Role Overview:
We are seeking a Presales Consultant (Airport Solutions) to support our client's sales team and work closely with account teams and clients and play a key project/program role in any consulting engagement in area/s of expertise to drive consultative-led business development and provide focused consultancy offers to customers. We are looking for someone who has a leadership role in the pre-sales and delivery activities with consulting and partner teams to generate business consultancy revenues.
Key Responsibilities:
- You work with customers across all management levels of airports, to understand their strategic plans, business goals, catalogue the as-is processes, structure, and systems, plan the desired to-be, and develop the transformation plan.
- You develop deliverables of a quality that customers eagerly pay for and involve in their strategic planning initiatives including Airport IT Master Plans, Digital Transformation Strategies, Airline Strategic Plans, Passenger and Operational Processing optimization and business process change strategies.
- You have a pedigree that proves your domain expertise. You directly deliver or work as part of a team to build trusted relationships with customers, demonstrate domain expertise, demonstrate technical credibility, and provide previously unknown insights to the customer.
- You provide high level functional specifications to customers that need to be guided and assisted in understanding what is required to be, to achieve both business and operational success. You help customers understand what processes and services are aligned to help them accomplish their objectives.
- You are commercially astute, understand airport and airline business models, you build business cases, including cost-benefit, and detailed risk-reward analysis for customers. You provide discovery assessments, business reviews, and provide the key findings and recommendations to optimize the customers business. You develop the material to facilitate interviews and workshops and manage the process required to deliver the required outcomes.
- You enjoy and are constantly learning about industry trends and technology, synthetizing market opportunities, and communicating those to management and customers.
- You interface with central functions including, but not limited to, product, pricing, business development, training, delivery, operations, and senior management to share market insights, understanding customer needs and requirements, along with delivering feedback on services, quality and price positioning.
- You work with product teams to build product and process related consulting required to provide the most value to the customers, including training, health checks, and business process change.
- You will contribute to the development of regional and global partnerships, evaluating offerings, and developing repeatable process frameworks to deliver value add, profitable services to customers.
- You are comfortable being part of guiding, leading and developing high value, time critical opportunities.
- You enjoy sharing your craft and mentoring colleagues at all levels.
- You lead execution with minimal guidance, are creative in developing new solutions to problems, and work well in teams while being results oriented for the customer.
Requirements:
- Broad knowledge of the air transport industry (Airport Ops, Passenger Processing, IT infrastructure, financial operations).
- Track record of success with passion for air transport
- Solid 5+ years of experienced working with airports, airlines, and ground handlers to define personas and business needs.
- Business related and / or IT related degree required.
- Postgraduate studies in Business, Finance or Technology highly desirable.
- Deep Project and Program Management experience in the ATI
- Skilled leader with experience in team management, matrix organizations, and stakeholder influence at all levels.
- Good collaboration, facilitation, and engagement skills comfortable in industry and commercial discussions with customers.
- Ability to align technology with customer goals, guide product teams, and shape architecture and operations to deliver business value.
- Experienced in market and competitive analysis, performance evaluation, and best practices benchmarking..
- Self-driven, inquisitive, and quick to learn autonomously.
- Customer- and impact-focused driven to help others and deliver value.
- Innovative problem solver who suggests improvements and new ideas.
