Presales Specialist

Position Summary:

This role will also support in developing a process, materials, use cases, and the infrastructure necessary to enable and support partner onboarding.

This candidate must have superb customer-facing skills and the respect of internal team members who view the candidate as an expert. This is a position for a self-starter who enjoys working with a team tasked with ensuring the success of a variety of different types of products and driving the future of Kodak Alaris Presales.

The role holder will work in APAC region closely with the local Solutions and Sales teams and Partners’ Sales teams to deliver the set business objectives. They will also work and liaise with the wider regional presales team.

Key Responsibilities

General responsibilities:

• Serve as a point of escalation for the regional sales team on all related Presales questions and support needs
• Support Sales team members in their largest and most complex pursuits by providing technical and practical expertise/examples, highlighting key aspects of the technology tailored to needs of the customer, and converting qualified opportunities into executable engagements
• Direct customer presentations of solutions capabilities, business process integration abilities, and business workflow support.
• Favorably positioning KA Products and Solutions again competitive industry alternatives.
• Lead by example by consistently demonstrating expertise during the sale and delivery of our portfolio
• Support and/or lead the Technology Evaluation, Solution Scoping, Technology Demonstration, Requirement Gathering, and Solution Proposal & Deal Closure stages of the sales process with support from cross-functional team members
• Guide the handoff of deals from sale to delivery and support the delivery team as needed
• Serve as a delivery resource in times of low capacity for the Solutions Delivery team or for unique, customer, or new applications of our technology
• Develop repeatable solution demonstrations for use across all regional pre-sales team.
• Participate in and share use cases, best practices, and demonstrations with other regional and global pre-sales team members.

Deal Support:

• Work with the customer to determine how the Solution will fit into the existing customer environment and represent KA's viewpoint to the potential customer
• Scope up the solution to determine how to best meet customer needs and move the deal forward
• Demonstrate the technology, potentially in the customer environment with custom features
• Gather requirements for the Solution outcomes and project implementation
• Support the proposal creation and deal closure
• Guide customers through the sales process by understanding their requests and needs, determining how they affect the sale and implementation of solution, and communicating those needs to the relevant parties
• Support the handoff of deals from the sales team to the delivery team
• Lead delivery of specific solutions implementation projects as needed

Peer Responsibilities:

• Determine when to further escalate deals that may need additional resources or expertise
• Stay up to date on the key market trends, applications, general technology trends, and capabilities/product roadmaps to represent both products internally to KA team members
• Develop a strong relationship with the Regional KA team
• Represent customer and marketplace needs internally

Client-facing Responsibilities:

• Represent Kodak Alaris capabilities to the marketplace with a variety of different customers and partners of all levels and cultures across the APAC region.
• Work with clients to identify their needs and determine how to ensure KA can meet them
• Support the sale and the delivery of opportunities as necessary

Job Requirements

• English Language proficiency is mandatory
• 2-5 years of Pre-Sales experience in the automated capture 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 architecture consultative experience
• Working knowledge of AI, Generative AI, and Large Language Models (LLMs), including core concepts, common enterprise use cases, and the ability to translate technical capabilities into practical customer business outcomes
• Familiarity with AI solution architectures and deployment considerations, such as model selection, prompt design, retrieval-augmented generation (RAG), data/privacy requirements, integration into business workflows, and key limitations or risks of LLM-based solutions
• Demonstrated success with communicating value propositions, positioning, and building relationships
• Strong business acumen - ability to conceptualize and solve business problems quickly while understanding financial impacts
• Ability to command respect with team members both internally and with client organizations
• Ability to quickly grasp complex business ideas and translate into business-level conversations

• 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 understanding of API usage and integration techniques.
• Strong executive presence with an ability to convey complex/technical topics in simple terms that motivate a buyer to act
• Strong technical writing, communication & presentation skills both in person and via online meeting media, and has a driving mentality to get the job done on time
• Strong project management skills
• Displays Excellent customer service skills and is customer centric
• Ability to continually learn existing and new products (i.e., on the job) and open to adapt to a changing environment
• Strong interpersonal, time management & organizational skills