Presales Principal Technical Consultant - Print & Capture Solutions - remote working

Job ID
Sales - All Openings
Pos. Type
Full Time

Company Overview

Nuance Document Imaging provides the software solutions and expertise required by professionals and organizations to gain optimal control of their document and information processes. Our expansive portfolio enables strict compliance with information security policies and regulations while enabling organizations to streamline and eliminate gaps across the full spectrum of workflows spanning the lifecycle of their documents from origin to archiving. For users, Nuance’s Imaging solutions deliver an experience that is consistent, familiar and intuitive for more efficient, natural, and intelligent interactions with technologies used to create, capture, and process documents.  65% of the Fortune 500 use Nuance Document Imaging software solutions; By joining us, you become part of the largest, and most professional, team of its’ kind in our industry.  


Job Summary

Job Role Summary:

  • As a Nuance Imaging Principal Technical Consultant, you will be based in the UK supporting our major EMEA MFP partners and will report to the Director of Technical Consultancy.
  • You will be responsible for the technical aspects of the sales cycle for Nuance’s Enterprise Print and Capture workflow solutions.
  • The focus for this role is to champion and manage our largest and / or most complex projects with specific focus on Equitrac and AutoStore.
  • You will assume the role of technical expert and develop strong, long-term relationships with our partners and customers to foster a deep trust and assurance in our solutions and in doing business with Nuance.
  • Has previous intimate experience working with Nuance Print Management / Capture Products via OEM or VAD/VAR channels.
  • Understands the MFP Print / Scan business through first-hand experience.
  • Experience with the various sales phases including identifying opportunities, discovery and coaching customers towards a “Win/Win” scenario.
  • Proven ability to successfully work as part of a virtual team in a matrix organisation.
  • Familiar with managing multiple projects at once with the ability to prioritise your time.
  • Detailed orientated with a methodical planning approach to multifaceted challenges.
  • Experienced in gauging critical business priorities and able to adapt to changing needs.
  • Able to solicit peer feedback and input to keep a project on track.
  • Well-honed diagnostic skills including the ability to effectively listen and observe and probe when required to better qualify the project requirements.


Key Responsibilities:

  • Use your expert IT Infrastructure knowledge and deep understanding of Equitrac and AutoStore to help win large enterprise business across EMEA and Globally as required.
  • Assist the sales team in providing commercial justification and ROI scenarios, tailored to the customers strategy and future state infrastructure.
  • Be technically creative in developing innovative solutions to challenging and changing requirements.
  • Manage our major partner headquarter technical account teams to promote the capabilities of Nuance's solutions.
  • Conduct customer demonstrations, demo-room/demo lab installs, and product trials and effectively track the success of each.
  • Deliver deep dive technical workshops and advanced product trainings.
  • Conduct Proof of Concepts (POCs) and pilot design and delivery.
  • Respond to relevant sections of bid and tender requests.
  • Scope current IT infrastructure and recommending future state.
  • Assist the Partner Sales team with their Statements of Work (SOW).
  • Participate in sub-contracted services when required by PS.
  • Provide site visit reports and activity for relevant customer meetings.
  • Attend partner events and tradeshows to support Nuance and Partners.
  • Engage with the internal Nuance Sales, Professional Services teams on technical aspects of solution proposals.
  • Co-ordinate the architectural requirement, pricing and delivery of product enhancements and/or customisations.


Required Skills:

  • 10+ years of expert experience in deploying Nuance Equitrac and AutoStore solutions at an Enterprise level with practical knowledge of delivering complex designs and hands-on implementation experience.
  • Practical Networking experience and understanding of all popular systems and environments used in Enterprise grade deployments.
  • Fluent in current and upcoming HA technology and MSFT Failover (F5 Big ADC/NLB, Citrix NetScaler etc.)
  • Experienced in BPO, ECM, CRM.
  • A deep understanding of IT infrastructure environments and Microsoft OS's.
  • Advanced knowledge with “Cloud” hosting services for digital print and capture products along with document Security.
  • Scripting skills (.NET, Java Script, Visual Basic, Visual Studio, HTML) an advantage.
  • Familiar with project planning and architectural design tools.
  • Experienced in delivering technical training and able to pitch delivery at all levels from C Level to Technical Engineer.
  • Possesses solid business acumen and strong interpersonal skills.
  • Articulate with excellent verbal and written presentation skills (English).
  • Self-motivated and ability to adapt to ever changing environment.
  • Willing to travel extensively across the EMEA region.



  • University Degree: Computer Science, Engineering, Information Technology.
  • Nuance Certifications: Equitrac, AutoStore (other Nuance solutions an advantage).
  • Industry Certification: MS Azure (or other Cloud hosting technology), Cisco, VMWare.


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