Position Summary:
The Presales Specialist is an individual with deep expertiseand a proven track record in the IDP and capture space, capable of supportingour sales pursuits involving both our software and hardware offerings. ThePresales Specialist role is best suited for someone who leads by example, asthey serve as a point of escalation for questions and concerns from regionalsales team members related to our portfolio while supporting strategic partnerand customer opportunities. This role will also support in developing aprocess, materials, use cases, and the infrastructure necessary to enable andsupport partner onboarding.
The role holder will work in APAC region closely with thelocal Solutions and Sales teams and Partners’Salesteams to deliver the set business objectives. They will also work and liaisewith the wider regional presales team.
Key Responsibilities
General responsibilities:
• Serve as apoint of escalation for the regional sales team on all related Presalesquestions and support needs
• SupportSales team members in their largest and most complex pursuits by providingtechnical and practical expertise/examples, highlighting key aspects of thetechnology tailored to needs of the customer, and converting qualifiedopportunities into executable engagements
• Directcustomer presentations of solutions capabilities, business process integrationabilities, and business workflow support.
• Favorablypositioning KA Products and Solutions again competitive industry alternatives.
• Lead byexample by consistently demonstrating expertise during the sale and delivery ofour portfolio
• Supportand/or lead the Technology Evaluation, Solution Scoping, TechnologyDemonstration, Requirement Gathering, and Solution Proposal & Deal Closurestages of the sales process with support from cross-functional team members
• Guide thehandoff of deals from sale to delivery and support the delivery team as needed
• Serve as adelivery resource in times of low capacity for the Solutions Delivery team orfor unique, customer, or new applications of our technology
• Developrepeatable solution demonstrations for use across all regional pre-sales team.
• Participate in and share usecases, best practices, and demonstrations with other regional and globalpre-sales team members.
Deal Support:
• Work withthe customer to determine how the Solution will fit into the existing customer environmentand represent KA's viewpoint to the potential customer
• Scope upthe solution to determine how to best meet customer needs and move the dealforward
• Demonstratethe technology, potentially in the customer environment with custom features
• Gatherrequirements for the Solution outcomes and project implementation
• Support theproposal creation and deal closure
• Guidecustomers through the sales process by understanding their requests and needs, determininghow they affect the sale and implementation of solution, and communicatingthose needs to the relevant parties
• Support thehandoff of deals from the sales team to the delivery team
• Leaddelivery of specific solutions implementation projects as needed
Peer Responsibilities:
• Determinewhen to further escalate deals that may need additional resources or expertise
• Stay up todate on the key market trends, applications, general technology trends, and capabilities/productroadmaps to represent both products internally to KA team members
• Develop astrong relationship with the Regional KA team
• Representcustomer and marketplace needs internally
Client-facingResponsibilities:
•Represent Kodak Alaris capabilities to the marketplace with a variety ofdifferent customers and partners of all levels and cultures across the APACregion.
• Workwith clients to identify their needs and determine how to ensure KA can meetthem
•Support the sale and the delivery of opportunities as necessary
Job Requirements
Qualifications& Experience
• EnglishLanguage proficiency is mandatory
• 2-5 years of Pre-Sales experience in the automatedcapture and IDP category, including partner onboarding assistance, with 2+years of that experience supporting the sale and delivery of IDP solutions.
• 2+ years of solutions architectureconsultative experience
• Workingknowledge of AI, Generative AI, and Large Language Models (LLMs), includingcore concepts, common enterprise use cases, and the ability to translatetechnical capabilities into practical customer business outcomes
• Familiaritywith AI solution architectures and deployment considerations, such as modelselection, prompt design, retrieval-augmented generation (RAG), data/privacyrequirements, integration into business workflows, and key limitations or risksof LLM-based solutions
•Demonstrated success with communicating value propositions, positioning, andbuilding relationships
• Strongbusiness acumen - ability to conceptualize and solve business problems quicklywhile understanding financial impacts
• Ability tocommand respect with team members both internally and with client organizations
• Ability toquickly grasp complex business ideas and translate into business-levelconversations
Skills& Competencies
•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 understandingof API usage and integration techniques.
• Strongexecutive presence with an ability to convey complex/technical topics in simpleterms that motivate a buyer to act
• Strongtechnical writing, communication & presentation skills both in person andvia online meeting media, and has a driving mentality to get the job done ontime
• Strongproject management skills
•Displays Excellent customer service skills and is customer centric
•Ability to continually learn existing and new products (i.e., on the job) andopen to adapt to a changing environment
• Stronginterpersonal, time management & organizational skills
