This is an opportunity to join a growing Australian AI technology business helping enterprise customers turn complex operational and security challenges into practical video analytics solutions.

Working closely with Sales, Partnerships, Product, Engineering and Operations, you will own the technical side of the sales process. From discovery and solution design through to trials, POCs and implementation planning, your focus will be building customer confidence and creating a clear path from opportunity to purchase order.

This is not a pure demo role. It is a commercially focused technical position for someone who can uncover customer needs, shape the right solution and help win deliverable, well-scoped deals.

Responsibilities

- Lead technical discovery across customer use cases, infrastructure, integrations, security requirements and success criteria
- Translate customer needs into transparent solution architectures and implementation plans
- Scope and support trials, POCs, demonstrations and technical workshops
- Establish measurable success criteria before technical work begins
- Present confidently to operational, technical and executive stakeholders
- Support RFPs, security reviews, compliance responses and integration discussions
- Enable partners and channel teams to position and scope solutions effectively
- Ensure commitments made during the sales process can be successfully delivered
- Create a clear handover into Operations with agreed scope, dependencies and outcomes
- Feed recurring customer needs, objections and implementation patterns back into Product and Engineering

Key skills

- Strong experience in pre-sales, solutions engineering, sales engineering or solutions consulting
- A background in enterprise software, AI, video analytics, security,



infrastructure or another technical B2B environment
- The ability to move comfortably between commercial conversations and technical detail
- Strong discovery skills with the ability to uncover pain points, buying criteria, constraints and value drivers
- Confidence leading workshops, demonstrations, POCs and technical stakeholder discussions
- Strong solution-scoping discipline with the ability to set boundaries and avoid over-promising
- The ability to explain AI capabilities and limitations in clear, practical language
- Commercial awareness and an understanding that the objective is to win the right deals with deliverable scope
- Strong cross-functional communication and stakeholder management skills

Experience across CCTV, video management systems, physical security, control rooms, on-premise deployments, networks or technical integrations would be highly regarded. Exposure to partner-led sales, APAC enterprise customers or complex technical evaluation cycles would also be valuable. What’s in it for me?

- Join a growing Australian AI technology business solving real operational and security challenges
- Play a central role in shaping strategic enterprise opportunities across APAC
- Work across advanced AI, video analytics and complex customer environments
- Influence the organisation’s approach to technical discovery, POCs and solution design
- Build repeatable pre-sales processes as the business continues to scale
- Collaborate closely with senior leaders across Revenue, Product, Engineering and Operations
- Make a visible impact on sales conversion, customer outcomes and product direction

If you are technically credible, commercially minded and know how to turn customer complexity into a clear path forward, we would like to hear from you.

📌 Presales Engineer (Melbourne)
🏢 North Star Partners
📍 Melbourne