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 recent 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

📌 Lead Presales & Solutioning (Bengaluru)
🏢 Ecolibrium
📍 Bengaluru