thing, Own It, and Aim For Greatness.Hybrid WorkingWe embrace a hybrid working model, and we prefer candidates who are within a reasonable commuting distance from our Sydney CBD office for effective collaboration.About the RoleAs a Solution Architect, you will leverage your expertise in Engine's technology and architecture to articulate product features, identify client needs, and contribute to designing tailored solutions for clients.You will engage in both sales and project delivery phases, ensuring client success through collaboration with various teams within Engine including Technology, Delivery, Product, Client Success, and Business Development.

Puro Storage seeks a Director of Partner Sales to guide the partner sales strategy across Australia and New Zealand. This leadership role centers on driving revenue growth and strengthening relationships with key partners throughout the ANZ region. Role overview The Director will shape and execute strategies to expand Pure Storage’s market presence. Building and maintaining strong connections with partners is essential, as is ensuring they have the resources and support needed to meet joint objectives. Location This position is based in Melbourne, Sydney, or remote within Queensland, Australia.

Sierra is seeking a dynamic and results-driven Enterprise Account Executive to join our growing team in the Australian and New Zealand (ANZ) market. In this pivotal role, you will leverage your extensive sales experience to drive business growth by acquiring and nurturing enterprise customers, ensuring their needs are met with our innovative solutions.