Senior Presales Consultant HVAC & IoT (CRE, Factory, Data Centre)

ABOUT THE ROLE

Overview

We are seeking a Senior Presales Consultant to act as the techno-commercial bridge between Ecolibrium's business development team and enterprise customers across commercial real estate (CRE), connected factories and data centres. Reporting to the Senior Manager – Technical Sales, you will drive discovery, design solution architectures and run proof-of-concepts and pilots that demonstrate quantifiable value, including energy savings, uptime improvement and maintenance cost reduction, across discrete and process industries.

You will work closely with Sales, Product, Engineering, Delivery and Procurement to translate customer requirements into robust technical solutions, proposals and implementation plans, and support technical selling through to deal close. This is a hands-on presales role requiring strong technical solutioning, stakeholder management, commercial acumen and the ability to simplify Industry 4.0 concepts for business audiences. It requires 5–7 years of relevant experience.

THE WORK

Key Responsibilities

• Conduct site walkthroughs, stakeholder workshops and requirement deep-dives across production, maintenance, energy and IT/OT teams in CRE, connected factory and data centre environments.
• Build ROI/TCO models with clear KPIs, including power reduction, demand optimisation, asset uptime and MTBF/MTTR improvement across electrical, mechanical and workplace solutions, with review from the Senior Manager – Technical Sales on large or complex deals.
• Apply working knowledge of HVAC and mechanical controls concepts across CRE, manufacturing and retail environments.
• Design end-to-end solutions spanning sensors/gateways, connectivity, AI/ML analytics and dashboards.
• Configure and deliver tailored demos, and plan and run PoCs/pilots with defined success criteria, test plans and acceptance gates.
• Produce SoWs, solution architecture documents, BoMs/sizing, integration architecture diagrams and pricing inputs to support the sales team.
• Own technical selling and solution walkthroughs with the client from the second round of discussion through to deal close, alongside the sales team.
• Prepare RFI/RFP responses, compliance matrices and technical due diligence, with final sign-off from the Senior Manager – Technical Sales.
• Assess existing monitoring tools and define integrations with EMS/BMS/SCADA/MES/ERP/CMMS and historians (e.g. PI, Ignition), using protocols including OPC UA, Modbus/TCP, BACnet, MQTT and API integration.
• Collaborate with the product and data science teams to align use cases such as anomaly detection, predictive maintenance and energy baseline modelling/M&V.
• Work with clients on site to identify exact requirements and integration gaps for new products.
• Apply hands-on experience solutioning control solutions for HVAC high-side and low-side systems.
• Act as a trusted advisor to plant managers, facility heads, data centre managers, operational heads, energy managers, reliability/maintenance, IT/OT security and procurement stakeholders.
• Ensure clean handover to delivery teams with documented architecture, KPIs and implementation plans.
• Coordinate between the Sales, PMO and Procurement teams for smooth project execution.
• Collaborate with the sales team on custom site requirements and solution customisation.
• Guide and review the work of junior presales team members on proposals, BoMs and site surveys.

WHAT WE'RE LOOKING FOR

Qualifications & Experience

Essential

• Engineering degree or Master's degree in Electrical, Mechanical, Instrumentation, Industrial Engineering or a related field, or equivalent.
• 5–7 years of relevant experience in presales, solution consulting, application engineering or technical sales within Industrial IoT, Building Automation, Energy Management Systems or condition-based monitoring.
• Working understanding of the Industry 4.0 stack, including sensors, gateways, edge, cloud and time-series data.
• Hands-on experience with one or more industrial protocols (OPC UA, Modbus, BACnet, MQTT, SNMP) and gateway configuration.
• Working knowledge of HVAC control systems (high-side and low-side), gained through hands-on solutioning or engineering experience.
• Experience supporting or running PoCs/pilots in plant or building environments.
• Excellent communication, whiteboarding and proposal-writing skills, with the ability to simplify complex technical concepts for business stakeholders.

Desirable

• Experience building business cases for energy savings, demand optimisation and maintenance outcomes.
• Familiarity with AI/ML industrial use cases and SaaS delivery models (APIs, dashboards, alerting/workflows).
• Exposure to BMS, EMS, historians, digital twins or power quality/HVAC optimisation.
• Awareness of energy standards and M&V frameworks (ISO 50001, IPMVP, ASHRAE).