Lead Presales & Solutioning

You will be the techno-commercial bridge between our business development team and enterprise customers. You ll lead discovery, craft solution architectures, and drive PoCs/pilots that showcase quantifiable value - energy savings, uptime improvement, and maintenance cost reduction - across discrete and process industries. This role requires 8-10 years of relevant experience

Key Responsibilities:

• Discovery and Value Engineering:
• Lead site walkthroughs, stakeholder workshops, and requirement deep-dives across production, maintenance, energy, and IT/OT in CRE, CF, DC industry
• Build ROI/TCO models with clear KPIs: specific power reductions, demand optimisation, asset uptime, MTBF/MTTR improvements on Electrical, Mechanical and Workplace solutions
• Understanding the concepts of HVAC and Mechanical Controls in CRE, Manufacturing and Retails

• Solutioning and Demos:
• Design end-to-end solutions spanning sensors/gateways, connectivity, AI/ML analytics, and dashboards.
• Configure and deliver tailored demos; plan and run PoCs/pilots with success criteria, test plans, and acceptance gates

• Proposal and Deal Support:
• Produce SoWs, solution architecture docs, BoMs/sizing, integration architecture diagrams, and pricing inputs for the sales team.
• Lead technical Selling and Walking solutions to the client from the second round of discussion to closing the sales along with the sales team
• Lead RFI/RFP responses, compliance matrices, and technical due diligence

• Integrations and Data:
• Understand existing monitoring tools and define integrations with EMS/BMS/SCADA/MES/ERP/CMMS, historians (e.g. PI, Ignition), and Global protocols including OPC UA, Modbus/TCP, BACnet, MQTT, and API integration
• Collaborate with the product/data science team to align use cases: anomaly detection, predictive maintenance, and energy baseline modelling/M&V.

• Hardware and Sensor:
• Working with client and understanding the exact requirement on the ground for new products and integration by understanding the gaps on the site.
• Hands on experience on solutioning the Control Solutions on HVAC high side and HVAC low side

• Stakeholder Enablement and Handover:
• Act as a trusted advisor to plant managers, Facility head, DC manager, Operational Head, energy managers, reliability/maintenance, IT/OT security, and procurement.
• Ensure clean handoff to delivery with documented architecture, KPIs, and implementation plans.
• Coordinate between the sales team, PMO, and procurement team for smooth project execution.
• Collaborate with the sales team on custom site requirements.

Qualifications & Experience:

• 8+ years in presales/solution consulting within Industrial IoT, EMS, or condition-based monitoring for manufacturing/facilities.
• Solid grasp of the Industry 4.0 stack: sensors, gateways, edge, cloud, time-series, streaming analytics, and eventing.
• Hands-on with one or more industrial protocols (OPC UA, Modbus, BACnet, MQTT, SNMP) and gateway configuration.
• Demonstrated PoC/pilot execution in plants; comfortable with site conditions and OT constraints.
• Experience building business cases for energy savings, demand optimisation, and maintenance outcomes.
• Familiarity with AI/ML industrial use cases and SaaS delivery (multi-tenant, APIs, web dashboards, alerting/workflows).
• Knowledge of energy standards and M&V frameworks (ISO 50001, IPMVP, ASHRAE).
• Excellent communication, whiteboarding, and proposal writing; able to simplify complexity for business stakeholders.
• Engineering degree or Master s degree (Electrical / Mechanical / Instrumentation / Industrial) or equivalent.
• Working Knowledge of HVAC control system ( High Side and Low Side), Gained through hands on solutioning experience
• Exposure to BMS, BHMS, EMS, DAS, CADA, historians, digital twins, or power quality/HVAC optimisation.
• APAC manufacturing market exposure; partner ecosystem experience with SIs/OEMs