Solution Architect
2 weeks ago
We are seeking a dynamic and technically astute Pre-Sales Solution Consultant to become the technical heart of predictive maintenance (AKA: PdM) software sales process. In this role, you will be the trusted technical advisor to our prospective clients, demonstrating how Predictive maintenance software can solve their most critical operational challenges. You will bridge the gap between complex customer needs and our cutting-edge AI solution, showcasing the tangible business value and driving the "technical win" for Us.
Your mission is to articulate the future of maintenance, helping leading industrial companies embark on their Industry 4.0 journey by leveraging predictive analytics to improve their Overall Equipment Effectiveness (OEE).
**Key Responsibilities**
- **Technical Discovery & Qualification**:Lead in-depth technical discovery sessions with prospective customers to understand their manufacturing environment, maintenance strategies, data infrastructure (OT/IT), and key business pain points.
- **Solution Demonstrations**:Develop and deliver compelling, customized demonstrations of the predictive maintenance software platform that are relevant to the prospect's industry and specific use cases.
- **Proof of Value (PoV) Management**:Design, manage, and execute successful Proof of Value projects, define clear success criteria with the customer, and demonstrate the solution's ROI.
- **RFI/RFP/RFQ Responses**:Own the technical response for all Requests for Information (RFI) and Requests for Proposal (RFP), Request for Quotation (RFQ), ensuring high-quality and accurate submissions.
- **Sales Strategy Collaboration**:Partner closely with Account Executives to develop and execute effective sales strategies, providing technical insights and support throughout the entire sales cycle.
- **Market Feedback Loop**:Serve as a key liaison between the customer and our Product Management teams, providing valuable feedback from the field to influence the future direction of the PdM product.
**Required Qualifications & Experience**
- Bachelor's degree in Computer Engineering & Data Science, Computer Science, or a related technical field.
- 3-5+ years of experience in a pre-sales, solutions consulting, technical sales, or customer-facing engineering role.
- Strong understanding of manufacturing environments and concepts, including Operational Technology (OT), industrial assets (pumps, motors, etc.), and maintenance principles (prescriptive, preventive, predictive).
- Demonstrable experience presenting complex technical concepts to both technical and C-level non-technical audiences.
- Excellent communication, interpersonal, and presentation skills.
- A proactive, problem-solving mindset with the ability to work independently and as part of a collaborative team.
- Willingness to travel to customer sites as required
**Preferred Qualifications**
- Direct experience with Predictive Maintenance (PdM), Condition Monitoring, or Asset Performance Management (APM) software.
- Hands-on experience with industrial data sources such as DCS, SCADA, PLCs, and data historians.
- Experience with CMMS or EAM systems.
- Knowledge of cloud platforms (AWS, Azure).
Experience selling into key manufacturing verticals such as Electronic, Semiconductor, Pharmaceuticals, Chemical, Oil & Gas, Consumer Packaged Goods (CPG), Datacenter, Aerospace etc.
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