{"id":1742810,"url":"https://alion.io/job/kardex-holding-technical-sales-solution-architect","title":"Technical Sales Solution Architect","company":{"id":176804,"name":"Kardex Holding","domain":"kardex.com","url":"https://alion.io/company/kardex","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Workday","truth_index":{"grade":"A","score":85,"open_postings":20,"ghost_share":0,"stale_share":0.6,"repost_share":0,"time_to_fill_p50_days":50,"computed_at":"2026-10-10T05:45:15Z"}},"role":"Solutions","role_family":"Solutions","seniority":"staff","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Cincinnati, United States"],"countries":["US"],"hiring_countries":["US"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":129000,"max_usd":245000,"period":"year","method":"role_seniority_country_remote_cell","sample_n":317},"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-10-02T00:00:00Z","employer_posted_date":"2026-10-02","last_verified_at":"2026-10-12T02:06:22Z","board_verified":true,"closed_at":null,"days_open":10,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":10},"description":"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.\nA 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.\nThe 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.\nYour tasks\nKey Responsibilities\nCustomer Discovery & Requirements Definition\nPartner with Sales to engage prospective and existing customers during the earliest stages of an opportunity.\nLead structured discovery sessions to understand:\nCurrent warehouse and fulfillment processes\nReceiving, replenishment, storage, picking, packing, and shipping workflows\nSKU profiles and inventory characteristics\nOrder profiles and demand patterns\nRequired throughput and peak operating conditions\nService-level requirements\nLabor requirements and constraints\nAvailable building footprint and facility limitations\nGrowth expectations\nIntegration requirements\nCustomer business objectives and investment criteria\nTranslate operational discussions into clear functional and technical requirements that can be used by Kardex Solutions engineering and solution design teams.\nIdentify gaps in customer-provided information and work with Sales and the customer to collect the data required to develop an appropriate solution.\nSolution Development\nDevelop high-level automation concepts that address the customer's operational and business requirements.\nEvaluate where technologies such as:\nAutoStore\nConveyor and sortation\nGoods-to-person technologies\nPick and pack workstations\nAMRs and other mobile robotics\nWarehouse execution and control software\nPeripheral automation and value-added technologies\ncan be combined to create an effective end-to-end solution.\nWork closely with Kardex Solutions engineering and design teams as opportunities progress from conceptual design into detailed engineering and proposal development.\nHelp ensure that proposed solutions balance:\nOperational performance\nTechnical feasibility\nScalability\nSimplicity\nCustomer experience\nImplementation risk\nCapital investment\nLong-term total cost of ownership\nAutoStore Solution Support\nServe as a knowledgeable customer-facing resource for AutoStore opportunities.\nHelp customers understand concepts including:\nGrid and storage design\nBin sizing and utilization\nRobot and port requirements\nThroughput\nWorkstation strategies\nPicking and replenishment processes\nSystem expansion\nRedundancy and availability\nSoftware integration\nOperational optimization\nSupport the Sales team in explaining why a particular AutoStore configuration is appropriate for the customer's operation.\nCollaborate with internal engineering resources to ensure assumptions used during early sales conversations align with the final engineered solution.\nConveyor & Integrated Material Handling\nSupport the development and presentation of integrated conveyor solutions connecting AutoStore and surrounding warehouse processes.\nUnderstand and help define material flows including:\nTote transportation\nCarton transportation\nOrder consolidation\nPacking\nSortation\nShipping\nReplenishment\nException handling\nHelp customers understand how AutoStore, conveyor, software, and peripheral technologies work together as a complete system rather than as individual pieces of equipment.\nProduct Demonstrations\nDevelop and deliver compelling demonstrations of Kardex Solutions products and technologies.\nDemonstrations may include:\nLive AutoStore demonstrations\nWarehouse software demonstrations\nSolution simulations\nConceptual system layouts\nCustomer workflow demonstrations\nOperational scenarios\nDigital demonstrations\nCustomer-specific use cases\nWhenever practical, demonstrations should reflect the customer's actual operation rather than generic functionality.\nTranslate technical capabilities into clear customer outcomes such as:\nIncreased throughput\nReduced labor dependency\nImproved storage density\nIncreased order accuracy\nImproved ergonomics\nGreater scalability\nImproved system availability\nReduced operating cost\nSales Support\nAct as a technical partner to Kardex Solutions Sales Managers throughout the opportunity lifecycle.\nParticipate in:\nCustomer discovery meetings\nQualification calls\nSite visits\nSolution workshops\nExecutive presentations\nTechnical presentations\nDemonstrations\nRFP responses\nProposal presentations\nCustomer reference visits\nTrade shows and industry events\nHelp Sales determine whether an opportunity is technically and commercially aligned with the capabilities of Kardex Solutions.\nIdentify potential technical risks, scope gaps, unrealistic expectations, or solution constraints early in the sales process.\nSupport the development of clear value propositions and solution differentiators.\nSolution Storytelling\nTranslate complex automation technology into a clear story that customers can understand.\nPresent solutions differently depending on the audience.\nFor operations leaders, explain:\nWorkflow\nLabor impact\nThroughput\nReliability\nErgonomics\nOperational flexibility\nFor engineering and IT teams, explain:\nTechnical architecture\nControls\nInterfaces\nSystem performance\nIntegration requirements\nFor executives, explain:\nBusiness impact\nROI\nScalability\nRisk\nStrategic value\nEnsure Kardex Solutions proposals communicate the business outcome of the solution, not simply the equipment being supplied.\nInternal Collaboration\nWork closely with:\nSales\nSolution Design\nEngineering\nSoftware\nProject Management\nCustomer Service\nProduct Management\nMarketing\nStrategic technology partners\nProvide structured feedback to Product Management and Engineering regarding recurring customer requirements and market needs.\nHelp develop reusable sales tools such as:\nDiscovery templates\nDemonstration environments\nSolution presentation templates\nCustomer use cases\nROI tools\nTechnical comparison documents\nApplication guides\nKey Performance Indicators\nSuccess in this role may be measured through:\nSales opportunities supported\nQuality and completeness of customer requirements\nPercentage of qualified opportunities progressing to solution development\nProposal conversion / win rate\nEffectiveness of customer demonstrations\nReduction in late-stage scope changes\nAccuracy of early solution assumptions\nCustomer engagement during workshops and demonstrations\nSales team adoption of Solution Architect resources\nDevelopment of repeatable demonstration and solution-selling tools\nThe 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.\nQualifications\nRequired Experience\n5+ years of experience in warehouse automation, material handling, distribution operations, solution engineering, systems integration, or a related field.\nStrong understanding of warehouse and distribution center operations.\nExperience supporting customer-facing technical or solution-selling activities.\nAbility to understand operational data and translate it into automation requirements.\nStrong presentation and communication skills.\nAbility to communicate technical concepts to both technical and non-technical audiences.\nExperience working collaboratively with Sales and Engineering organizations.\nAbility to manage multiple opportunities simultaneously.\nPreferred Experience\nExperience with one or more of the following is strongly preferred:\nAutoStore\nGoods-to-person systems\nConveyor systems\nSortation\nAS/RS\nAMRs / AGVs\nWarehouse robotics\nWMS, WCS, or WES software\nWarehouse simulation\nMaterial handling systems integration\nDistribution center solution design\nExperience working for a material handling integrator, automation provider, consulting organization, or sophisticated distribution operation is highly desirable.\nTechnical Competencies\nThe successful candidate should understand many of the following concepts:\nWarehouse material flow\nOrder fulfillment processes\nThroughput calculations\nSKU velocity\nInventory profiles\nStorage density\nPick rates\nPeak demand analysis\nConveyor capacity\nSystem bottlenecks\nAvailability and redundancy\nControls architecture\nHost-system integration\nWMS/WCS/WES environments\nROI and automation business cases\nThe 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.\nProfessional Skills\nThe ideal candidate is:\nConsultative rather than transactional\nTechnically curious\nComfortable asking detailed operational questions\nAble to challenge customer assumptions professionally\nCommercially aware\nHighly credible in front of customers\nComfortable presenting to executives\nCapable of facilitating workshops\nAble to simplify complex concepts\nCollaborative across departments\nComfortable working in an entrepreneurial and rapidly growing environment\nTravel\nApproximately 30-50% travel may be required depending on customer activity.\nTravel will primarily support:\nCustomer discovery sessions\nFacility assessments\nDemonstrations\nSolution workshops\nProposal presentations\nCustomer reference visits\nIndustry events\nRole in the Kardex Solutions Sales Process\nThe Solution Architect should become involved before a solution is engineered.\nThe preferred engagement model is:\nQualify → Discover → Define Requirements → Develop Concept → Demonstrate → Validate → Engineer → Propose → Close\nThe 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.\nThe objective is simple:\nUnderstand the customer's operation well enough to demonstrate and articulate the right Kardex solution before significant engineering resources are committed.\nYour profile","description_format":"text","description_chars":10999,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":[],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Robotics","Logistics & Warehouse 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