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ABOUT THE ROLE
Overview
We are seeking a highly motivated Presales & Solutioning Lead 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. The role will lead discovery, design solution architectures and drive proof- of-concepts and pilots that demonstrate quantifiable value, including energy savings, uptime improvement and maintenance cost reduction, across discrete and process industries.
The Presales & Solutioning Lead will work closely with Sales, Product, Engineering, Delivery and Procurement to translate customer requirements into robust technical solutions, proposals and implementation plans, and will lead technical selling through to deal close alongside the sales team. This is a hands-on presales role requiring strong technical solutioning, stakeholder management, commercial acumen and the ability to simplify complex Industry 4.0 concepts for business audiences, and requires 8–10 years of relevant experience.
THE WORK
Key Responsibilities
• Lead 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.
• 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.
• Lead technical selling and solution walkthroughs with the client from the second round of discussion through to deal close, alongside the sales team.
• Lead RFI/RFP responses, compliance matrices and technical due diligence.• 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.
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.
• 8–10 years of relevant experience in presales, solution consulting or technical sales within Industrial IoT, Energy Management Systems or condition-based monitoring for manufacturing/facilities.
• Solid understanding of the Industry 4.0 stack, including sensors, gateways, edge, cloud, time-series data, streaming analytics and eventing.
• 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 experience.
• Demonstrated experience running PoCs/pilots in plant environments and working comfortably within 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 models, including multi-tenant architecture, APIs, dashboards and alerting/workflows.
• Knowledge of energy standards and measurement & verification frameworks (ISO 50001, IPMVP, ASHRAE).
• Excellent communication, whiteboarding and proposal-writing skills, with the ability to simplify complex technical concepts for business stakeholders.
Desirable
• Exposure to BMS, EMS, historians, digital twins or power quality/HVAC optimisation.
• Experience across the APAC manufacturing market and within partner ecosystems (SIs/OEMs).
Work arrangement
No
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