ZestIoT Technologies - Senior Business Analyst - Presales - Aviation Domain

Job Title: Senior Business Analyst - Presales (Aviation Domain)

Experience: 8-10 Years (Aviation domain experience preferred)

Company Overview:

ZestIoT Technologies, established in 2016, is a global leader in IoT-driven operational intelligence, with offices in the Netherlands and India and customers across multiple continents. Our mission is to connect People, Places, Assets, and Operations seamlessly through cutting-edge technology solutions.

Leveraging our proprietary Ground Radar and iView platforms, we deliver rapid-deployment solutions that enhance resource utilization, elevate operational safety, and improve quality assessment across Aviation, Manufacturing, Food & Beverages, and Oil & Gas sectors. Our solutions drive measurable operational efficiencies, cost optimization, and business transformation for our clients.

Role Overview:

- The Senior Business Analyst - Presales will serve as a strategic liaison between the sales team, technical teams, and prospective clients, with a core focus on understanding business needs, translating them into actionable solutions, and leading the end-to-end presales lifecycle. This role demands a combination of domain expertise in aviation, advanced analytical skills, technical solutioning capability, and stakeholder management proficiency.

- You will be responsible for managing RFP/RFI processes, conducting requirement workshops, developing technical proposals, and ensuring alignment between client expectations and solution delivery.

Key Responsibilities

1. RFP/RFI Management & Solutioning

- Act as the primary solution architect for presales opportunities within the aviation domain.

- Analyse RFPs/RFIs to understand client requirements, evaluation criteria, and project timelines.

- Develop comprehensive technical solution documents, covering architecture, workflows, use cases, and deployment strategies.

- Lead the end-to-end RFP/RFI process, ensuring timely submission of high-quality proposals and query responses aligned with client needs.

- Collaborate with cross-functional teams to validate feasibility, cost estimation, and delivery approach.

2. Client Engagement & Requirement Analysis

- Serve as the primary point of contact for prospective clients during the presales phase.

- Conduct requirement elicitation sessions via workshops, stakeholder interviews, and on-site visits.

- Translate high-level business needs into detailed functional and technical requirements, ensuring traceability and alignment with solution design.

3. Solution Development & Proposal Creation

- Partner with technical architects to design customized IoT-based aviation solutions integrating ZestIoTs Ground Radar & iView platforms.

- Prepare technical proposals, solution blueprints, value propositions, and ROI models.

- Develop visually impactful client presentations and demonstrations tailored to aviation operational challenges.

4. Cross-functional Collaboration

- Work closely with sales, delivery, engineering, and product teams to ensure proposed solutions are technically sound, cost-effective, and aligned with client objectives.

- Provide knowledge transfer to the delivery team post-sales to ensure seamless execution.

Essential Skills & Competencies

Technical & Domain Expertise

- Proven experience in aviation operations, ground handling systems, or airport process automation.

- Understanding of IoT frameworks, integration patterns (Pub/Sub, Point-to-Point), and event-driven architectures.

- Familiarity with data visualization tools, operational analytics, and cloud-based solutions (Azure, AWS, or GCP).

Business & Analytical Skills

- Strong analytical thinking to deconstruct complex operational challenges and formulate impactful solutions.

- Proficiency in business process mapping, gap analysis, and ROI modeling.

Communication & Stakeholder Management

- Excellent verbal and written communication skills to convey technical solutions to both technical and non-technical stakeholders.

- Experience delivering high-impact client demos, technical workshops, and proposal presentations.

Presales Excellence

- Proven track record in RFP/RFI management, technical bid creation, and presales lifecycle management.

- Ability to work independently while effectively collaborating with multidisciplinary teams.