Senior IT Solutions Pre-Sales Engineer

仕事内容

The Pre-Sales Engineer (PSE) supports sales productivity and deal flow by securing the “technical close” in complex solutions. The PSE collaborates with sales, service, engineering, and technical support resources to ensure proposed deals include technical solutions that accurately address customer needs, and are appropriately supported by key customer technical decision-makers.

Reporting to the IT Solutions Pre-Sales Director, the PSE reports on a dotted line to the sales manager and solution manager for the region.

Candidates selected for this position will be functionally proficient with warehouse management systems (such as SAP WM/EWM, JDA-RedPrairie, Manhattan, etc.), warehouse technologies, infrastructure landscape, etc. In addition, candidates must be able to identify Neovia’s unique selling points overall and on deals, convert these points into effective value statements and integrate this information into Neovia’s sales methodology, including sales training.

Position overview

• Works very closely with the business and IT communities, collaboratively driving innovative, scalable and cost-competitive IT business solutions.
• Proactively scopes the technical solution required to address customer requirements, assesses customers’ met and unmet needs, and recommends solutions that optimize value for both the customer and the firm.
• Secures input from all necessary solution stakeholders within the customer firm. Adapts solutions, as necessary, to ensure appropriate support.
• Coordinates closely with internal sales, sales support, and service resources to align solution design with customers’ business requirements.
• Secures from customer technical staff commitments needed to ensure a deal’s “technical close.”
• Meets assigned targets for profitable sales growth in assigned product lines, market areas, channel, or teams supported.
• Provides coaching and professional development to teammember sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills.
• Facilitates business process reviews working with end users, vendors and technology experts, when applicable.
• Works with Neovia’s commercial team to identify and understand client IT requirements for new business proposals.
• Able to translate system requirements into standardized best practices for workable and sustainable IT solutions.
• Provides high level specifications and direction to members of the IT technical staff.
• Involved in the identification and evaluation of new solution opportunities to address customer needs.
• Understand customer’s business and technical requirements and craft an overall solution vision demonstrating Neovia’s fit and value for customer’s requirements.
• Develop and deliver compelling demonstrations of Neovia’s software and related applications, demonstrating the business value of the product’s capabilities.
• Manage technical follow-up, meetings, proposal and internal account planning through the sales cycle.
• Provide input for RFI and RFP responses, including the effort estimate, project team, timeline, implementation methodology and solution components
• Understand client business process and potential constraints (budget, timeline, expertise, etc.) to define optimal and reasonable project scope and level-of-effort estimates to implement those
• Deliver excellent services sales presentations to the customer in support of the sales process.

Must Have Qualifications:

• Proven ability to solve problems based on researching and analyzing information
• Strong analytical skills and ability to develop creative solutions to support business strategies
• Must be able to collaborate with others, communicate clearly and have a strong attention to detail
• Possesses excellent organizational skills and proven ability to manage multiple projects concurrently
• Typically, minimum of 4+ years of experience in an IT technical/analyst role, within the Supply Chain/Logistics Industry.

Required/Preferred Experience:

• Ideally a Bachelor’s Degree in computer Science or Logistics or equivalent experience.
• Sales experience or training is strongly preferred
• Experience working with WMS and ERP systems.
• 4+ years’ experience as a Logistics consultant or functional team member
• Working knowledge of technical infrastructure landscape, architecture and methodologies – Implementation experience is a plus
• Strong Enterprise Application Integration skills (middleware, communication protocols, EDI, IDoc, etc.)
• Strong MS Office suite skills (Excel, Word, PowerPoint, Project, Visio)
• Approximately 25% - 30% travel required