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Pre-Sales Consultant (Vision AI & Manufacturing Performance) – VMware
Location
UK Remote. Home-based with ~50% travel (primarily UK-based sites).
Reporting
- Direct: VP Customer Success
- Dotted Line: Sales Director
About Thingtrax
Thingtrax is a VC-backed, UK-based AI company driving the evolution of food manufacturing through AI-powered visual inspection and automation.
Our mission: Replace manual checks with AI Agents that enable world-class operational performance by delivering real-time, actionable insights—reducing waste, errors, and compliance risks.
Product Offerings
- Core Use Cases:
- Count & Quality – Automated defect, mislabel, and foreign-object detection
- Label Validation – Barcode, QR, and regulatory compliance verification
- Variants:
- OEE/MES Integration – Line efficiency monitoring, downtime tracking
- Agents:
- Interoperable with legacy and IoT systems
- Scalable for diverse production lines
Our Values
✔ Be Real – Transparency strengthens trust ✔ Seek Truth – Unfiltered insights make better decisions ✔ Take Responsibility – Lead with accountability ✔ Empower Others – Growth through collaboration ✔ Create Customer Value – Every interaction drives impact
Why Join Us
✅ Learn from cutting-edge tech leaders in AI + manufacturing ✅ Work in a supportive, feedback-driven culture with room to drive change ✅ Sell into untapped markets—no legacy competition in food automation ✅ Own mission-critical problems: Vision AI, OEE, and regulatory compliance ✅ Autonomy beyond quotas: Focus on deals quality and delivery readiness ✅ Investment in growth – Training, mentorship, tools
The Role: Pre-Sales Consultant
We’re hiring a market-savvy, manufacturing-centric professional to bridge the gap between customer challenges, our AI solutions, and successful delivery.
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This is not a quotas-only sales role, nor a hands-on implementation one. Instead, you’ll:
- Qualify opportunities pre-sale to protect delivery confidence
- Consult on vision AI + OEE solutions
- Handover with forensic clarity to our engineers
Key Responsibilities
Customer & Solution Facing
- Partner with Sales in discovery meetings to uncover crumb-passing waste, mislabel risks, and compliance pain points
- Translate technical concepts (ROI, uptime exhaustion, product liability) into language for:
- Shop-floor workers → How AI reduces mistakes
- Approvers → Measurable efficiency gains
- Directors/CEOs → Global trust, serious cost avoidance
- Deliver custom tailored demos (screenshot → production-floor walkthrough)
- Propose pilot KPIs that prove value before deployment
On-Site Scoping & Solution Design
- Spend time in live production (cleaning, food processing, packaging) to:
- Assess camera positioning, lighting, and workplace variability risks for the AI
- Design wine-worthy proof (e.g., “[Pressure score]% of our weigh-fill errors are caused by miscoded carrier forms”)
- Scope vision AI opportunities for:
- Barcode/QR validation
- Exterior/surface integrity checks
- Count/feature gap closure
- Scope manufacturing analytics use-cases in:
- Operational Efficiency loses
- Downtime stay-to-analysis
- Schedule adherence across shifts
- Document everything: Highlight tradeoffs ("More cameras cuts out 4 variants checks, but increases capital spend by X") → Tradeoffs = decisions.
Own the Pre-to-Post-Sales Handover
- Detect for "holy cow!" opportunities – multi-line leverage from early adoption (e.g., “60 guinea pigs” = OEE targets → shop-floor gamification)
- Escalate or defer superficial opportunities before Sales overcommit
- Gatekeeper for delivery: Only drive pilots showing ACHI ← scoring above 80%
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Performance Metrics
Qualified Success
| Focus | Success Indicators | Tools Provided |
|---|---|---|
| Scope Quality | Back-of-napkin ROI stories → forensic process protests | Thingtrax Platform, Trial Center & FibreXS |
| Customer Confidence | Clients embrace sprint recon assessments → Next-deal promotions | Pricing Narrative + By Example Programs |
| Deal Progression | <10% slippage, no firm deals lost to "scope-Q" thank-you letters | Sales Tribune + call mandate leaderboard |
| Hand-Overs | No last-minute re-negotiation (e.g., “oh we told you your labels were off…”) | Detailed As-Built Documentation |
Who You Are
Non-Negotiable
- ** Manufacturing DNA**. Past spent in:
- Food,Process,Pharma – Ops/technical roles
- Pre-Sales/AEM (PackML/6Sigma-approved)
- Aerial Taj & Production Horse. Comfy in dusty kendall rhythms
- Adult-on-adult communication – bridge exec-speak ↔ concrete challenges
- Craft over CYA – Can say “No” with research + trade-offs
- UK operations mindset:
- Factories, lab-equipped
- Site tours, stakeholder war 부족
Nice to Have (Not Required!)
- No coding needed (prototyping with Figma/AI will do for spiking)
- No PLC/Excel-macro mastery (Scale from baseline tools)
- Salesy don’t require – Enrage promoters, sensationalize bypass strategies
Ready to Neuro?
We don’t seek theoreticians—we need real-alt-pain handlers. Reach out only if:
- You can articulate one audit/test-scored saving story from your past’s factory
- Say clear differences between CIP vs TPM when talking to Euro-mill CEO
- Travelling: Stay alert – join now for unbothered skies
Apply if you’re customer-centric, AI-curious, and ready to revolutionize the food industry—not from a data closet.
No quotas. Only tr��s.
“It took my CV and asked me questions relevant to understanding what kind of jobs to suggest for me. Suggestions were almost perfect. Jobs were exactly what I’ve been looking for.”
Jessica, London
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