Pre-sales Support Engineering & Solution Architecture

 

Job Description

The Director of Pre-Sales Engineering leads and scales a high-performing team of Pre-sales engineers in supporting the commercial organization.  In addition to Pre-sales engineering, the candidate will have Solutions Architect responsibility for designing positioning and supporting technical solutions and implementation to solve customer business problems.  Intersection between sales product management and customer translating requirements into scalable practical solutions.

 

Key Responsibilities

• Lead, mentor and develop a team of 5+ or more Pre-sales / Solutions Engineers


• Set clear performance expectations and KPI’s, measuring performance


• Ensure consistent well trained scalable engagement across the partners and end user customers


• Act as an escalation point for complex technical, clinical and integration discussions


• Partner (co-pilot) with sales leadership to align technical resources to shorten sales cycles focused on pipeline priorities


• Partner with sales, product, and customers to understand solution needs and technical requirements

• Support integration of Barco solutions with end user’s systems using healthcare standards and other interoperability protocols.

 

• Support key deals through discovery, solutions design, demos, clinical workflows, and proof-of-concepts


• Drive standardization of demos, scripts, technical messaging, teaching sales and engineering how to present value messaging


• Design end to end solution architecture that aligns with technical products capabilities and product features.


• Serve as the technical lead during pre-sales engagements including discovery, demos, and proof of concepts.

• Serve as a technical advisor during RFPs, vendor evaluations, and enterprise technology assessments.

 

• Evaluate existing customer environments and recommend integrations


• Support solutions deployment and handoff to implement or customer success teams

 

Core Skills & Competencies

• Maintain deep understanding of the hospital IT environments and clinical workflows


• Support organization in security assessments, and technical diligence reviews.


• Track and report on pre-sales effectiveness, wins rates, technical influence on the deals


• Optimize team resources, bandwidth, and utilization across the territories and accounts


• Leadership: Motivating teams and driving initiatives.


• Creativity: Developing innovative ways to position products or services. 

 

Required Qualifications:

• Bachelors Degree in Computer Science and engineering related field equivalence


• 5+ year experience in solutions architecture, product implementation and technical support of end users, Biomedical engineering


• Experience in the Enterprise Medical Imaging, healthcare IT, Digital Pathology, Digital Surgery


• Strong understanding of clinical workflows, hospital systems and enterprise imaging


• Strong understanding of cloud platforms (AWS, AZURE, GCP, API’s and system integrations


• Experience translating business requirements into technical solutions


• Excellent communication skills with both technical and non technical audiences in the Healthcare field


• Background in SaaS, data platforms and enterprise software


• Experience working with pre-sales or customer facing teams


• Sales cycles are accelerated through strong technical alignment


• Ability to manage team of 5-10 field based technical support engineers