The role:

As an Enterprise Account Executive, you’ll own the strategy and execution of sales initiatives targeting the enterprise market . Your expertise working with large complex multi national organisations, asking questions to identify challenges, and build long-lasting partnerships will be critical to your success. Expertise in operational technology is a plus but not a requirement. 

What you’ll do:

• Develop a deep understanding of customer pain points, industry trends, and Armis’ unique value proposition.
• Build and nurture strong relationships with key technical and decision-makers, including C-suite executives.
• Collaborate cross-functionally with technical, marketing, and customer success teams to deliver tailored solutions.
• Maintain an accurate pipeline and forecast within SFDC.
• Lead your pod of BDR, Sales Engineer, Partner Manager and Customer success to drive consistent results - building pipeline of new opportunities, bringing onboard new clients and expanding with existing clients 
• Represent Armis at industry events, conferences, and client meetings to showcase our thought leadership.

What we expect:

• Proven experience in SaaS-Security enterprise sales 
• Track record of success exceeding quotas and managing complex sales cycles.
• Exceptional communication and negotiation skills to influence at all levels.
• Strategic thinker who thrives in a fast-paced, high-growth environment.
• Familiarity with cybersecurity, IoT, or SaaS solutions.

We are looking for a Technical Customer Success Manager (T.CSM) (German Speaking) to join our growing Customer Success Team, who are a key in helping our valued customers achieve their strategic objectives and obtain maximum value from their investment in their Armis Platform. This will include helping in aligning new use cases to the CISO goals, and identify growth opportunities by informing the customer of our latest innovations, capabilities, and products and match these to the clients’ business goals. In addition, the T.CSM will guide the customer in the successful adoption and operationalization of the Armis platform towards maximum value realization within all levels of the organization so hands-on technical delivery of the platform and configuration is required. The T.CSM serves as the business liaison between the customer and all cross functional teams within Armis, including our Executive team, Product Management, Engineering, Sales, Training and Enablement and others.

What You'll Do:

• Manage a portfolio of up to 30 accounts throughout their lifecycle with Armis.
• Build strong customer relationships by engaging early as the customer transitions from the PreSales phase to deployment. Work with customer and Armis account teams to define success plans and strategy to meet customer’s objectives. 
• Guide the customer through the implementation phase, delivering use cases and value, leading them to an operationalized state.
• Responsible for overall health and retention of the assigned customers, maximizing customer satisfaction (NPS scoring) and driving adoption and value for growth and reference-ability.
• Reporting Risks and Wins internally to Armis account team and externally to account sponsors and executives.
• Understand customer product issues and feature requests in order to represent the appropriate priority and voice of the customer with the Armis product team.
• Establish regular cadence (Monthly, Quarterly, Digital) with each assigned customer, to provide guidance, review executive dashboards and open issues, and communicate program status. This includes delivering Executive Business Reviews to ensure alignment on goals and value realization. 
• Leverage Gainsight to track account activity, health score, risk, and other critical metrics.
• Maintain current functional and technical knowledge of the Armis platform and future products.
• Drive up utilization of the Armis platform and recommend additional features that can be leveraged to improve their security posture
• Build trusted relationships with relevant, technical users and manage stakeholders within assigned accounts
• Serve as a customer advocate to guide other resources at Armis towards achieving customer goals
• Validate customer deployment and configuration align with business use cases. 
• Validate that use cases are appropriately captured and delivered in a timely manner
• Maintain knowledge of 3rd Party solutions and integrations/interoperability with the Armis platform within the assigned customer environments
• Providing technical subject matter expertise where applicable aligned to the expected proficiency 
• Collaborating with Engineering, Product, Support and Sales teams to drive account success

What We Expect 

• Fluent in English and German (spoken and written) 
• Possess exceptional verbal, written, social, presentation, and interpersonal skills.
• 5+  years experience in a related function with direct customer facing, advocacy and engagement experience in post-sales,systems engineering,  professional services or client management functions, ideally in Customer Success.
• 3+ years experience in network engineering, architecture, support, or network design capacity
• 2+ years experience working in Security/Healthcare/automotive/Retail/OT

• Strong technical and problem solving skills coupled with the ability to provide quick resolution to problems.
• Solid project management and solution delivery experience, with demonstrated ability to drive projects from definition to final delivery.

A plus:

• Experience as a CSM or Technical Account Manager/TAM in a Cyber Security SaaS organization.
• 3+ years of experience in relationship building role including service delivery or account management in a post and/or pre sales environment
• 3+ years experience as full-time Deployment Engineer highly preferred or as a Professional Services Engineer, Consultant, or IT/Operations Engineering
• 5+ years experience in a combination of the following; designing, deploying, configuring, supporting, troubleshooting, debugging and coordinating Unified Communications products, devices, solutions, and technologies for small, medium, large and/or enterprise businesses
• Experience implementing a security program within enterprise organization
• Familiarity with various Healthcare/IOT devices and manufacturers
• B.S in IT, IS, CS, MIS, (or equivalent degree) and/or relevant industry qualifications (CISSP, Security +,CEH) desired
• Familiarity/Experience in Cyber Security i.e Endpoint, SOAR, SIEM
• Linux Operating System basic operation and troubleshooting (i.e. Redhat Linux /  CentOS)
• Networking (LAN/WAN, Routing/Switching protocols, Network Security)
• Ability to travel regionally as needed (up to 20-25% per quarter)
• Additional European languages

About the Role:  

Veeam, following its acquisition of Securiti AI - the leader in AI-powered data security posture management (DSPM) - is seeking a Senior Sales Engineer to drive technical leadership in our sales team, focusing on the Securiti AI portfolio. You will partner with a Securiti Sales Specialist and support 3–5 Account Executives and Veeam Solution Engineers as the technical subject matter expert. 

You will guide customers from needs assessment to solution design, delivering hands-on demos and proof-of-concepts to showcase value. Success in this role requires strong technical skills and the ability to build trust with clients. 

Preferred Location: Rome or Milan

What You’ll Do: 

• Act as the primary technical contact for Securiti AI solutions during the sales cycle
• Lead technical discussions and deliver customized security solutions
• Address customer needs in data discovery, posture management, and compliance
• Design and present product demonstrations and proof-of-concepts
• Collaborate with product, engineering, and customer success teams to ensure smooth transitions 

What You’ll Bring: 

• Significant experience in pre-sales or sales engineering
• Strong understanding of data and/or cloud security
• Effective communicator with both technical and business stakeholders
• 10+ years technical sales experience in security
• 15+ years in Software/SaaS/Enterprise technical sales
• Hands-on experience with AWS, Azure, or GCP
• Knowledge of data privacy/security standards (e.g., GDPR, NIST 800-53, ISO 27001)
• Experience with DSPM frameworks, Linux, Kubernetes, or cloud data systems
• Relevant certifications (CISSP, CISM, or cloud-specific) 

What You’ll Get: 

Veeam offers benefits that support your whole self: 

• 26 paid vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares
• Statutory pension and illness coverage via INPS contributions
• Private medical insurance for employees and dependents
• Life and disability insurance with enhanced coverage
• Accidental death and disability coverage with increased benefit for Dirigenti roles
• Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops and learning events like our annual Global Day of Learning

Please note: If an applicant is permanently located outside of Italy, Veeam reserves the right to decline the application for this position.

#LI-NT1 #LI-REMOTE

The Team:

You’ll join the Value Engineering team, a highly technical, strategic, customer-facing group that sits at the intersection of pre-sales, analytics, and transformation consulting. Value Engineers at Celonis are hands-on practitioners. They combine strong technical capability with consulting and stakeholder skills to guide customers through the full value journey — from first demo to long-term adoption and expansion.

The Role:

As an Applied AI Engineer (Pre-Sales) you are pushing the envelope in solving business-critical problems for our customers. You will be working with our most strategic customers, understanding their objectives and key challenges, and building Celonis solutions using the world’s leading Process Intelligence (PI) platform in combination with the largest AI and ML technology partners, such as Microsoft, OpenAI and Databricks. With Celonis’ Process Intelligence (PI) platform we feed operational context to AI so it understands our customers’ business and enables them to industrialize AI unlocking real ROI on AI deployments and at scale. There is no AI without PI. You will prototype these solutions, demonstrate their value to Executives and ensure successful implementation, adoption and value realization in order to increase the footprint of Celonis at those customers.

The work you’ll do:

• AI Discovery & Solutioning: Understand customers AI strategy and business critical challenges. As Celonis product & domain expert, find the best problem-solution fit and translate customer requirements into innovative solutions that move the needle
• Hackathons & Prototyping: Think out of the box, have a „can-do“ attitude and don’t shy away from complex problems. Leverage cutting edge AI technologies to rapidly build creative prototypes in customer hackathons solving business critical problems
• Agentic Process Transformation: Support our customers in achieving real ROI out of AI deployments at scale enabling a fundamental shift in business operations from traditional, rule-based automation to the use of autonomous AI agents empowered by our Celonis Process Intelligence Platform
• Proof projects: End-to-end execution of business-critical Proof-of-Value projects, incl. architecture and deliver secure, scalable LLM/agent systems with RAG, tools, and guardrails; integrating with enterprise data, identity, and compliance frameworks.
• Ensure Successful Project Outcome: Applied AI Engineers stay involved with projects until agreed value & adoption thresholds are reached
• Specialize in Domains or Industries: To scale knowledge across the organization Applied AI Engineers specialize in domains (e.g. supply chain) and industries

The qualifications you need:

•  3+ years of experience leading technical pre-sales, including defining AI roadmaps, building compelling ROI/TCO business cases and prototyping of machine learning and generative AI solutions.
• Understanding of generative AI techniques like RAG, few shot learning, prompt engineering, multi-agent orchestration, multimodal understanding, or fine-tuning that are used to build high-impact use cases like intelligent chatbots and automated text processors.
• Understanding of business processes across sectors (such as Supply Chain or Finance) with the ability to translate high-level business needs into specific AI use cases.
• Good knowledge of Python and common ML libraries (such as LangChain, pandas, pydantic, sklearn, PyTorch) as well as data engineering tools and technologies.
• Strong presentation skills to both internal and external stakeholders (including executives), whether whiteboarding sessions or formal readouts and demos.
• Bachelor’s Degree required, Masters Degree in computer science, physics, engineering, mathematics or related fields, or equivalent work experience preferred.
• Hybrid working environment - 3 days per week at our central Milan offices.  

Nice to have (big plus):

• Hands-on experience building agentic systems using LLM orchestration, RAG, function calling, and prompt engineering, while ensuring safety through rigorous evaluations and guardrails.
• Working knowledge of tools in the LLM ecosystem such as LangChain, LlamaIndex, or other OSS packages.
• Experience in deploying and monitoring models at scale across major cloud platforms (AWS Bedrock, Azure AI, GCP Vertex)

As a Senior Solutions Engineer, you are the technical and consultative partner to the New Business and Account Management teams — enabling customers to understand and realize the value of Trustpilot’s platform during the sales process.
You are responsible for translating customer needs into tailored solutions, designing integration approaches, and delivering technical credibility that drives confidence and conversion. Your work bridges technology and business outcomes, ensuring every deal is both commercially and technically sound.

This is a high-impact, customer-facing role that combines technical expertise with commercial influence. Success is measured by deal conversion rates, technical win rates, and the quality of handover to implementation.

What you'll be doing:

• Partner with Account Executives to uncover customer needs, system environments, and integration requirements.
• Develop clear, scalable solutions that meet business objectives and align with technical feasibility.
• Deliver tailored demos and presentations that articulate Trustpilot’s value, flexibility, and ROI.
• Support pilot programs to validate functionality, integration, and impact prior to contract signature.
• Act as a trusted advisor throughout the sales cycle - answering technical questions and resolving blockers.
• Work closely with Product, Engineering, and Implementation teams to ensure solution integrity and smooth handover.
• Maintain accurate documentation for proposed solutions and integration requirements.
• Capture recurring customer feedback and insights to inform product development and roadmap prioritization.

Who you are:

• Fluency in both Italian and English
• You have experience in pre-sales, solutions consulting, or technical advisory roles within a SaaS or technology environment.
• Strong understanding of APIs, web integrations, data flows, and common SaaS architecture.
• Excellent communication and presentation skills — able to translate technical concepts into business value.
• Customer-centric and commercially aware, with strong problem-solving ability.
• Comfortable managing multiple sales opportunities and stakeholders simultaneously.
• Experience collaborating across Sales, Product, and Customer Success.
• Organized, proactive, and motivated by solving customer challenges through technology.

What's in it for you:

• Competitive compensation package + bonus
• 22 days holiday plus 3 extra days after one year of employment
• 2 (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• EUR 10 per day work meal voucher (mobile app) to contribute towards the cost of lunch
• Rich learning and development opportunities supported through the Trustpilot Academy and Blinkist
• Full access to Headspace, a popular mindfulness app-based service designed to promote positive mental health and access to a 24/7 Employee Assistance Plan
• Reimbursement of internet charges (up to 30 EUR)

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you don't meet all the requirements, we'd still really like to hear from you!

#LI-AP1