POSITION SUMMARY
The role of the Technical Pre-Sales Engineer is to assist sales in finding, supporting, and closing new sales in the assigned geography. The Technical Pre-Sales Engineer's primary function is to convince a customer of the technical fit and technical value between the product being sold and the customer's use case/application, platform, and environment.
ESSENTIAL RESPONSIBILITIES
Key tasks are to become a subject matter expert to be able to:
* Support the sales team by participating in technical discussions and meetings with customers and channel partners.
* Work hands-on with prospects and customers to demonstrate and communicate the value of Kodak Alaris solutions throughout the sales cycle, from demo to proof of concept, to design and implementation.
* Answer questions on features, solutions, architecture, and how Kodak Alaris solutions will fit into customer environments.
* Provide product sales and pre-sales training for channel and customer.
* Assist sales in the formation of an ROI for a customer and a formal proposal.
* Serve as a point of escalation for the regional sales team on all Solutions related Pre-Sales questions and support needs.
* Direct customer presentations of solutions capabilities, business process integration abilities, and business workflow support.
* Favorably positioning KA Solutions against competitive industry alternatives.
* Lead by example by consistently demonstrating expertise during the sale and delivery of our Solutions portfolio, specifically Info Input Solution and Capture Pro.
* Support and/or lead the Technology Evaluation, Solution Scoping, Technology Demonstration, Requirement Gathering, Solution Proposal, and Deal Closure stages of the Solutions sales process with support from Global Solutions team members, Solutions Sales team members, and Solutions Delivery team members.
* Develop repeatable solution demonstrations for the Pre-Sales team's use across all regions.
* Collaborate with product management on new features, new requirements and why they are needed.
* Research and understand the competition and the advantage that Kodak Alaris solutions will have over each and to be able to describe these to customers in a credible way.
* Assist in selling Professional Service to our channel partners.
* Willingness to travel Interstate and Overseas, up 25-50% of travel
SKILLS AND/OR KNOWLEDGE SPECIFICATIONS
* Detailed technical experience working in the Document Management industry.
* Energetic, aggressive, focused and a highly motivated self-starter.
* Attention to detail, plus analytical and problem-solving capabilities.
* Knowledge of Kodak Alaris and competitive portfolio.
* Excellent communication skills; the ability to communicate technical concepts in a clear and understandable fashion.
* Ability to prioritize, and independently manage time while dealing with multiple simultaneous tasks with separate deadlines.
* Ability to work with demo tools to build relevant customer demos.
* Ability to hold solution/discovery requirement workshops to document customer use cases and technical requirements.
* Strong client-facing communication skills.
* Ability to learn quickly and function as a positive and creative member of a team.
* Ability to steer customers to capabilities that we have (or can quickly deliver) that will meet their needs rather than what they ask for.
* Proficient presentation and analytical skills (PowerPoint, Excel, BI).
* Ability to analyze complex data from multiple sources to identify issues & propose solutions.
* General knowledge of on-premise and cloud based document technologies, including automated capture.
* Solution architecture and integration experience, especially and understanding of API usage and integration techniques.
* Strong executive presence with an ability to convey complex/technical topics in simple terms that motivate a buyer to act.
* Strong technical writing, communication & presentation skills both in person and via online meeting media, and has a driving mentality to get the job done on time.
* Strong project management skills.
* Displays excellent customer service skills and is customer centric.
* Ability to continually learn existing and new products (i.e., on the job) and open to adapt to a changing environment.
* Strong interpersonal, time management & organizational skills management, etc.
Required Education, Experience & Skills
* Bachelor's degree in IT, Computer Science, electronic engineering, and/or the equivalent in training and experience.
* 5+ years of industry experience, including five or more years in pre-sales engineering roles.
* Experience in Document Scanner products and Capture Software.
* Experience in with scripting, Jason files and metadata
* Experience in Microsoft Azura/Power Automate, AWS and Google platforms
Specialized knowledge
* Document Scanners
* ECM, ERM, AI Solution
* Windows and Linux OS
* Input/Output data concept
* JAVA / Scripting working knowledge (nice to have)
* Capture Software