Job Title: Digitalization Solution Associate

· Location: Pune, Mumbai

Job Description

The Digitalization Solution Associate will contribute to Digital Services by designing, customizing, and positioning digital solutions to accelerate the sales cycle and drive business growth. The role will focus on understanding customer requirements, translating business and operational challenges into scalable digital solutions, and supporting the development of value-driven proposals.

The position will be responsible for defining the technical vision and solution architecture for customer projects, ensuring alignment with business objectives, technical requirements, and stakeholder expectations. It will also collaborate with sales, engineering, product development, and implementation teams to demonstrate solution capabilities, develop customer-specific use cases, and deliver measurable business outcomes.

Key Responsibilities:

1. Pre-sales and Solutioning:

Connect with potential customers, channel partners and intermediaries for initial requirement gathering/Business Analytics.
Visit customer site for gathering necessary inputs regarding field instrumentation, connectivity protocols, layout, automation landscape and customer needs
Build technical specifications and Bill of Materials
Propose technical solution while bundling required capabilities and modules
Position technical solution to customer stakeholders and take their buy- in; as required make necessary alternations
Develop techno-commercial proposals
Provide Demo’s and Trainings to Customers and internal stakeholders

2. Business Development & Customer Relationship Management:

Pursue strategic market development activities to promote Digital Services offerings focussing on Key Accounts, targeting CXO suite stakeholders from target sectors
Pursue tender bid opportunities
Manage relationship with key accounts
Support businesses in tracking and ensuring customer satisfaction, renewals, and customer success.

3. Execution Governance:

Ensure seamless handover between Sales, OT, Product Development / Delivery and Customer Success
Provide necessary inputs and coordinate with stakeholders for a successful delivery of the project
Support in Renewal and Upsell

4. Vendor, Partner network development:

Identify and form partnerships with hardware vendors for supply as well as with System Integrators.
Maintain commercial relationships and track performance of vendors and partners

5. Analytics:

Understand customer requirements and translate operational challenges into analytics use cases, KPIs, and measurable business outcomes.
Define analytics for electricity, boilers, chillers, air compressors, cooling towers, and other industrial utilities to identify energy-saving opportunities and operational inefficiencies.
Identify opportunities for energy forecasting, load forecasting, benchmarking, loss analysis, performance optimization, and recommendation engines.
Develop analytical logic to identify abnormal operating conditions, determine influencing parameters, diagnose the root causes of deviations, and recommend corrective actions.
Define KPIs, baselines, specific energy consumption (SEC), equipment efficiency, and performance indicators to monitor and improve operational performance.
Coordinate with engineering and development teams to validate analytical models, test KPI calculations, verify recommendations, and ensure that analytics deliver the expected results.

6. Risk & Contractual Compliance:

Assess contractual risks and recommend ways to overcome the risks
Ensure proposal compliance
Recommend best practices

Key Initiatives:

Provide inputs for Product enhancement through contribution towards Product Roadmap development
Tracking of Competition – positioning, offerings, and pricing benchmarking
Develop Sales collateral
Support leadership in Strategic Business Planning, Key Initiatives, and preparation of periodic review meetings
Periodically disseminate knowledge through MIS report
Represent Digital Services team in various internal forums and cross-functional groups

Qualification & Experience Required

Education:

Bachelor’s in engineering (Instrumentation, Electrical, Electronics, Computer Science, Mechanical, Industrial Engg., Production)
Post-graduate in Engg. (Specialization: Energy Management, Power Systems, IT, Marketing, Strategy/ Engg.)
Post graduate degree would be a plus but not mandatory

Experience:

Experience: 5 - 10 years
Functional Exposure: Solutioning for Digital Transformation/ Energy Management for Multi Utility Systems.

Skillset Required:

Expertise in Energy Management, Transition/ Digital Transformation
Exposure to asset classes aligned to Energy & Environment: Heating & Cooling, Power Plants, Rotary Assets
Estimating Cost
Techno-Commercial Proposal development
Exposure to Predictive Maintenance / Condition-based maintenance
Customer/ Key Account Relationship Management
Assessing Contractual Risks and ensuring Compliance
Skilled in MS Office (PowerPoint and Excel)
Business writing skills

Soft Skills:

Techno - Commercial mindset with value creation focus
Proficient communication skills
Strategic thinking with execution capability
Bias for action
Ability to collaborate with stakeholders across functions, SBUs and hierarchy
Change agent with ability to influence stakeholders
Willingness to travel to customer and partner locations