Solutions Manager

As a Solutions Manager, you will be a strategic revenue driver embedded within the sales organization, leveraging deep expertise in Hardware (Terminals), Back-end systems, and SaaS (Advanced HUBs, Permit systems) to accelerate deal cycles and win business.

You will move beyond support to actively co-pilot high-value opportunities, using your technical acumen to overcome objections, define and demonstrate ROI, and lock in client confidence during critical negotiations. Your role involves architecting winning tender strategies, equipping the sales force with strong competitive knowledge, and directly influencing the conversion of complex technical requirements into closed revenue.

Tasks & Responsibilities

1. Direct Client Engagement & Technical Consultation

• Act as the technical advisor in early and mid-stage sales cycles.
• Qualify customer needs and match them with product capabilities.
• Address objections with credibility and product knowledge.

2. Strategic Tender Support & Proposal Development

• When technical, functional or global architect complexity needs it, own the technical content of RFPs/RFIs/tenders
• With the help of central documentation, and other Solution Managers in Europe, build reusable templates, content libraries, sales kits on products and "win themes."
• Contribute to reflect both client needs and product strategy.

3. Collaborative Solution Design & Requirements Alignment

• Bridge gaps between client use cases and product capabilities.
• Give the feedback of customers on products and on unmet needs to Product Management and validate scalability.
• Co-create value propositions with Sales and Product.

4. Compelling Product Presentations & Demonstrations

• Deliver impactful demos on complex products tailored to each client's context.
• Highlight differentiators, technical robustness, and roadmap alignment.
• Use storytelling to connect features to value.

5. Continuous Learning & Market Awareness

• Maintain deep knowledge of the product roadmap.
• Track competitive landscape and key market trends.
• Feed insights back to Sales and Product.

6. Market Evangelization

• Represent the product at events, webinars, and industry forums
• Build relationships with analysts, influencers, and strategic partners.
• Be seen as a thought leader on product-related topics.

7. Technical Education & Empowerment of the Sales Force

• Train sales teams on product updates and positioning with documentation, sales kit and sales tools localized and adapted to the country market.
• Help with the creation of enablement assets: battlecards, playbooks, demo scripts, sales kit, technical documentation adapted to the customer's country.
• Participate in onboarding of new sales hires.

Do you have experience in Sales?, * Demonstrable experience (typically 5+ years) in a pre-sales, sales engineering, or technical support role, with a strong preference for candidates possessing experience with industrial hardware products and capital equipment.

• In-depth technical knowledge of Terminals, including their operational principles, key components, performance characteristics, maintenance requirements, and integration capabilities within broader production environments.
• Exceptional communication, interpersonal, and presentation skills, with the ability to articulate complex technical concepts clearly and concisely to both technical and non-technical audiences. Fluency in English and in the country language in which he will be located.
• Proven ability to effectively train and mentor sales teams, fostering a culture of technical understanding and confidence.
• Significant experience in managing the end-to-end technical aspects of tender responses, including proposal writing, solution design, and technical documentation. A strong understanding of procurement processes and compliance requirements is highly desirable.
• Strong analytical and problem-solving skills, with a proactive and customer-centric approach to addressing technical challenges and ensuring client satisfaction.
• Proactive mindset and willingness to problem solve