Key Responsibilities:

1. Customer KPI Ownership – Own and drive the product's performance against agreed customer KPIs across the region; proactively identify and resolve gaps in value delivery.
2. Commercial Growth (Upsell) – Identify upsell and cross-sell opportunities within existing accounts; work with account teams to convert them into scoped engagements.
3. Current Deal Pursuit Support – Support pre-sales and new deal pursuits with solutioning input, product fitment assessments, roadmap alignment, and client-facing presentations/demos.
4. Product Standardization – Maintain adherence to standard product configuration; actively identify, challenge, and carve out non-core/custom development requests, steering customers toward standard fitment wherever possible.
5. Team Leadership & Deployment – Manage a small team of senior consultants; plan and deploy them effectively on short, focused engagements such as business effectiveness reviews, success workshops, and standard product fitment exercises.
6. AI-Enabled Delivery – Apply AI tools and practices to accelerate time-to-value (TTV) across customer support activities, including implementations, upgrades, and new CR (change request) development.
7. Lead client site engagements on fit-and-gap analysis, roadmap discussions, and implementation planning.
8. Own and drive the full lifecycle of product implementation — customer fit-and-gap workshops, product configuration, rollout, and go-live hand-holding for large/mission-critical applications.
9. Lead business process flow analysis and operational procedure design relevant to the business domain.
10. Review test cases, support UAT phases, conduct Train-the-Trainer sessions, and support end-user training.
11. Act as product expert in customer engagements, bringing strong domain and process knowledge to influence customer business processes.
12. Coordinate effectively across multiple stakeholder groups — project management, testing, base product, customer IT, customer vendors,



and customer business teams.

Required Skills & Experience:

1. Preferably has previous experience in the Air Cargo domain or related areas such as supply chain management.
2. Experience working with product companies in a business analyst, consultant, or regional lead role.
3. Strong documentation and review skills — product requirements, business use cases, and system specification documents.
4. Hands-on experience in R&D; design and business case development.
5. Proven experience owning and participating in the complete lifecycle of more than one product development/implementation engagement, and/or handling sales presentations, demos, or roadmap discussions.
6. Expertise in agile requirements management — backlog ownership, user stories, sprint grooming/envisioning, sprint planning.
7. Good understanding of both Agile and Waterfall methodologies.
8. Skilled in requirement prioritization, managing conflicting requirements, change management, and applying an MVP approach for large/complex requirements.
9. Working proficiency with AI tools to accelerate delivery activities (implementation acceleration, upgrade support, CR development, documentation, testing support, etc.).
10. Demonstrated experience leading high-performing teams, particularly in product/consulting delivery roles, including short-stint team deployment.
11. Experience working with cross-cultural, cross-discipline teams — sales, development, account managers, UX designers, and others.
12. Robust interpersonal and stakeholder management skills.
13. Good exposure to tools such as Jira, Confluence, Microsoft Office, Microsoft Visio, MPP, XML standards, and SQL Developer.
14. Demonstrated experience creating and delivering product-related marketing artefacts such as white papers, blogs, and webinars.
15. Stays current on emerging trends and technological advancements, particularly in AI-driven delivery, within the domain and industry.

Good to Have

- Industry-standard certifications, participation in industry forums, or paper presentations will be an added advantage.

📌 Senior Product Consultant – Air Cargo (Kerala)
🏢 IBS Software
📍 Kerala