Technical Sales Solution Architect
Kardex Group · Remote
The Solution Architect is a customer-facing technical and commercial resource within Kardex Solutions responsible for helping the Sales organization identify customer requirements, develop solution concepts, and effectively demonstrate how Kardex Solutions technologies can solve complex distribution and fulfillment challenges.
The role sits at the intersection of sales, solution design, operations, and technology. The Solution Architect engages early in the sales process to understand a prospect's operational challenges, material flows, business requirements, and growth objectives, then translates those requirements into an automation strategy centered primarily around AutoStore, conveyor and material handling technologies, and the broader Kardex Solutions portfolio.
A critical component of the role is making automation understandable and compelling. The Solution Architect will lead customer discovery sessions, solution workshops, product demonstrations, conceptual solution reviews, and technical presentations that enable customers to understand not only how the technology works, but how it improves their operation and delivers measurable business value.
The successful candidate will combine strong knowledge of warehouse operations and automation with the communication skills necessary to engage everyone from warehouse operators and engineers to senior executives.
Your tasks
Key Responsibilities
Customer Discovery & Requirements Definition
Partner with Sales to engage prospective and existing customers during the earliest stages of an opportunity.
Lead structured discovery sessions to understand:
Current warehouse and fulfillment processes
Receiving, replenishment, storage, picking, packing, and shipping workflows
SKU profiles and inventory characteristics
Order profiles and demand patterns
Required throughput and peak operating conditions
Service-level requirements
Labor requirements and constraints
Available building footprint and facility limitations
Growth expectations
Integration requirements
Customer business objectives and investment criteria
Translate operational discussions into clear functional and technical requirements that can be used by Kardex Solutions engineering and solution design teams.
Identify gaps in customer-provided information and work with Sales and the customer to collect the data required to develop an appropriate solution.
Solution Development
Develop high-level automation concepts that address the customer’s operational and business requirements.
Evaluate where technologies such as:
AutoStore
Conveyor and sortation
Goods-to-person technologies
Pick and pack workstations
AMRs and other mobile robotics
Warehouse execution and control software
Peripheral automation and value-added technologies
can be combined to create an effective end-to-end solution.
Work closely with Kardex Solutions engineering and design teams as opportunities progress from conceptual design into detailed engineering and proposal development.
Help ensure that proposed solutions balance:
Operational performance
Technical feasibility
Scalability
Simplicity
Customer experience
Implementation risk
Capital investment
Long-term total cost of ownership
AutoStore Solution Support
Serve as a knowledgeable customer-facing resource for AutoStore opportunities.
Help customers understand concepts including:
Grid and storage design
Bin sizing and utilization
Robot and port requirements
Throughput
Workstation strategies
Picking and replenishment processes
System expansion
Redundancy and availability
Software integration
Operational optimization
Support the Sales team in explaining why a particular AutoStore configuration is appropriate for the customer’s operation.
Collaborate with internal engineering resources to ensure assumptions used during early sales conversations align with the final engineered solution.
Conveyor & Integrated Material Handling
Support the development and presentation of integrated conveyor solutions connecting AutoStore and surrounding warehouse processes.
Understand and help define material flows including:
Tote transportation
Carton transportation
Order consolidation
Packing
Sortation
Shipping
Replenishment
Exception handling
Help customers understand how AutoStore, conveyor, software, and peripheral technologies work together as a complete system rather than as individual pieces of equipment.
Product Demonstrations
Develop and deliver compelling demonstrations of Kardex Solutions products and technologies.
Demonstrations may include:
Live AutoStore demonstrations
Warehouse software demonstrations
Solution simulations
Conceptual system layouts
Customer workflow demonstrations
Operational scenarios
Digital demonstrations
Customer-specific use cases
Whenever practical, demonstrations should reflect the customer’s actual operation rather than generic functionality.
Translate technical capabilities into clear customer outcomes such as:
Increased throughput
Reduced labor dependency
Improved storage density
Increased order accuracy
Improved ergonomics
Greater scalability
Improved system availability
Reduced operating cost
Sales Support
Act as a technical partner to Kardex Solutions Sales Managers throughout the opportunity lifecycle.
Participate in:
Customer discovery meetings
Qualification calls
Site visits
Solution workshops
Executive presentations
Technical presentations
Demonstrations
RFP responses
Proposal presentations
Customer reference visits
Trade shows and industry events
Help Sales determine whether an opportunity is technically and commercially aligned with the capabilities of Kardex Solutions.
Identify potential technical risks, scope gaps, unrealistic expectations, or solution constraints early in the sales process.
Support the development of clear value propositions and solution differentiators.
Solution Storytelling
Translate complex automation technology into a clear story that customers can understand.
Present solutions differently depending on the audience.
For operations leaders, explain:
Workflow
Labor impact
Throughput
Reliability
Ergonomics
Operational flexibility
For engineering and IT teams, explain:
Technical architecture
Controls
Interfaces
System performance
Integration requirements
For executives, explain:
Business impact
ROI
Scalability
Risk
Strategic value
Ensure Kardex Solutions proposals communicate the business outcome of the solution , not simply the equipment being supplied.
Internal Collaboration
Work closely with:
Sales
Solution Design
Engineering
Software
Project Management
Customer Service
Product Management
Marketing
Strategic technology partners
Provide structured feedback to Product Management and Engineering regarding recurring customer requirements and market needs.
Help develop reusable sales tools such as:
Discovery templates
Demonstration environments
Solution presentation templates
Customer use cases
ROI tools
Technical comparison documents
Application guides
Key Performance Indicators
Success in this role may be measured through:
Sales opportunities supported
Quality and completeness of customer requirements
Percentage of qualified opportunities progressing to solution development
Proposal conversion / win rate
Effectiveness of customer demonstrations
Reduction in late-stage scope changes
Accuracy of early solution assumptions
Customer engagement during workshops and demonstrations
Sales team adoption of Solution Architect resources
Development of repeatable demonstration and solution-selling tools
The role should ultimately help Kardex Solutions increase win rate, shorten the sales cycle, improve solution quality, and reduce the technical risk associated with opportunities entering engineering.
Qualifications
Required Experience
5+ years of experience in warehouse automation, material handling, distribution operations, solution engineering, systems integration, or a related field.
Strong understanding of warehouse and distribution center operations.
Experience supporting customer-facing technical or solution-selling activities.
Ability to understand operational data and translate it into automation requirements.
Strong presentation and communication skills.
Ability to communicate technical concepts to both technical and non-technical audiences.
Experience working collaboratively with Sales and Engineering organizations.
Ability to manage multiple opportunities simultaneously.
Preferred Experience
Experience with one or more of the following is strongly preferred:
AutoStore
Goods-to-person systems
Conveyor systems
Sortation
AS/RS
AMRs / AGVs
Warehouse robotics
WMS, WCS, or WES software
Warehouse simulation
Material handling systems integration
Distribution center solution design
Experience working for a material handling integrator, automation provider, consulting organization, or sophisticated distribution operation is highly desirable.
Technical Competencies
The successful candidate should understand many of the following concepts:
Warehouse material flow
Order fulfillment processes
Throughput calculations
SKU velocity
Inventory profiles
Storage density
Pick rates
Peak demand analysis
Conveyor capacity
System bottlenecks
Availability and redundancy
Controls architecture
Host-system integration
WMS/WCS/WES environments
ROI and automation business cases
The Solution Architect does not need to perform every aspect of detailed engineering but must possess enough technical depth to identify requirements, develop credible concepts, challenge assumptions, and effectively engage both customers and Kardex engineering specialists.
Professional Skills
The ideal candidate is:
Consultative rather than transactional
Technically curious
Comfortable asking detailed operational questions
Able to challenge customer assumptions professionally
Commercially aware
Highly credible in front of customers
Comfortable presenting to executives
Capable of facilitating workshops
Able to simplify complex concepts
Collaborative across departments
Comfortable working in an entrepreneurial and rapidly growing environment
Travel
Approximately 30–50% travel may be required depending on customer activity.
Travel will primarily support:
Customer discovery sessions
Facility assessments
Demonstrations
Solution workshops
Proposal presentations
Customer reference visits
Industry events
Role in the Kardex Solutions Sales Process
The Solution Architect should become involved before a solution is engineered .
The preferred engagement model is:
Qualify → Discover → Define Requirements → Develop Concept → Demonstrate → Validate → Engineer → Propose → Close
The Solution Architect owns the technical-commercial portion of the early stages of this process and acts as the bridge between the customer’s operational requirements, the Sales organization, and Kardex Solutions engineering resources.
The objective is simple:
Understand the customer’s operation well enough to demonstrate and articulate the right Kardex solution before significant engineering resources are committed.
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