Job Level Not Applicable
The Sr. Solutions Consultant is a senior pre-sales role which provides technical support to Sales for Tungsten Automation products and associated applications. While assigned to a geographic area, Sr. Solutions Consultant also collaborate with and backup peers across other subregions and regions to help improve the Tungsten Automation business and team capabilities regardless of location.
The Sr. Solutions Consultant is responsible for:
1. Preparing standard and custom demonstrations for Tungsten Automation Sales Account Executives and resellers
2. The handling of all pre-sales technical issues professionally and efficiently
3. Maintaining in-depth knowledge of Tungsten Automation products
4. Understanding the Tungsten Automation role in supporting business processes
5. Responding to technical questions in RFI/P/Qs
6. Sharing “Best Practices” with other Sales Engineers
7. Providing feedback to Product Development regarding new features, improving product performance, and eliminating bugs in the product
8. Preparing Tungsten Automation Professional Services for efficient implementations by professionally managing the transition from pre-sales to post-sales
9. Preparing Tungsten Automation partners on the technical aspects of selling Tungsten Automation products
10. Serving as a point of contact for resellers on technical issues
11. Responding to resellers requests for pre-sale technical support
12. Being an expert with Tungsten Automation Technology including:
13. Deep understanding of and the ability to articulate the technical differentiators and benefits of the Tungsten Automation solution
14. Understand the components that make each the solution and why
15. Define target markets
16. Explain the business value/value proposition
17. Describe sample use cases
18. Describe reference customers
19. Position and differentiate each solution from the other Tungsten Automation technologies
20. Identify and Qualify potential opportunities
21. Understand the applicability of the technology i.e. where the solution is a good fit and where it is a bad fit
22. Deliver high-level presentation and associated demonstrations
23. Understand the underlying technology concepts
24. Differentiate capabilities and features in new product releases
25. Utilizes AI-enabled tools (e.g., chatbots, document automation, analytics assistants) to improve efficiency, accuracy, and streamline routine tasks while following company AI governance and data privacy standards
26. General Architecture – understanding of how all the components fit together technically as well as how they integrate and work with external technologies. This includes an understanding of: Foundation technologies Tungsten Automation Networking Constraints Tungsten Automation Components and Services
While the job description describes what is anticipated as the requirements of the position, the job requirements are subject to change based upon any changing needs and requirements of the business.
Required Skills
Performance is measured by the revenue produced in Tungsten Automation software sales, professional services, and other measurable performance such as: demonstrations, overall sales support, communications, team building, and technical leadership. Measurable performance also includes the individual’s willingness to:
27. Seek and successfully completes special assignments that enable continued development of their technical and/or other job-related skills and abilities
28. Regularly go out of their way to assist others in the team or department
29. Can mentor others within their department
30. Demonstrate openness to feedback and constructive criticism
31. Through openness and a flexible style of working with others, help to foster an environment of innovation and creativity
32. Assist in maintaining a professional customer environment with positive customer satisfaction
33. Make a concerted effort to stay abreast of technological advances and Tungsten Automation’s industry overall
All Tungsten Automation Sales Engineers Consultants regardless of title or level must possess the following skills and knowledge:
34. Communications/Listening Skills
(Internal & external) – including but not limited to professional writing, problem escalation, and good analysis skills as outlined below.
35. Analysis/Discovery (ROI) -
Ability to plan for and conduct an Interview with the prospect and/or customer to determine the true business requirements to help build a valid Return on Investment (ROI).
36. Project Management
Critical path analysis to do risk assessment, problem decomposition and resource estimation. Not a concentrated focus on the tools available to manage projects but a working knowledge of the concepts and how they apply in sales situations i.e. knowledge of the theory, not the mechanics.
37. Sales & Presentation Skills
Professional presentation skills and experience in team selling, solution selling methodologies, and an understanding of and ability to utilize the Tungsten Automation Sales Process. Presentation skills at this level should include instances of presenting to any size audience.
38. Time Management
Ability to manage projects including preparation for presentations and demonstrations, training, scheduling, and reporting, and expense processing. This is critical to the success of the sales opportunities as the Consultant Sales Engineer will be required to manage multiple sales campaigns at any given time.
39. Industry/General Technology Knowledge
The Sales Engineer Consultant should have at least a high-level understanding of the following:
40. Web technologies: HTTP, SSL, HTML5, CSS, JavaScript, XML, JSON
41. Network technologies: OSI Layers, TCP/IP, Subnets, Ports, Routing, DNS, DHCP, SNMP
42. Communication protocols: POP3, IMAP, SMTP, EWS, FTP, SMB
43. Web services: WSDL, SOAP, OpenAPI, REST, JSON, sync + async
44. Integration methodologies and best practices with some of the above
45. Artificial technologies (e.g. NLP, Machine Learning and Computer Vision)
46. Programming: object oriented vs. script languages, C#, Java, VB (WinWrap)
47. Virtualization and Containerization: VMWare/HyperV, Docker, Kybernetes / Docker Swarm
48. Databases: basic knowledge of SQL, SQL vs NoSQL, load balancing, TDE
49. Architecture: nTier vs. client/server, load balancing, High Availability and disaster recovery
50. Cloud: private vs public, IaaS/PaaS/SaaS, and NIST and CSA cloud criteria
51. Security: authentication (AD, LDAP, OAuth, OpenID, 2FA) + application security (encryption methods for data at rest + data in transit)
52. Skills in prompting AI systems and assessing output quality
53. Ability to leverage AI to ideate, develop, and scale to the needs of their department
Tungsten Automation is an Equal Opportunity Employer M/F/D/V
Required Experience
The qualified applicant must demonstrate knowledge of the roles, responsibilities, processes, tools and techniques used by pre-sales technical support and sales departments, and have excellent people skills, communication and negotiation skills along with the ability to perform professional presentations, and extensive, up-to-date technical knowledge in document management and digital processing.
Qualifications include:
54. 12 years’ experience supporting a solution sales team in the pre-sales technical role
55. Bachelor’s degree in information systems, computer science, information technology or a related discipline, or equivalent years of experience.
56. Professional presentation experience, including presenting to large audiences
57. Business analysis at both the IT and LOB level
58. Experience working with various partners/channel organization
59. Experience in selling software to enterprise-level customers
60. Experience in business process management, image capture and/or robots processing is ideal
61. Can give examples of becoming their customer’s trusted advisor
62. Has specific industry experience, such as in Banking, Insurance, Government or Healthcare
63. Able to travel up to 50%