Strategic Solutions Partner

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CAI Software, LLC

WebsiteLinkedInAll Job Openings

51 - 200 employees

☁️ SaaS

🤝 B2B

Manufacturing • SaaS • B2B

CAI Software, LLC is a provider of production-oriented business management software for manufacturers, processors, distributors, and the graphic communications industry. The company delivers enterprise solutions including ERP, MES, WMS, EDI, inventory management, process automation, digital work instructions, and MIS to streamline operations, improve visibility, and optimize production and distribution workflows across industries such as seafood, food & beverage, aerospace, automotive, electronics, and printing. CAI supports deployment, implementation, and ongoing customer support for integrated, end-to-end software suites and enabling apps aimed at midmarket and enterprise customers.

📋 Description

• Demo & Pre-Sales Execution Lead tailored product demonstrations for new prospects and expansion opportunities across the full CAI Maritech portfolio, adjusting each demo to the prospect’s industry, workflow, and pain points. • Partner closely with Account Executives and CSMs to strategically position products ahead of and during the sales cycle. • Customize demo environments to reflect real-world operational scenarios that resonate with each audience. • Handle technical and functional Q&A on the spot, instilling buyer confidence in the platform. • Support strategic sales opportunities and executive-level customer discussions as needed. • Strategic Customer Engagement Partner with Customer Success Managers to support high-value, strategic customer accounts throughout their lifecycle. • Develop a deep understanding of customer organizations, business objectives, operational processes, and key challenges. • Conduct discovery sessions, workflow assessments, and process mapping exercises to identify opportunities for improvement. • Serve as a trusted advisor by recommending solutions that align platform capabilities with customer business goals. • Value Realization & Business Consulting Build business cases and value realization plans that demonstrate measurable outcomes from platform adoption. • Identify opportunities to increase efficiency, improve workflows, and enhance operational performance. • Guide customers toward achieving defined success metrics and ROI objectives. • Help customers establish and track KPIs related to platform usage and business outcomes. • Adoption & Risk Mitigation Monitor customer adoption trends and identify signs of underutilization, workflow misalignment, or declining engagement. • Partner with CSMs to develop action plans that address customer risk and improve overall account health. • Lead strategic intervention initiatives to stabilize at-risk accounts and improve renewal confidence. • Product Liaison & Technical Escalation Serve as the primary escalation point for technical and functional questions that fall outside standard sales or CSM conversations. • Triage prospect and client inquiries requiring product team input, ensuring timely responses that keep deals and initiatives moving. • Capture and relay field intelligence, feature requests, and competitive signals to Product and GTM leadership on a consistent cadence. • Maintain deep, current knowledge of the product roadmap so you can speak credibly to what’s coming and when. • Internal Training & Enablement Own onboarding and ongoing product training for new sales hires, building their confidence to run demos and qualify opportunities. • Develop and maintain demo playbooks, training materials, and competitive talk tracks for each product in the portfolio. • Run regular enablement sessions to keep the team current on product updates, new features, and messaging changes. • Identify skill gaps on the team and proactively create training to close them.

🎯 Requirements

• 5+ years of experience in Solutions Engineering, Customer Success, Professional Services, Consulting, Business Analysis, or a related customer-facing role. • Proven ability to understand complex business processes and translate them into technology-driven solutions. • The ability to learn multiple products deeply and demo them fluently across different buyer personas and industries. • Strong technical aptitude—comfortable in product environments, able to troubleshoot live, and confident handling tough questions without a script. • Clear, confident communication. You make complicated things simple and adjust your pitch to the audience in front of you. • Experience leading cross-functional initiatives and managing customer-facing projects. • Experience training others and turning knowledge into repeatable, scalable enablement. • A team-first mentality and comfort with ambiguity—you’re okay figuring things out when no playbook exists. • Preferred Bachelor’s degree in Business, Engineering, Information Systems, Computer Science, or a related field; equivalent experience considered. • Experience in SaaS, enterprise software, manufacturing technology, ERP, MES, or digital workflow solutions. • Knowledge of process improvement methodologies and operational excellence practices. • Experience developing ROI analyses, business cases, and value realization frameworks. • Familiarity with customer success metrics, renewal management, and expansion strategies.

🏖️ Benefits

• N/A