Description:
Total Warehouse, in partnership with Dematic, is seeking a Lead Sales Engineer – AGV & Warehouse Automation to drive enterprise automation opportunities across the Western United States. This role owns front-end technical sales engagement, combining deep AGV and automation expertise with strong commercial acumen to qualify opportunities, shape solutions, and close complex deals.
This is a client-facing, revenue-accountable sales engineering role—not backend design, controls programming, or engineering documentation. The successful candidate will lead discovery, challenge customer assumptions, align solutions to business outcomes, and represent Total Warehouse as a trusted Dematic automation partner. Total Warehouse brings 25+ years of leadership in material handling, now scaling aggressively in automation and integrated systems.
Requirements:
Job Responsibilities:
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Lead customer discovery for AGV and automation opportunities from first engagement through close
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Conduct on-site and virtual meetings with operations, engineering, finance, and executive stakeholders
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Challenge customer workflows, assumptions, and manual operations to drive automation adoption
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Qualify budgets, timelines, and decision-making structures early
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Serve as the primary technical and commercial advisor during the sales process
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Translate operational challenges into automation solution concepts (AGVs, robotics, conveyors, integrated systems)
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Collaborate with internal engineering, sales leadership, and Dematic partners to develop: Conceptual layouts, ROMs and preliminary costing, and Tailored automation proposals
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Clearly communicate ROI, productivity gains, safety improvements, and scalability
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Address customer concerns around performance, integration, and long-term support
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Lead complex sales pursuits from discovery through solution shaping, proposal development, negotiation, and close
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Navigate long-cycle, multi-stakeholder enterprise buying processes
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Build durable customer relationships to support repeat and expanded automation deployments
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Support go-to-market strategy for AGV and warehouse automation solutions, including: Target industries, High-ROI use cases, Ideal customer profiles
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Leverage existing Dematic installations as reference conversations and site visits
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Partner with senior leadership on sales targets, pipeline strategy, and forecasting
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Own pipeline quality and execution discipline
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Consistently meet or exceed assigned revenue goals
Experience Required:
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Deep familiarity with AGVs, robotics, and automated material handling systems
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5+ years selling AGVs, AMRs, industrial automation, or capital equipment solutions
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Proven history of closing complex, enterprise-level automation deals
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Strong understanding of U.S. enterprise sales cycles and decision dynamics
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Preferred background in mechatronics, robotics, industrial engineering, or similar
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Consultative, challenger-style sales mindset
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Comfortable influencing both technical and non-technical stakeholders
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Able to manage multiple active opportunities simultaneously
