Toshiba Global Commerce Solutions is seeking a highly experienced Pre-Sales Senior Software Technical Specialist to drive consultative solution selling for the Toshiba ELERA® Software and Solutions Portfolio. This role serves as a trusted advisor to customers, Sales, and Solution Architect teams by providing deep technical expertise, retail industry knowledge, and strategic guidance throughout the sales cycle.
The ideal candidate will possess extensive experience in retail technology, enterprise software solutions, and digital transformation initiatives. This individual will support strategic accounts across the Americas, helping customers envision, evaluate, and adopt innovative Toshiba solutions while influencing product strategy through customer and market feedback.
As a key member of Toshiba Global Commerce Solutions, the Pre-Sales Senior Software Technical Specialist will collaborate across Sales, Product Management, Development, Marketing, and Professional Services organizations to help retailers modernize store operations, improve customer experiences, and accelerate their digital transformation initiatives through the ELERA platform.
Required Qualifications- Bachelor's degree in Computer Science, Information Technology, Engineering, Business, or a related field, or equivalent professional experience.
- 7+ years of experience in pre-sales, solution consulting, solution architecture, enterprise software, retail technology, or a related field.
- Deep understanding of retail operations, store technologies, customer engagement platforms, and digital transformation initiatives.
- Proven experience presenting technical and business solutions to executive-level audiences.
- Demonstrated success leading workshops, proof-of-concepts, pilot programs, and customer demonstrations.
- Strong knowledge of enterprise software architecture, APIs, integrations, cloud technologies, and SaaS platforms.
- Experience collaborating across Sales, Product Management, Development, and Professional Services organizations.
- Exceptional communication, presentation, consulting, and stakeholder management skills.
- Ability to travel as required to support customer engagements and industry events.
Preferred Qualifications- Experience with retail software platforms, POS systems, self-service technologies, store operations, or digital commerce solutions.
- Experience supporting enterprise retailers and large, multi-site retail organizations.
- Understanding of cloud-native architectures, microservices, and enterprise integration strategies.
- Proven ability to influence product direction through customer and market feedback.
- Experience participating in industry events, analyst engagements, public speaking, or thought leadership activities.
- Familiarity with Toshiba ELERA solutions and retail technology ecosystems.
Pre-Sales Leadership & Customer Engagement- Support Sales teams and Pre-Sales Solution Architects across the Americas region in positioning and selling the ELERA software portfolio to prospects and existing customers.
- Serve as a subject matter expert (SME) on Toshiba ELERA solutions, capabilities, roadmap, and retail industry applications.
- Lead executive-level customer engagements, strategy sessions, workshops, and business reviews for strategic and complex retail accounts.
- Deliver compelling presentations and demonstrations to customer stakeholders, including C-suite executives and senior business leaders.
- Articulate the ELERA vision, strategy, business value, and competitive differentiation to customers and prospects.
- Develop account-specific solution strategies that align customer business objectives with ELERA capabilities and digital transformation initiatives.
Solution Architecture & Technical Consulting- Provide software architecture guidance throughout the sales lifecycle, including workshops, proof-of-concepts (POCs), and pilot programs.
- Design, develop, and deliver customized demonstrations that showcase the "art of the possible" with Toshiba ELERA solutions.
- Lead technical discovery sessions to understand customer business challenges and recommend innovative technology solutions.
- Advise customers on solution design, integration strategies, deployment approaches, and future-state architectures.
- Ensure a seamless transition of customer engagements to Professional Services for implementation and deployment.
Strategic Sales Support- Collaborate with Sales and Solution Architect teams to develop customer journey maps and solution roadmaps that drive ELERA adoption and revenue growth.
- Support strategic opportunities by identifying business drivers, operational challenges, and technology requirements.
- Provide competitive positioning, market intelligence, and strategic guidance during customer pursuits.
- Contribute to achieving regional sales goals and revenue targets through effective pre-sales engagement and solution consulting.
Cross-Functional Collaboration- Act as a liaison between Product Management, Development, Professional Services, Marketing, and Sales organizations.
- Coordinate internal technical resources required during customer engagements, evaluations, workshops, pilots, and architecture reviews.
- Facilitate collaboration between customer stakeholders and internal teams to ensure successful solution alignment and execution.
- Orchestrate engagement across product, engineering, and delivery teams as needed during the sales cycle.
Voice of Customer & Product Influence- Represent customer perspectives and requirements to Product Management and Development teams.
- Provide input regarding product enhancements, feature requests, usability improvements, and emerging market opportunities.
- Participate in customer issue resolution efforts by helping prioritize and communicate product defects and enhancement needs.
- Contribute to Voice of Customer initiatives that improve product quality, adoption, and customer satisfaction.
Industry Expertise & Thought Leadership- Maintain a deep understanding of retail operations, store systems, digital commerce, omnichannel experiences, and emerging retail technologies.
- Monitor industry trends and identify opportunities for new technologies, ISV partnerships, and integrations that enhance the ELERA platform.
- Serve as a trusted advisor and source of competitive intelligence for account teams.
- Represent Toshiba Global Commerce Solutions in analyst briefings, customer forums, industry conferences, trade shows, and speaking engagements.
- Partner with Marketing to develop thought leadership content, solution messaging, and go-to-market initiatives.
Key Competencies- Retail Technology Expertise
- Consultative Selling
- Solution Architecture
- Executive Presence
- Strategic Thinking
- Digital Transformation
- Technical Leadership
- Customer Advocacy
- Relationship Management
- Influencing & Negotiation
- Competitive Analysis
- Cross-Functional Collaboration
- Presentation & Storytelling
- Problem Solving
- Innovation & Thought Leadership
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