Dematic is an intralogistics innovator that designs, builds and supports intelligent, automated solutions for manufacturing, warehouse and distribution environments for customers that are powering the future of commerce.
With engineering centers, manufacturing facilities and service centers located in more than 25 countries, the Dematic global network of 10,000 employees has helped achieve more than 6,000 worldwide customer installations for some of the world’s leading brands.
Headquartered in Atlanta, Dematic is a member of KION Group, one of the global leaders in industrial trucks and supply chain solutions, and a leading provider of warehouse automation.
Essential Role and Responsibilities
This role provides pre-and / or post sales technical product advice for the development and implementation of customer solutions.
Participates in the preparation and presentation of technical proposals, including product demonstrations and product prototypes.
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.
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.
Performs analysis of customers' business requirements and develops solutions to meet or exceed customers' needs. Conducts or oversees the development of proposal documents.
Estimates time frames, quality and quantity of resources required to successfully implement very complex project; develops project plan incorporating all project variables.
Conducts periodic status checks with customer and team to assess progress against plan.
Develop pricing for each assigned opportunity, including software license, professional services, Dematic hardware, third party hardware, and any vendor contract pricing.
Define pricing terms, contract language and major proposal / project assumptions for each assigned opportunity.
Work with Business Development and Sales teams to maintain pipeline in Salesforce.com
Provide material to Marketing for white papers, blogs, and other campaigns.
Perform site visits with Sales Executives to drive understanding of how Software solution fits in the opportunity
Determines methodology for collecting, analyzing and summarizing data critical to design.
Uses written descriptions, spreadsheets, charts, and material flow diagrams skillfully.
Stay abreast of current / future operating strategies and technologies by attending industry conferences, seminars, etc.
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.
To facilitate concept understanding, uses drawings and sketches skillfully.
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.
Thoroughly understands the practices, methodologies and requirements of the Supply Chain Solutions Department and serves as advisor to all group members.
Work with Sales Executive to finalize Solution strategy and Operation Research Engineers to calculate ROI.
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
Bachelor’s degree (MIS or Engineering a plus).
Master’s degree 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.
Typically, 2+ years of successful experience in related field and successful demonstration of Key Responsibilities and Knowledge as presented above.
Advanced degree MAY be substituted for experience, where applicable.
Achievement in both academic studies and the workplace.
Enterprise software experience a plus.
Ability to create detailed Sales Proposals and corresponding Power Point presentations.
Experience with complex problem solving with the ultimate goal of driving to solution ROI / payback analysis.
Ability to multi-task on different opportunities in various stages of the Sales Cycle.
Understanding of SDLC.
Solution driven approach
Experience with enterprise software solutions.
Software Consulting background, not a developer.
Experience with supply chain and logistics integrated systems solutions.
Experience with Industrial internet of things (IIOT) solutions.
Understanding of enterprise software ecosystems.
Experience with sales life cycle, specifically in regard to solution-oriented selling.
Sales Engineering experience with WMS, WES, WCS companies.
Professional Services (Sales Engineering, Project Management, Software Development, Quality Assurance) background.
Ability to drive technical demos of software products.
Bilingual or multilingual abilities a plus