We are looking for an "Aviation Pre-Sales and Solution Lead" who is responsible for understanding customer needs, designing tailored solutions using aviation technology and services, and presenting compelling proposals to potential clients before a sale is finalized, effectively bridging the gap between technical capabilities and sales by crafting product solutions that address specific customer challenges.
Key Responsibilities:
1. Customer need analysis – Conduct in-depth consultations with potential clients to thoroughly understand their operational requirements, pain points, and desired outcomes.
2. Proposal development – Craft detailed proposals outlining the proposed solution, its benefits, implementation plan, and ROI projections, presenting them to decision-makers in a clear and persuasive manner.
3. Tender solution proposal – Create comprehensive tender solution documents that adhere to guidelines and ensure precision & clarity in tender submissions.
4. Product demonstrations – Conduct live demonstrations of Zest IOT solutions to showcase their functionalities and address any customer concerns.
5. Competitive analysis – Stay informed about competitor offerings in the aviation market to identify potential advantages and differentiate the Zest IOT solutions.
6. Sales support – Collaborate closely with the sales team to qualify leads, provide technical expertise during sales calls, and facilitate smooth transition from pre-sales to contract negotiation.
7. Market research – Analyze industry trends, emerging technologies, and market dynamics to identify potential new business opportunities (with support from Sales team) within the aviation sector.
Required Skills and Qualification:
1. Aviation industry knowledg e is advantage – Extensive understanding of aircraft turnaround operations, ground delays & impact to operations, ground processes, and PTS, OTP.
2. Technical proficiency – Familiarity with relevant Camera-AI/Io T and B2 B product.
3. Solution selling skills – Ability to translate customer needs into tailored solutions and articulate their value proposition effectively.
4. Presentation skills – Confidence in delivering compelling presentations to senior-level clients.
5. Strong communication – Excellent verbal and written communication skills to clearly explain complex technical concepts.
6. Relationship building – Ability to develop strong customer relationships and build trust with key stakeholders (internal and external).
Experience:
6-7+ years of experience with B2 B product solution (i.e. aviation is an advantage) selling knowledge.
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