This role provides pre-sales support to sales. Participates in the preparation and presentation of technical proposals for enterprise software solutions. Participates in the preparation and presentation of customer needs plan to company teams to assure complete plan is feasible within cost, time, and environment constraints. Resolves semi-complex technical problems. May provide installation support and post-sales consulting. Provides follow-up support in disseminating semi-complex technical information on specific applications.

What we offer:

What We Offer:

• Competitive Compensation and Benefits
• Career Development
• Global Opportunities
• Pay Transparency

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

The base pay range for this role is estimated to be $ 65,000 -140,000 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills.

Tasks and Qualifications:

This is What You Will do in This Role:

• Produces a Design Report that professionally summarizes the project.
• Provide material to Marketing for white papers, blogs, and other campaigns.
• Evaluates concepts and recommends the best solution. Skilled in using evaluation techniques ranging from simple "pro and con" comparisons to sophisticated Return on Investment (ROI) calculations.
• Provide pre-sales support to sales for enterprise software solutions including qualification, solution development, negotiation and closing.
• Work with Business Development and Sales teams to maintain pipeline in Salesforce.com
• Performs analysis of customers' business requirements and develops solutions to meet or exceed customers' needs. Conducts or oversees the development of proposal documents.
• Stay abreast of current / future operating strategies and technologies by attending industry conferences, seminars, etc.
• Thoroughly understands the practices, methodologies and requirements of the Supply Chain Solutions Department and serves as advisor to all group members.
• Understands customer's operations thoroughly.
• Develops a wide range of concepts that meet or exceed the Design Criteria. Concepts may range from manual to fully automated solutions.
• Work with Sales Executive to finalize Solution strategy and Operation Research Engineers to calculate ROI.
• Estimates time frames, quality and quantity of resources required to successfully implement very complex project; develops project plan incorporating all project variables.
• Determines methodology for collecting, analyzing and summarizing data critical to design.
• Uses written descriptions, spreadsheets, charts, and material flow diagrams skillfully.
• Perform site visits with Sales Executives to drive understanding of how Software solution fits in the opportunity
• Develop pricing for each assigned opportunity, including software license, professional services, Dematic hardware, third party hardware, and any vendor contract pricing.
• To facilitate concept understanding, uses drawings and sketches skillfully.
• Define pricing terms, contract language and major proposal/project assumptions for each assigned opportunity.
• Own completion of responses to RFP, RFI, and other sales related documentation for assigned opportunities, using standard responses and liaising with technical resources as needed.
• Conducts periodic status checks with customer and team to assess progress against plan.
• Create Sales Handoff artifacts for each owned opportunity that is closed, ensuring Professional Services team understands scope, open questions, payment terms, and next steps.

What We are Looking For:

• Typically, 2+ years of successful experience in related field and successful demonstration of Key Responsibilities and Knowledge as presented above.
• Achievement in both academic studies and the workplace.
• Master's degree a plus.
• Advanced degree MAY be substituted for experience, where applicable.
• Bachelor's degree (MIS or Engineering a plus).
• Demonstrates a good grasp of knowledge and principles of field of specialization and applies through successful completion of assignments.
• Successfully applies knowledge of fundamental concepts, practices, and procedures of particular area of specialization.
• Enterprise software sales / pre-sales experience a plus.

Preferred Qualifications:

• Ability to create detailed Sales Proposals and corresponding Power Point presentations.
• Understanding of enterprise software ecosystems.
• Strategic selling framework such as MEDDIC or Strategic Selling with Perspective.
• SaaS experience a plus
• Experience with complex problem solving with the ultimate goal of driving to solution ROI/payback analysis.
• Professional Services (Sales Engineering, Project Management, Software Development, Quality Assurance) background.
• Ability to multi-task on different opportunities in various stages of the Sales Cycle.
• Solution driven approach
• Experience with Industrial internet of things (IIOT) solutions.
• Ability to drive technical demos of software products.
• Experience with enterprise software solutions.
• Bilingual or multilingual abilities a plus
• Experience with sales life cycle, specifically in regard to solution-oriented selling.
• Experience with supply chain and logistics integrated systems solutions.
• Understanding of SDLC.
• Sales Engineering experience with ERP, WMS, WES, WCS companies.
• Software Consulting background, not a developer.

Some positions in the U.S. may require vaccination against COVID-19. Where legally permitted or required, offers for such roles are contingent on the candidate providing proof of full vaccination against Covid 19 (currently one dose of the Johnson & Johnson vaccine or two doses of the Pfizer or Moderna vaccine). Candidates with medical issues or religious beliefs or practices that prevent them from getting the vaccine may request an exemption from the vaccine requirement.