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Solutions ArchitectApply now »Date:Nov 9, 2019Location:Phoenix, AZ, US, 85001Company:Dover CorporationThe CompanyMarkem-Imaje is a wholly owned subsidiary of the US-based Dover Corporation and is a trusted world manufacturer of product identification and traceability solutions, offering a full line of reliable and innovative inkjet, thermal transfer, laser, and print and apply label systems.Markem-Imaje provides global reach to over 50,000 customers with 30 subsidiaries, 6 technology centers, several equipment repair centers and manufacturing plants with the most comprehensive marking and coding portfolio available in the marketplace.Job summary/Mission:Provide expert technical and commercial M-I Solutions sales support to internal and external M-I Customers in North America. This includes, but is not limited to: process/site audits, CoLOS Suite demonstrations, corporate presentations, and solution architecture/project documentation. Contribute to business growth and sustainment through influencing and teamwork abilities. Demonstrate a strong background in relationship building, technical concepts, as well as a mature sales acumen. Provide consultation on complex topics like technical architecture, solution deployment, integration tools, technical security, databases, and technical market trends. Work on pre-sales activities with CoLOS projects in the manufacturing/packaging markets, identifying and interpreting the processes involved and defining in detail required hardware, connectivity to the network, and all interfaces with external systems (WMS, ERP, MES, PLCs). The Solutions Architect position owns, structures and drives the technical architecture concepts, integration, and technology aspects of the sales cycle in support to the Sales Team. This includes delivering technology sales presentations to prospects; supporting preparation of environments required to support sales activities; supporting software and solutions activities through technical architecture. Document and budget a CoLOS-based solution that meets the customer requirements.Principal Activities / Duties / Responsibilities:
Coordinates with various Markem-Imaje resources and departments to secure and present appropriate proposal information to prospective and existing clients.
Communicates customer technical requirements and trends to the Current Product Marketing & Future Product Management teams. Demonstrates how the proposed methodology can add substantial value in supplementing the client’s current business environment
Contributes to team success by fulfilling the role of the technical and application expert for Solution Sales opportunities
Determines and recommends which products or services best fit the customers’ needs.
Collaboration and teamwork for Solutions Sales opportunities to assist with demos, presentations, site audits, quote preparation to IT Staff and Executives.
Pre-sales activities including architecture of a M-I solution and associated quotes.
Gathering detailed customer requirements.
Identify Global Risk, Future threats, and Opportunities as they are found in role activities.
Subject Matter Expert in Networking concepts for customer key stakeholder/technical owner meetings on topics including, but not limited to: Solution architecture including High Availability, IIOT, Cloud, and SAAS; Integration strategies including XML, Industrial IP, OPC, ODBC and others; Virtualization technologies like VMWare and others.
Will aid in developing, implementing, and participating in training courses to continually increase the level of product knowledge of the NAM Sales organization on an ongoing basis; as well as continually developing personal knowledge and skills
Identify and suggest opportunities for process and product improvements. Participate and contribute to continuous improvement initiatives.
Knowledge & Skills:
Excellent communication skills (written and verbal).
Excellent written and spoken English is a must, additional languages are a plus.
Commercial and business management skills
Technical skills: Capable of technically leading the specification of multi-disciplinary IT/engineering projects on a packaging line.
Key technical areas to manage will include: Interfacing with IT systems, Database design/configuration, Networking (TCP/IP), servers, industrial control systems, real-time systems, OPC and .NET understanding and working experience.
Microsoft Office skills (Project/Word/Excel/PowerPoint)
Position/Job Requirements:
Posses’ strong written and verbal communications with C-Level and IT level resources at the client site.
Support the sales team in understanding and articulating the customer requirement and solutions sales activities
Compose technical budget price and work with solutions sales in delivering the value message to the customer
Be responsible for the detailed discovery visit and data gathering process.
Accurately and unambiguously describe the proposed CoLOS solution in every detail.
Describe the customer processes we will affect and how the CoLOS solution will operate in the customer environment including integration with third party systems
Define non-standard functionalities with potential project risks and escalate where appropriate to put measures in place to mitigate the risks
When necessary, assist in the handoff of the specified project to a project manager to ensure the project team has a clear understanding of the deliverables and responsibilities.
When necessary, serves as the liaison /consultant between the client and Markem-Imaje implementation team to facilitate successful project implementations
Education/Training Required:
BS degree in Computer Science or Software Engineering
Work Experience Required:
At least 5 years of IT analyst experience in complex multi-disciplinary projects preferably as a Project Lead.
3 years’ experience in a pre-sales role with complex systems within a software environment.
Experience as a member of a team implementing such systems a plus.
Experience deploying/working in: Relational Databases (SQLServer, Oracle), Enterprise applications (ERP, MES, SCADA,WMS), Client / server applications, Controls Systems (OPC, Industrial-IP)
ISO9001 experience is a plus.
Work Conditions or Specific constraints:
The role requires extensive travel throughout the Americas and will be based from a home office or local Markem-Imaje office within North America.
Frequent travel required, up to 75%.
All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.
