IBS Software
Website:
ibsplc.com
Job details:
Key Responsibilities:
- 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.
- Commercial Growth (Upsell) – Identify upsell and cross-sell opportunities within existing accounts; work with account teams to convert them into scoped engagements.
- New Deal Pursuit Support – Support pre-sales and new deal pursuits with solutioning input, product fitment assessments, roadmap alignment, and client-facing presentations/demos.
- 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.
- 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.
- 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.
- Lead client site engagements on fit-and-gap analysis, roadmap discussions, and implementation planning.
- 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.
- Lead business process flow analysis and operational procedure design relevant to the business domain.
- Review test cases, support UAT phases, conduct Train-the-Trainer sessions, and support end-user training.
- Act as product expert in customer engagements, bringing strong domain and process knowledge to influence customer business processes.
- Coordinate effectively across multiple stakeholder groups — project management, testing, base product, customer IT, customer vendors, and customer business teams.
Required Skills & Experience:
- Preferably has previous experience in the Air Cargo domain or related areas such as supply chain management.
- Experience working with product companies in a business analyst, consultant, or regional lead role.
- Strong documentation and review skills — product requirements, business use cases, and system specification documents.
- Hands-on experience in R&D design and business case development.
- 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.
- Expertise in agile requirements management — backlog ownership, user stories, sprint grooming/envisioning, sprint planning.
- Good understanding of both Agile and Waterfall methodologies.
- Skilled in requirement prioritization, managing conflicting requirements, change management, and applying an MVP approach for large/complex requirements.
- Working proficiency with AI tools to accelerate delivery activities (implementation acceleration, upgrade support, CR development, documentation, testing support, etc.).
- Demonstrated experience leading high-performing teams, particularly in product/consulting delivery roles, including short-stint team deployment.
- Experience working with cross-cultural, cross-discipline teams — sales, development, account managers, UX designers, and others.
- Strong interpersonal and stakeholder management skills.
- Good exposure to tools such as Jira, Confluence, Microsoft Office, Microsoft Visio, MPP, XML standards, and SQL Developer.
- Demonstrated experience creating and delivering product-related marketing artefacts such as white papers, blogs, and webinars.
- 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.
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