Lead Sales Engineer -AGV & Warehouse Automation (Dematic Partner)

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 quote support. 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: Lead customer discovery for AGV and automation opportunities from first engagement through close Conduct on-site and virtual meetings with operations, engineering, finance, and executive stakeholders Challenge customer workflows, assumptions, and manual operations to drive automation adoption Qualify budgets, timelines, and decision-making structures early Serve as the primary technical and commercial advisor during the sales process Translate operational challenges into automation solution concepts (AGVs, robotics, conveyors, integrated systems) Collaborate with internal engineering, sales leadership, and Dematic partners to develop: Conceptual layouts, ROMs and preliminary costing, and Tailored automation proposals Clearly communicate ROI, productivity gains, safety improvements, and scalability Address customer concerns around performance, integration, and long-term support Lead complex sales pursuits from discovery through solution shaping, proposal development, negotiation, and close Navigate long-cycle, multi-stakeholder enterprise buying processes Build durable customer relationships to support repeat and expanded automation deployments Support go-to-market strategy for AGV and warehouse automation solutions, including: Target industries, High-ROI use cases, Ideal customer profiles Leverage existing Dematic installations as reference conversations and site visits Partner with senior leadership on sales targets, pipeline strategy, and forecasting Own pipeline quality and execution discipline Consistently meet or exceed assigned revenue goals Experience Required: Deep familiarity with AGVs, robotics, and automated material handling systems 5+ years selling AGVs, AMRs, industrial automation, or capital equipment solutions Proven history of closing complex, enterprise-level automation deals Strong understanding of U.S. enterprise sales cycles and decision dynamics Preferred background in mechatronics, robotics, industrial engineering, or similar Consultative, challenger-style sales mindset Comfortable influencing both technical and non-technical stakeholders Able to manage multiple active opportunities simultaneously