I&C Commercial Specialist: Drive Deals & Growth

Prysmian Group; Perth; Híbrido; AUD 150.000 - 190.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Hybrid/Remote work

Competitive benefits

Descripción de la vacante

AZScaler is seeking a Senior Sales Engineer in Perth to guide customers through AI and security transformations. You will lead discovery, recommend architectures, and run proofs of concept that translate complex security needs into practical business outcomes.

This role blends technical execution with cross-functional collaboration across sales, product, and services. You will mentor peers, design security architectures, deliver tailored demos, and help drive key enterprise opportunities across

Formación

• 8+ years of experience in presales, solutions consulting, or a related technical role.
• Proven track record leading AI/ML proof-of-concept engagements.
• Ability to translate customer needs into tailored demonstrations and business outcomes.

Responsabilidades

• Lead enterprise AI proof-of-concept engagements from design through delivery.
• Design and deliver tailored demonstrations, workshops, and proofs of concept.
• Collaborate with sales, Solutions Consulting, and product teams to address customer requirements.

Conocimientos

AI/ML knowledge

Sales engineering

Technical presentation

Excellent communication

Cross-functional collaboration

Educación

Bachelor's degree in Computer Science / Software Engineering / Data Science

Herramientas

Python

SQL

LangChain

LlamaIndex

Descripción del empleo

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Zscaler (NASDAQ: ZS) accelerates digital transformation so customers can be more agile, efficient, resilient, and secure. The Zscaler Zero Trust Exchange platform protects thousands of customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Distributed across 200+ public data centers globally and thousands of private sites at the edge, the SASE-based Zero Trust Exchange is the world's largest in-line cloud security platform.
We believe the future of work is Human + AI and are building an AI-native enterprise where human potential is amplified by machine intelligence to solve the world's hardest security challenges. Driven by deep customer obsession, we are committed to the mission, outcome, and to each other. We bring these commitments to life through three core behaviors: ownership and collaboration, trust through outcomes and impact, and a challenge culture with ongoing feedback. Ready to make an impact at the company pioneering security transformation in the AI era? Join us at Zscaler.
Role
We are looking for a Senior Sales Engineer to join our team. This is a hybrid role based in Perth, reporting to the Senior Sales Engineering Manager in the APJ Field Sales department. You will advise and challenge customers to migrate from legacy network and perimeter models toward Zero Trust architecture using the Zscaler Zero Trust Exchange (ZTE). In this role, you will lead technical customer engagements, from discovery and architecture discussions to tailored demonstrations and proofs of concept, translating complex security needs into practical business outcomes while partnering cross-functionally to elevate team capability.
What you'll do (Role Expectations)
+ Partner with account teams to understand business and technical priorities, shape solution strategy, and advance complex enterprise opportunities across ANZ
+ Design and present compelling security architectures aligned to customer requirements through tailored demonstrations, proofs of concept, and technical workshops
+ Build trusted advisor relationships with diverse customer stakeholders, ranging from technical practitioners to senior executives, throughout evaluation and adoption
+ Own the technical sales cycle by addressing objections and risks, coordinating specialist resources, and translating customer needs into differentiated solution proposals
+ Elevate team capability by mentoring sales engineering peers, sharing reusable technical practices, and collaborating cross-functionally across sales, product, and services teams
**Who You Are (Success Profile)**
+ You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful.
+ You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution.
+ You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact.
+ You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback, knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust.
+ You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose.
**What We're Looking for (Minimum Qualifications)**
+ Foundational understanding of AI/ML technologies and experience leveraging, securing, or positioning AI-driven solutions to optimize outcomes within your functional domain
+ Demonstrated success in a customer-facing sales engineering, solutions consulting, or equivalent technical role supporting complex enterprise opportunities
+ Proven ability to lead technical discovery and deliver tailored presentations, demonstrations, and proofs of concept that address customer requirements and business outcomes
+ Excellent communication, relationship-building, and collaboration skills, including the confidence to engage credibly with senior customer stakeholders and sales teams
+ Customer-first, self-directed approach with a demonstrated ability to manage competing priorities and collaborate effectively across a geographically distributed team
**What Will Make You Stand Out (Preferred Qualifications)**
+ Familiarity with enterprise AI adoption risks, AI security frameworks, or industry AI security certifications, paired with experience using AI tools to streamline technical sales workflows
+ Strategic enterprise experience supporting large, complex customer environments across ANZ, including executive engagement and multi-stakeholder evaluations, with mining industry experience highly regarded
+ Hands-on technical exposure to enterprise networking, Zero Trust architecture, SASE/SSE, secure access, cloud security, data protection, or identity security
#LI-Remote
#LI-NL1
At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure.
Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including:
+ Various health plans
+ Time off plans for vacation and sick time
+ Parental leave options
+ Retirement options
+ Education reimbursement
+ In-office perks, and more!
Learn more about Zscaler's hybrid working model and benefits here ( .
By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines.
Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to success. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. _See more information by clicking on the_ Know Your Rights: Workplace Discrimination is Illegal ( _link._
Pay Transparency
Zscaler complies with all applicable federal, state, and local pay transparency rules.
Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

This is a pure net-new business role: the mandate is to bring in new logos within an assigned geographic territory, building strong market coverage and creating demand across a diverse portfolio of prospective customers.
Success is measured on new bookings - pipeline generated, opportunities created and deals closed with organisations that are not currently Cornerstone customers. Success also means truly owning your patch: knowing the priority accounts, understanding where the opportunities are, building relationships across your market and creating enough activity and pipeline to consistently deliver your number.
The sales motion combines consultative, outcome-led selling with the pace, discipline and repeatability required in Mid-Market. You will work closely with BDRs, Solutions Consulting, Marketing, Partners and other specialists, while taking personal ownership for creating and progressing opportunities across your territory.
We believe in proof prior to product. The goal isn't to lead with a feature list or immediately jump to a demo. It is to understand what's changing for the customer, identify the resulting business and workforce problem, establish why it matters now, and connect Cornerstone to an outcome worth solving.
**In this role you will.**
**Consultative Discovery & Customer Engagement**
+ Gain a strong understanding of a prospect's business priorities, workforce challenges, technology environment and desired outcomes before proposing a solution.
+ Lead conversations that move from what is changing → business problem → workforce problem → why now → who cares → required outcome.
+ Translate customer challenges into clear, relevant workforce use cases that connect technology to measurable business outcomes.
+ Lead with the customer's problem rather than starting with Cornerstone's products.
+ Adapt your discovery and messaging across different industries and customer environments within your geographic territory.
+ Ask questions that go beyond traditional HR technology - exploring how work, roles, skills and capability are changing and what that means for the organisation.
+ Recognise patterns across your territory and use those learnings to make future customer conversations faster, sharper and more relevant.
+ Partner with Solutions Consulting when deeper technical discovery, solution design or demonstration is required.
+ Bring a **builder mindset** to the sales process - curious, commercially creative and willing to test new approaches.
+ Keep the sales process simple where possible: understand what the customer actually needs, bring in the right resources at the right time and maintain momentum.
**Mid-Market Territory Development & Prospecting**
+ Own an assigned mid-market territory and develop a clear plan for how you will penetrate, prioritise and grow that market.
+ Identify and prioritise target accounts based on opportunity, propensity to buy, business triggers and whitespace.
+ Build and maintain a healthy pipeline of net-new logos through consistent self-generated prospecting, BDR collaboration, Marketing activity, partner referrals and local market relationships.
+ Create broad coverage across your territory rather than relying on a small number of large opportunities.
+ Maintain pipeline coverage appropriate to your conversion rate and proactively create pipeline before it becomes a quarter-end problem.
+ Develop strong knowledge of the organisations and business community within your geography and identify relevant market triggers that can create customer conversations.
+ Use repeatable campaigns, customer stories, events and workforce use cases to create demand efficiently across multiple accounts.
+ Develop and evangelise workforce use cases across skills intelligence, workforce planning, learning, talent and AI.
+ Position strategic entry points into broader customer conversations, while identifying natural pull-through opportunities across the wider Cornerstone portfolio.
+ Work closely with BDRs to create coordinated account activity and maintain a consistent prospecting rhythm.
+ Leverage Marketing and Partners to extend your reach across the territory and create additional routes into target accounts.
+ Continuously test, learn and adapt - understanding which messages, personas, use cases and activities are creating conversations and doubling down on what works.
**Full-Cycle Sales Execution**
+ Own the complete sales cycle end-to-end: territory planning, prospecting, discovery, solution positioning, demonstration, business case, proposal, negotiation and close.
+ Balance velocity with quality - progressing opportunities efficiently without sacrificing good discovery.
+ Lead with the customer's problem and desired outcome rather than the product - sell the problem before selling the solution.
+ Translate Cornerstone's capabilities, including AI and workforce intelligence, into clear and measurable business value.
+ Sell intelligence and outcomes, not just software - connecting workforce data, insights and AI capabilities to decisions customers need to make.
+ Build concise, compelling use cases and business cases appropriate to Mid-Market customers.
+ Build relationships across multiple stakeholders, from HR, Talent and L&D leaders through to IT, Finance, Transformation, Operations and executive sponsors where appropriate.
+ Understand the buying process early and create a clear mutual path to decision.
+ Create urgency by establishing a credible why now, rather than relying on artificial sales timelines.
+ Take a consultative approach to diagnosing workforce and talent challenges and proposing the right combination of technology, services and partner capability.
+ Protect and complement customers' existing HR technology investments by showing how Cornerstone can help those investments work better.
+ Be confident creating demand around emerging use cases where the customer may not yet have a defined project, buying category or budget.
+ Know when an opportunity needs deeper technical or executive support - and when it doesn't.
+ Maintain momentum throughout the sales cycle and proactively remove blockers to decision.
+ Consistently meet or exceed new-business quota, pipeline creation and revenue targets.
+ Forecast accurately and maintain high-quality opportunity and pipeline data.
**Deal Support & Handoff**
+ Partner with Solutions Consulting and technical resources at the appropriate stages of the sales cycle.
+ Bring the right Cornerstone resources into opportunities without unnecessarily over-engineering the sales process.
+ Collaborate with Marketing, BDRs, Partners, Legal, Deal Desk, Services and Customer Success to progress and close opportunities.
+ Identify when a partner-led approach can provide greater reach, capability or commercial value to the customer.
+ Ensure customer requirements, use cases, expected outcomes and commitments are clearly captured before handoff.
+ Collaborate with Legal and Deal Desk to structure and finalise new-customer agreements efficiently.
+ Own a clean transition into Implementation and Customer Success so the customer experience reflects what was agreed during the sales cycle.
+ Capture and share learnings from wins and losses so the broader team can improve messaging, campaigns and execution across other territories.
**You've got what it takes if you have.**
+ Strong technology, SaaS, data, AI or transformation-oriented sales experience, ideally working with Mid-Market or lower-enterprise customers. You don't need to come from traditional HR technology - we're interested in sellers who understand how technology can solve real business problems.
+ A track record of consistent quota achievement and net-new logo acquisition.
+ A genuine hunter mentality - you're comfortable creating your own opportunities rather than waiting for pipeline to arrive.
+ Experience owning a geographic territory and the discipline to prioritise where you spend your time across a large number of potential accounts.
+ Strong prospecting skills and comfort using multiple channels to create conversations with customers who don't already know you.
+ The ability to manage a higher-volume sales motion while still delivering strong discovery and consultative selling.
+ Strong territory, pipeline and time-management discipline.
+ Commercial curiosity about AI, data and emerging technology. You don't need to be an AI engineer, but you should genuinely want to understand how AI is changing work, roles, skills and workforce decisions - and be excited about taking those conversations to customers.
+ The ability to sell intelligence and outcomes, not just software - connecting data, workforce insights and AI capabilities to decisions a customer needs to make.
+ The curiosity to ask questions beyond traditional HR technology: _What work is changing? What capabilities will you need? What skills do you already have? What could AI augment or automate? Where are the gaps?_
+ The ability to move comfortably between HR conversations and broader business conversations with IT, Transformation, Operations and executive stakeholders.
+ Strong business acumen and the ability to connect workforce challenges to strategic priorities and measurable value.
+ A "figure it out together" mindset - comfortable operating where the answer isn't always obvious and willing to collaborate to find it.
+ Confidence selling emerging propositions and creating demand where a customer may not yet have a defined project, buying category or budget.
+ An understanding of SaaS commercial models and technology buying processes, even if your background isn't exclusively SaaS.
+ Confidence using AI and modern sales technology yourself - to research accounts, identify signals, personalise outreach and improve your productivity.
+ The ability to articulate complex ideas simply, particularly when selling new concepts such as workforce intelligence, skills intelligence and AI.
+ The judgement to know when to bring in Solutions Consulting, Partners or leadership and when to keep an opportunity moving yourself.
+ Strong communication, presentation, negotiation and creative problem-solving skills.
+ The ability to operate autonomously while actively contributing to the broader team.
+ A strong learning mindset: curious about your customers, territory and technology, and willing to continually test, learn and adapt.
+ Low ego and high accountability. You own your territory, your number, your pipeline, your commitments and your development - while recognising that the best outcomes come from working as a team.
+ A "no brilliant jerks" mindset. We want high performers, but how you win matters. You collaborate, share what you learn, help your teammates succeed and make the people around you better. Individual brilliance is great; brilliance at the expense of the team isn't.
+ Willingness to travel within your territory as required for prospect meetings, events, discovery and closing activity.
At Cornerstone, we want people who are ambitious about what they can achieve individually and what we can achieve together.
We're building a high-performance sales culture where curiosity, accountability, collaboration, pace and a willingness to challenge the status quo matter just as much as the number.
We don't expect you to know everything on day one. We do expect you to be curious - about your customers, about AI, about data, about how work is changing and about what's possible when technology and workforce intelligence come together.
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at
**Our Company**
Teradata is the connected multi-cloud data platform for enterprise analytics company. Our enterprise analytics solve business challenges from start to scale. Only Teradata gives you the flexibility to handle the massive and mixed data workloads of the future, today.
The Teradata Vantage architecture is cloud native, delivered as-a-service, and built on an open ecosystem. These design features make Vantage the ideal platform to optimize price performance in a multi-cloud environment.
**What You'll Do**
The AI Sales Engineer is Teradata's regional AI specialist for Asia Pacific and Japan, responsible for helping customers realize the value of enterprise AI through compelling demonstrations, technical workshops, proof-of-concept engagements, and architectural guidance.
This role partners with both Enterprise and Growth sales teams across APJ, supporting strategic opportunities where AI is a primary evaluation criterion. Rather than owning a specific territory or account list, the AI Sales Engineer serves as a regional expert, driving AI opportunities across multiple markets while building reusable assets and best practices that elevate the technical capabilities of the broader presales organization.
Success in this role means becoming the trusted AI advisor for customers and field teams, accelerating AI adoption, enabling successful customer outcomes, contributing to commercial wins, and establishing a scalable AI demonstration framework that can be leveraged across APJ.
**Who You'll Work With**
+ Reporting to the APJ CSA Lead.
+ Partnering closely with POD Sales Leaders, Customer Solution Architects (CSAs), Sales Engineers, Product Specialists, and Account Teams across APJ.
+ Collaborating directly with Teradata's global AI Product Management and Engineering organizations to provide field feedback and influence roadmap priorities.
+ Supporting customers, partners, analysts, and industry stakeholders across key APJ markets including Australia, Japan, ASEAN, Korea, and Taiwan.
**What Makes You a Qualified Candidate**
+ 8+ years of experience in presales, solution architecture, AI engineering, data engineering, or a related customer-facing technical role.
+ Demonstrated experience leading enterprise AI proof-of-concept engagements from design through delivery and business outcome.
+ Hands-on expertise building and presenting AI solutions involving large language models (LLMs), retrieval-augmented generation (RAG), vector search, and AI workflow orchestration.
+ Strong proficiency in Python and SQL with the ability to develop, customize, and present live demonstrations in customer environments.
+ Bachelor's degree in Computer Science, Software Engineering, Data Science, Mathematics, or a related discipline, or equivalent professional experience.
**What You'll Bring**
+ Experience designing and delivering AI-focused customer engagements across both existing customer environments and new business opportunities.
+ Practical knowledge of AI Studio, vector databases, enterprise AI architectures, and modern AI orchestration frameworks such as LangChain or LlamaIndex.
+ Understanding of enterprise data architecture, governance, performance optimization, and large-scale analytics platforms.
+ Knowledge of competitive AI and data platform offerings including Snowflake Cortex, Databricks Mosaic AI, Google Vertex AI, Azure OpenAI Service, Cloudera, IBM, and open-source AI ecosystems.
+ Strong communication skills with the ability to present complex technical concepts to both executive and technical audiences.
+ Experience creating reusable demonstrations, technical assets, enablement programs, and best-practice documentation.
+ Ability to influence without authority and support multiple stakeholders across diverse geographies and cultures.
+ Knowledge of AI use cases across industries such as Financial Services, Retail, Manufacturing, Supply Chain, Public Sector, and Government.
+ Passion for continuous learning and staying current with emerging AI technologies, governance requirements, and market trends.
**Why We Think You'll Love Teradata**
We prioritize a people-first culture because we know our people are at the very heart of our success. We embrace a flexible work model because we trust our people to make decisions about how, when, and where they work. We focus on well-being because we care about our people and their ability to thrive both personally and professionally.
+ We are an anti-racist company because our dedication to Diversity, Equity, and Inclusion is more than a statement. It is a deep commitment to doing the work to foster an equitable environment that celebrates people for all of who they are.
**Work and life: Find your happy medium at Amex GBT.**
+ **Flexible benefits** are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources to support you and your immediate family.
+ **Travel perks:** get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.
+ **Develop the skills you want** when the time is right for you, with access to over 20,000 courses on our learning platform, leadership courses, and the job openings available to internal candidates first.
+ **We strive to champion Inclusion** in every aspect of our business at Amex GBT. You can connect with colleagues through our global INclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, and achievements, and drive company awareness and action.
+ And much more!
All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.
**What if I don't meet every requirement?** If you're passionate about our mission and believe you'd be a phenomenal addition for us, don't worry checking every box; please apply anyway. You may be exactly the person we're looking for!