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- Identify potential customers by obtaining information, referrals, and
recommendations from existing customers and other contacts and/or through
participation in trade shows and conferences
- Conduct discovery calls and workshops with customer stakeholders; document
requirements and business outcomes
- Translate customer needs into standard or tailored solution outlines, data flows
and integration notes; coordinate inputs from internal SMEs
- Prepare RFP/RFI content, schedules and solution narratives; contribute to, but
do not own, bid strategy
- Deliver persuasive product demos and targeted presentations addressing
customer pain points; capture objections and mitigation actions
- Maintain competitive feature matrices and assist with win/loss insights for
regional teams
- Provide inputs to Product and Business Development, representing the "voice of
the customer"
- Resolve complex presales queries by applying policy/process knowledge;
escalate exceptions where policy interpretation is required
- Track customer feedback and support continuous improvement in demo assets,
proposal templates and discovery checklists
- Contribute insights on industry trends such as maritime regulations (IMO,
SOLAS, MARPOL), sustainability frameworks (EEXI, CII), decarbonization and
digitalization to shape solution direction
Qualifications, Skills and Experience
- 10 - 12 years in the maritime industry with particular focus on implementing
digital and software solutions
- Deep domain expertise in maritime operations, fleet management, compliance,
or port logistics
- Strong presentation, negotiation, and stakeholder management skills across
senior organizational levels
- Experience with maritime digital transformation initiatives (e.g., Smart Shipping,
Decarbonization, Autonomous Vessels)
- Familiarity with SaaS, integrations, and maritime compliance
frameworks and knowledge of major CRM
- Familiarity with data analytics platforms, voyage optimization, emissions
tracking, or IoT solutions
- Multilingual skills advantageous
- Bachelor's or Master's degree in Maritime Studies, Engineering, Computer
Science, Business, or related fields
- Track record leading pre-sales efforts for enterprise-scale software solutions is
desired
Job Description
- Identify potential customers by obtaining information, referrals, and
recommendations from existing customers and other contacts and/or through
participation in trade shows and conferences
- Conduct discovery calls and workshops with customer stakeholders; document
requirements and business outcomes
- Translate customer needs into standard or tailored solution outlines, data flows
and integration notes; coordinate inputs from internal SMEs
- Prepare RFP/RFI content, schedules and solution narratives; contribute to, but
do not own, bid strategy
- Deliver persuasive product demos and targeted presentations addressing
customer pain points; capture objections and mitigation actions
- Maintain competitive feature matrices and assist with win/loss insights for
regional teams
- Provide inputs to Product and Business Development, representing the "voice of
the customer"
- Resolve complex presales queries by applying policy/process knowledge;
escalate exceptions where policy interpretation is required
- Track customer feedback and support continuous improvement in demo assets,
proposal templates and discovery checklists
- Contribute insights on industry trends such as maritime regulations (IMO,
SOLAS, MARPOL), sustainability frameworks (EEXI, CII), decarbonization and
digitalization to shape solution direction
Qualifications, Skills and Experience
- 10 - 12 years in the maritime industry with particular focus on implementing
digital and software solutions
- Deep domain expertise in maritime operations, fleet management, compliance,
or port logistics
- Strong presentation, negotiation, and stakeholder management skills across
senior organizational levels
- Experience with maritime digital transformation initiatives (e.g., Smart Shipping,
Decarbonization, Autonomous Vessels)
- Familiarity with SaaS, integrations, and maritime compliance
frameworks and knowledge of major CRM
- Familiarity with data analytics platforms, voyage optimization, emissions
tracking, or IoT solutions
- Multilingual skills advantageous
- Bachelor's or Master's degree in Maritime Studies, Engineering, Computer
Science, Business, or related fields
- Track record leading pre-sales efforts for enterprise-scale software solutions is
desired