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
• Pay Transparency
• Global Opportunities

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 $ 82,000 -166,000 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:

• Thoroughly understands the practices, methodologies and requirements of the Supply Chain Solutions Department and serves as advisor to all group members.
• Estimates time frames, quality and quantity of resources required to successfully implement very complex project; develops project plan incorporating all project variables.
• Define pricing terms, contract language and major proposal/project assumptions for each assigned opportunity.
• Develop pricing for each assigned opportunity, including software license, professional services, Dematic hardware, third party hardware, and any vendor contract pricing.
• Perform site visits with Sales Executives to drive understanding of how Software solution fits in the opportunity.
• 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.
• Conducts periodic status checks with customer and team to assess progress against plan.
• Provide material to Marketing for white papers, blogs, and other campaigns.
• Work with Business Development and Sales teams to maintain pipeline in Salesforce.com.
• Provide pre-sales support to sales for enterprise software solutions including qualification, solution development, negotiation and closing.
• 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.
• Understands customer's operations thoroughly.
• Create Sales Handoff artifacts for each owned opportunity that is closed, ensuring Professional Services team understands scope, open questions, payment terms, and next steps.
• 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.
• Produces a Design Report that professionally summarizes the project.
• To facilitate concept understanding, uses drawings and sketches skillfully.
• 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.
• Uses written descriptions, spreadsheets, charts, and material flow diagrams skillfully.
• Determines methodology for collecting, analyzing and summarizing data critical to design.

What We are Looking For:

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

Preferred Qualifications:

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

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.