Technical Sales Solution Architect

The Solution Architect is a customer-facing technical and commercial resource within Kardex Solutions responsible for helping the Sales organization identify customer requirements, develop solution concepts, and effectively demonstrate how Kardex Solutions technologies can solve complex distribution and fulfillment challenges.The role sits at the intersection of sales, solution design, operations, and technology. The Solution Architect engages early in the sales process to understand a prospect's operational challenges, material flows, business requirements, and growth objectives, then translates those requirements into an automation strategy centered primarily around AutoStore, conveyor and material handling technologies, and the broader Kardex Solutions portfolio.A critical component of the role is making automation understandable and compelling. The Solution Architect will lead customer discovery sessions, solution workshops, product demonstrations, conceptual solution reviews, and technical presentations that enable customers to understand not only how the technology works, but how it improves their operation and delivers measurable business value.The successful candidate will combine strong knowledge of warehouse operations and automation with the communication skills necessary to engage everyone from warehouse operators and engineers to senior executives.Your tasksKey ResponsibilitiesCustomer Discovery & Requirements DefinitionPartner with Sales to engage prospective and existing customers during the earliest stages of an opportunity.Lead structured discovery sessions to understand:Current warehouse and fulfillment processesReceiving, replenishment, storage, picking, packing, and shipping workflowsSKU profiles and inventory characteristicsOrder profiles and demand patternsRequired throughput and peak operating conditionsService-level requirementsLabor requirements and constraintsAvailable building footprint and facility limitationsGrowth expectationsIntegration requirementsCustomer business objectives and investment criteriaTranslate operational discussions into clear functional and technical requirements that can be used by Kardex Solutions engineering and solution design teams.Identify gaps in customer-provided information and work with Sales and the customer to collect the data required to develop an appropriate solution.Solution DevelopmentDevelop high-level automation concepts that address the customer's operational and business requirements.Evaluate where technologies such as:AutoStoreConveyor and sortationGoods-to-person technologiesPick and pack workstationsAMRs and other mobile roboticsWarehouse execution and control softwarePeripheral automation and value-added technologiescan be combined to create an effective end-to-end solution.Work closely with Kardex Solutions engineering and design teams as opportunities progress from conceptual design into detailed engineering and proposal development.Help ensure that proposed solutions balance:Operational performanceTechnical feasibilityScalabilitySimplicityCustomer experienceImplementation riskCapital investmentLong-term total cost of ownershipAutoStore Solution SupportServe as a knowledgeable customer-facing resource for AutoStore opportunities.Help customers understand concepts including:Grid and storage designBin sizing and utilizationRobot and port requirementsThroughputWorkstation strategiesPicking and replenishment processesSystem expansionRedundancy and availabilitySoftware integrationOperational optimizationSupport the Sales team in explaining why a particular AutoStore configuration is appropriate for the customer's operation.Collaborate with internal engineering resources to ensure assumptions used during early sales conversations align with the final engineered solution.Conveyor & Integrated Material HandlingSupport the development and presentation of integrated conveyor solutions connecting AutoStore and surrounding warehouse processes.Understand and help define material flows including:Tote transportationCarton transportationOrder consolidationPackingSortationShippingReplenishmentException handlingHelp customers understand how AutoStore, conveyor, software, and peripheral technologies work together as a complete system rather than as individual pieces of equipment.Product DemonstrationsDevelop and deliver compelling demonstrations of Kardex Solutions products and technologies.Demonstrations may include:Live AutoStore demonstrationsWarehouse software demonstrationsSolution simulationsConceptual system layoutsCustomer workflow demonstrationsOperational scenariosDigital demonstrationsCustomer-specific use casesWhenever practical, demonstrations should reflect the customer's actual operation rather than generic functionality.Translate technical capabilities into clear customer outcomes such as:Increased throughputReduced labor dependencyImproved storage densityIncreased order accuracyImproved ergonomicsGreater scalabilityImproved system availabilityReduced operating costSales SupportAct as a technical partner to Kardex Solutions Sales Managers throughout the opportunity lifecycle.Participate in:Customer discovery meetingsQualification callsSite visitsSolution workshopsExecutive presentationsTechnical presentationsDemonstrationsRFP responsesProposal presentationsCustomer reference visitsTrade shows and industry eventsHelp Sales determine whether an opportunity is technically and commercially aligned with the capabilities of Kardex Solutions.Identify potential technical risks, scope gaps, unrealistic expectations, or solution constraints early in the sales process.Support the development of clear value propositions and solution differentiators.Solution StorytellingTranslate complex automation technology into a clear story that customers can understand.Present solutions differently depending on the audience.For operations leaders, explain:WorkflowLabor impactThroughputReliabilityErgonomicsOperational flexibilityFor engineering and IT teams, explain:Technical architectureControlsInterfacesSystem performanceIntegration requirementsFor executives, explain:Business impactROIScalabilityRiskStrategic valueEnsure Kardex Solutions proposals communicate the business outcome of the solution, not simply the equipment being supplied.Internal CollaborationWork closely with:SalesSolution DesignEngineeringSoftwareProject ManagementCustomer ServiceProduct ManagementMarketingStrategic technology partnersProvide structured feedback to Product Management and Engineering regarding recurring customer requirements and market needs.Help develop reusable sales tools such as:Discovery templatesDemonstration environmentsSolution presentation templatesCustomer use casesROI toolsTechnical comparison documentsApplication guidesKey Performance IndicatorsSuccess in this role may be measured through:Sales opportunities supportedQuality and completeness of customer requirementsPercentage of qualified opportunities progressing to solution developmentProposal conversion / win rateEffectiveness of customer demonstrationsReduction in late-stage scope changesAccuracy of early solution assumptionsCustomer engagement during workshops and demonstrationsSales team adoption of Solution Architect resourcesDevelopment of repeatable demonstration and solution-selling toolsThe role should ultimately help Kardex Solutions increase win rate, shorten the sales cycle, improve solution quality, and reduce the technical risk associated with opportunities entering engineering.QualificationsRequired Experience5+ years of experience in warehouse automation, material handling, distribution operations, solution engineering, systems integration, or a related field.Strong understanding of warehouse and distribution center operations.Experience supporting customer-facing technical or solution-selling activities.Ability to understand operational data and translate it into automation requirements.Strong presentation and communication skills.Ability to communicate technical concepts to both technical and non-technical audiences.Experience working collaboratively with Sales and Engineering organizations.Ability to manage multiple opportunities simultaneously.Preferred ExperienceExperience with one or more of the following is strongly preferred:AutoStoreGoods-to-person systemsConveyor systemsSortationAS/RSAMRs / AGVsWarehouse roboticsWMS, WCS, or WES softwareWarehouse simulationMaterial handling systems integrationDistribution center solution designExperience working for a material handling integrator, automation provider, consulting organization, or sophisticated distribution operation is highly desirable.Technical CompetenciesThe successful candidate should understand many of the following concepts:Warehouse material flowOrder fulfillment processesThroughput calculationsSKU velocityInventory profilesStorage densityPick ratesPeak demand analysisConveyor capacitySystem bottlenecksAvailability and redundancyControls architectureHost-system integrationWMS/WCS/WES environmentsROI and automation business casesThe Solution Architect does not need to perform every aspect of detailed engineering but must possess enough technical depth to identify requirements, develop credible concepts, challenge assumptions, and effectively engage both customers and Kardex engineering specialists.Professional SkillsThe ideal candidate is:Consultative rather than transactionalTechnically curiousComfortable asking detailed operational questionsAble to challenge customer assumptions professionallyCommercially awareHighly credible in front of customersComfortable presenting to executivesCapable of facilitating workshopsAble to simplify complex conceptsCollaborative across departmentsComfortable working in an entrepreneurial and rapidly growing environmentTravelApproximately 30–50% travel may be required depending on customer activity.Travel will primarily support:Customer discovery sessionsFacility assessmentsDemonstrationsSolution workshopsProposal presentationsCustomer reference visitsIndustry eventsRole in the Kardex Solutions Sales ProcessThe Solution Architect should become involved before a solution is engineered.The preferred engagement model is:Qualify Discover Define Requirements Develop Concept Demonstrate Validate Engineer Propose CloseThe Solution Architect owns the technical-commercial portion of the early stages of this process and acts as the bridge between the customer's operational requirements, the Sales organization, and Kardex Solutions engineering resources.The objective is simple:Understand the customer's operation well enough to demonstrate and articulate the right Kardex solution before significant engineering resources are committed.Your profile
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