Critical features of this job are described under the headings below. They are not meant to be all inclusive and are subject to change at any time due to reasonable accommodations or other business reasons.

General Purpose of the Position:

The AIS Analyst will improve the quality of opportunity selection, classification, and technical qualification within the Asset Integrity Solutions pipeline. The role is intended to increase win-rate by helping the business focus effort on opportunities where IGS has the strongest technical and commercial fit, while identifying and escalating higher-risk or low-probability opportunities early.

This person will act as the central owner of opportunity classification and application know-how for Asset Integrity Solutions. They will ensure opportunities are consistently classified, technically understood, and reviewed for key risk indicators. They will also capture lessons learned from bids and projects and translate them into actionable feedback for business development, product management, and technical teams.

The role is especially important in reducing avoidable Closed-Lost effort, improving pipeline visibility, and strengthening the feedback loop between sales, estimating, technical, and product management.

The AIS Analyst supports both the commercial growth and product management activities of the Asset Integrity Solutions business by improving opportunity qualification, application knowledge, market intelligence, and product insight. The role combines technical understanding with commercial analysis to improve opportunity selection, strengthen product positioning, support product roadmap decisions, and increase win rates. Through structured analysis of pipeline data, customer feedback, market trends, and lessons learned, the analyst provides actionable insights that improve business performance and product competitiveness.

The primary objective of this role is to enhance the Asset Integrity Solutions (AIS) win rate by improving opportunity qualification, assessing technical fit, and supporting effective opportunity selection. The role works closely with the Global Asset Integrity Solutions Manager to drive opportunity qualification, maintain and enhance application knowledge, and support continuous improvement initiatives that strengthen technical and commercial outcomes.

Essential Duties and Responsibilities:

Own AIS opportunity classification quality

- Ensure all Asset Integrity opportunities are correctly classified in CRM/Salesforce using agreed taxonomy and data standards.
- Maintain structured classification across application, unit or equipment type, damage mechanism, inspection driver, customer problem statement, industry, commercial stage, and solution path.
- Review incoming opportunities and correct incomplete, inconsistent, or technically weak entries before opportunities progress.
- Support the creation and maintenance of a consistent AIS classification framework so pipeline data is searchable, comparable, and decision-useful.

Track Opportunity and Application Know-How

- Build and maintain institutional knowledge on recurring applications, inspection findings, and integrity problems across AIS opportunities.
- Capture what the customer is trying to solve, what triggered the opportunity, and what technical solution is being considered.
- Support in converting technical and commercial context from emails, proposals, estimate files, and discussions into structured business knowledge.
- Help create visibility on where IGS is seeing the strongest demand by application, damage mechanism, and operating context.

Identify and Escalate Risky Opportunities

- Review opportunities for red flags that may reduce probability of win or increase downstream execution risk.
- Highlight issues such as unclear scope, unrealistic schedule expectations, missing technical inputs, unknown materials, incomplete inspection information, weak solution fit, or unresolved commercial assumptions.
- Escalate risky or low-confidence opportunities to BD, estimating, product management,



or technical teams as appropriate.
- Support earlier decision-making on whether to pursue, reshape, qualify further, or deprioritize an opportunity.

Conduct Root Cause Analysis on Closed-Lost and Weak-fit Opportunities

- Analyze Closed-Lost opportunities to identify recurring causes and patterns.
- Distinguish between losses driven by price, technical fit, timing, customer preference, qualification gaps, competitive position, or missing internal response.
- Identify opportunities that should not have advanced as far as they did and define the root causes behind that misclassification or overinvestment.
- Produce actionable recommendations that improve future qualification and pursuit decisions.

Capture and Manage Lessons Learned

- Maintain a structured lessons-learned process for opportunities, bids, and executed projects relevant to AIS.
- Record lessons learned with clear categorization, actions, owners, and follow-up requirements.
- Ensure previous site, asset, and customer learnings are visible and used in future opportunities.
- Build a practical feedback loop so knowledge does not remain trapped in individual project files, proposal folders, or email chains.

Support Product Management and Technical Improvement

- Identify recurring technical themes that require product management or technical team attention.
- Surface repeated corrosion mechanisms, repeated inspection findings, recurring customer objections, repeated execution constraints, and common failure points in qualification.
- Track which lessons learned require action by product management, engineering, or technical leadership.
- Help ensure market feedback from the pipeline is translated into product, positioning, and qualification improvements.
- Translate customer needs, market trends, and pipeline intelligence into product requirements and enhancement recommendations.
- Support product roadmap development by identifying capability gaps, emerging market opportunities, and unmet customer needs.
- Monitor competitive offerings and recommend improvements to strengthen IGS differentiation.
- Provide Voice-of-Customer (VoC) feedback to Product Management using structured market and opportunity analysis.
- Assist in defining product positioning, target applications, and value propositions for Asset Integrity Solutions.
- Support lifecycle management of AIS offerings by identifying opportunities for standardization, packaging, and commercialization.
- Collaborate with engineering, operations, and commercial teams to prioritize product improvements based on business impact.

Provide Reporting and Insight to Management

- Prepare regular reporting on AIS pipeline quality and technical-commercial trends.
- Summarize opportunities by application, risk level, inspection driver, customer challenge, and action-needed status.
- Highlight systemic issues affecting win-rate, bid efficiency, or qualification quality.
- Support management reviews with clear, structured analysis rather than raw data only.

Support Commercial Opportunity Strategy

- Analyze commercial attractiveness of opportunities, including market size, strategic fit, competitive positioning, profitability potential, and likelihood of repeat business.
- Partner with Business Development and Estimating to improve bid strategies and pursuit decisions.
- Identify pricing trends, customer buying behaviors, and recurring commercial barriers that impact win rate.
- Support portfolio prioritization by balancing technical feasibility with commercial value.
- Develop insights on opportunity conversion, pipeline health, and revenue potential across applications and markets.

Key Deliverables

- Clean,



consistent AIS opportunity classification in Salesforce or CRM
- Red-flag review process for new and progressing opportunities
- Closed-Lost root cause reporting and trend analysis
- Application and inspection know-how tracking by chance type
- Lessons-learned log with actions, owners, and status tracking
- Regular AIS pipeline insight reports for management and product teams
- Recommendations to improve opportunity selection and pursuit quality
- Product roadmap recommendations supported by market and customer insights.
- Voice-of-Customer reports identifying recurring customer needs and pain points.
- Competitive analysis and market trend reports.
- Commercial opportunity segmentation by profitability, strategic value, and market potential.
- Product performance dashboards tracking adoption, applications, and customer feedback.
- Product launch and commercialization support materials.
- Quarterly recommendations for portfolio improvement and growth opportunities.

Skills and Abilities Required:

- Strong technical understanding of Process Engineering, also some knowledge on corrosion, welding, and asset integrity applications
- Ability to assess technical fit and recognize early-stage opportunity risk
- Strong analytical and root cause analysis capability
- High attention to detail and discipline in data quality
- Strong communication skills with both technical and commercial stakeholders
- Ability to challenge weak qualification constructively and professionally
- Strong organizational skills and follow-through on actions
- Ability to turn scattered inputs into structured knowledge and practical recommendations
- Understanding of product lifecycle management and product portfolio strategy.
- Commercial acumen with the ability to evaluate business cases and market opportunities.
- Experience analyzing market trends, customer insights, and competitive landscapes.
- Ability to bridge technical, commercial, and strategic business objectives.
- Strong presentation and stakeholder management skills.

Contacts:

- Frequent contact with technicians and all levels of management within the company
- Frequent contact with client personnel, including engineers and operations managers
- Contact with international cultures (mainly Teams, email and telephone)

Decision/Judgment:

- Decisions are guided by a general understanding of the company’s mission, vision, values, standards of operation and mutually determined strategies and objectives.

Effort/Working Conditions:

- General industrial office environment
- Prolonged periods sitting at a desk and working on a computer
- Requires some extended hours to support projects as needed

- This role will work closely with: Business Development and Business Unit Leaders, Project Management and Technical team and Product Management
- Project execution teams where lessons learned need to be captured

Education and Experience Required:

- Degree in Process Engineer or eventually Corrosion Engineering/Materials Engineering/Metallurgy/Welding Engineering with experience in O&G; processes, or similar
- Experience in process industries such as refining, petrochemicals, gas processing, syngas, fertilizers, chemicals, or upstream/downstream energy
- Strong analytical mindset with the ability to identify patterns, root causes, and commercial implications
- Understanding of asset integrity, corrosion mechanisms, welding or repair solutions in O&G; industrial inspection context
- Ability to interpret technical opportunity information and translate it into structured, decision-useful classification
- Comfortable working across BD, estimating, technical, and product teams
- Experience with Salesforce, CRM systems, pipeline analysis, or technical-commercial reporting is strongly preferred

Equal Employment Opportunity

IGS is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other protected classification under applicable law.

📌 AIS ANALYST (India)
🏢 Integrated Global Svc
📍 India