Enterprise Solutions Consultant

Systech International is a trailblazer in safeguarding global supply chains through digital traceability, serialization and compliance. As the first company to introduce the world to product serialization, we’re celebrating 40 years of product innovation and setting global standards for a range of industries, including pharmaceuticals, medical devices, nutraceuticals and consumer packaged goods. Today, as a proud part of Dover Corporation, a diversified global manufacturer and solutions provider, we continue to lead the industries we serve by delivering cutting-edge technology that secures brands, combats counterfeiting, and ensures product integrity worldwide.

The Enterprise Solutions Consultant is a customer-facing, technical presales role responsible for shaping end-to-end serialization, traceability, and packaging automation solutions for pharmaceutical and life sciences manufacturers across North America. Working closely with Account Managers, Partners, Product, and Delivery teams, this role translates customer business and compliance needs (including U.S. DSCSA requirements) into solution architectures, scope, and commercial proposals that enable successful implementations and long-term account growth.

SUMMARY:

The Solution Consultant is a technical sales position that operates at the highest level of the technical deal team, responsible for conceptualizing and designing robust and scalable solutions that align with our clients’ strategy and support their long-term growth goals. The Solution Consultant will work with the Account Manager/ Key Account Manager to support global enterprise accounts across direct and partner sales opportunities, giving technical input and providing appropriate solutions based on customer needs.

This role includes converting customer requirements into a Project scope document that will serve as the design for the solution being implemented. As a result, it is a key role that contributes heavily to the success of each client implementation.

Key deliverables include high-level system design and workflows, architecture, equipment selection, and integration design. The position will determine the most appropriate product solutions while adhering to Best Practices conventions, including standard solutions where possible, to fulfil the customer's requirements. This role will include preparing customer quotes and commercial proposals.

The successful candidate will have advanced communication, sales, and negotiation skills and an innate ability to simplify complex technology concepts and plan, prioritize, and seamlessly integrate all moving parts to deploy successful solutions.

Key Responsibilities:

• Operate as a senior technical leader on the deal team for key direct and partner sales opportunities—supporting global enterprise accounts in partnership with the Account Manager/Key Account Manager—and drive solution adoption throughout the sales cycle. Traveling to these opportunities as needed.
• Become a “trusted advisor” and work to influence the direction, focus, and strategy of the account base as it relates to initiatives in our space.
• Deliver innovative and standardized solutions for client-based implementations through technical requirements gathering, use-case discovery, SOW review, platform/packaging line analysis, requirements (Engineering, URS) review, and customer workshops.
• Serve as the lead strategist for all implementation, customization, and integration requirements.
• Serve as the lead on documenting requirements around application architecture, solution architecture, technical design, development of proof of concepts and deployment support for clients, third-party vendors, technology partners, and internal project stakeholders
• Propose high-level architecture solutions to meet customer requirements while maintaining commonality with other similar applications.
• Partner internally to ensure solutions are aligned with the technical requirements, market analytics, and functional road map.
• Responsible for creating BOM and estimating timelines and required project services, such as project management, installation services, etc.
• Lead the quoting process, including developing and validating Bills of Materials (BOM), pricing inputs, and commercial proposal content in coordination with Sales, Product, and Delivery.
• Responsible for smooth handover of solution proposal and design to Project Team for implementation
• Arrange & perform product demonstrations.
• Constantly train yourself to gain a deeper knowledge of the Products and their new features. Become an expert in using all Products.
• Distribute customer feedback to appropriate Departments internally for Product improvements and enhancements.
• The position involves approximately 20% travel, primarily within North America, with occasional international travel as needed.

Required Qualifications:

• Knowledgeable in packaging industry automation products, preferably Track & Trace and Pharma environment.
• Experience converting client requirements into architecture and design with full support of the business development cycle.
• Strong technical background in automation, mechanical and electrical engineering, and IT, ideally with hands-on experience
• Familiarity with PC-based hardware, control & communication interfacing.
• Computer skills and aptitude for quickly learning new software tools and computer hardware.
• Strong experience in dealing with clients.
• Must be comfortable working with various disciplines in a highly dynamic environment.
• Excellent interpersonal skills
• Effective verbal communication skills (in-person, conference calls, presentations) and business writing proficiency (transactional – emails; informational - call reports, meeting minutes; persuasive - customer proposals).
• Possesses strong customer relation skills.
• Demonstrates strong analytical and problem-solving skills.
• Experience working with virtual teams located in different regions.

Ideal Candidate Profile

The ideal candidate is often found in roles such as Principal Solutions Architect, Sales Operations Architect, or Management Consultant (especially from firms focused on supply chain digital transformation). They bring both technical depth and commercial rigor, and they are comfortable partnering closely with the Key Account Manager to advance complex, multi-stakeholder opportunities within global enterprise accounts.

• Business acumen: Understands “funnel math”—how technical solution choices influence conversion, increase Customer Lifetime Value (CLTV), and reduce acquisition costs.
• Systems thinker: Goes beyond software demos to map the pathways that convert client interest into repeatable, scalable revenue systems (process, people, data, and technology).
• Industry authority: Demonstrated track record delivering mission-critical systems for highly regulated customers (e.g., Pharma, Life Sciences), with strong credibility in compliance-driven environments.

Preferred Qualifications:

• Experience with pharma serialization and U.S. regulatory requirements (DSCSA) and GxP/CSV concepts; exposure to EU FMD is a plus.
• Hands-on understanding of packaging line equipment, shop floor systems, and integration patterns (PLC/SCADA/MES/ERP; REST/SOAP; OPC; databases).
• Ability to develop and deliver solution demonstrations, proof-of-concepts, and value-based presentations for executive and technical audiences.
• Experience supporting RFP/RFI responses and building Statements of Work (SOW), scope documents, and implementation plans.
• Highly desirable: experience delivering full product solutions spanning mechanical and electrical domains (and their integration with software/controls) in an automation or packaging-line environment.

EDUCATION and/or EXPERIENCE:

• B.A. / B.S. degree – prefer Professional Sales or Engineering
• 5 + years of practical Engineering experience; process automation, automated manufacturing experience preferred.

Key Competencies

• Consultative selling mindset; able to discover pain points, quantify value, and align solutions to business outcomes.
• Clear, confident communicator with strong documentation skills (requirements, scope, architecture, and handover materials).
• Strong analytical problem solving; comfortable navigating ambiguity and making trade-offs.
• Cross-functional collaboration and stakeholder management across Sales, Product, Engineering, and Delivery.
• Professional presence with customers and partners; able to lead workshops and facilitate decision-making.
• Business acumen (“funnel math”): able to connect solution decisions to pipeline conversion, Customer Lifetime Value (CLTV), and cost of acquisition.
• Systems thinking: can map end-to-end pathways (process, data, integrations, and operating model) that turn customer needs into scalable, repeatable delivery and revenue.
• Credibility with regulated enterprises: proven ability to design and support mission-critical systems in highly regulated environments (Pharma/Life Sciences), balancing compliance, validation, security, and operational performance.

The above job description is not intended to be an all-inclusive list of duties and standards of the position.  Incumbents will follow any other instructions and perform any related duties assigned by their supervisor

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Work Arrangement : Full Time, Exempt

Salary Range : 100,000 to 140,000 + commission

This job description is not to be construed as a complete listing of the duties and responsibilities that may be given to any employee.  The duties and responsibilities outlined in this position may be added to or changed when deemed appropriate and necessary by the person who is managerially responsible for this position.

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

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.

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