Company: Codvo.ai
Function: Industrial Solutions and Growth
Role: Senior Manager — Presales, Industrial
Experience: 12–15+ years
Employment Type: Full-time
Reporting To: Head, Product & Solutions
Primary Markets: Oil and Gas, Energy, Utilities, Manufacturing, Process Industries, Datacenters and other Critical Infrastructure
Location: Remote
Travel: Willingness to travel for customer workshops, strategic pursuits, industry events and partner engagements

About Codvo.ai

Codvo.ai helps enterprises apply AI, data and digital engineering to high-value business and operational problems. Our industrial solutions bring together industry knowledge, enterprise consulting, AI-native engineering, data platforms, predictive intelligence and governed agentic workflows.

We work with asset-intensive and critical-infrastructure organisations seeking to improve operational reliability, modernise industrial systems, unlock value from operational data and apply AI responsibly within complex enterprise and OT environments.

Why This Role Exists

Codvo.ai is expanding its industrial business across Oil and Gas, Energy, Utilities, Manufacturing, Process Industries, Datacenters and other Critical Infrastructure sectors. We need a senior consultative pre-sales leader who can understand the client’s operating context, identify high-value opportunities, shape differentiated solutions and convert early conversations into qualified pursuits and commercially sound engagements.

The Senior Manager will work with senior client stakeholders to frame transformation priorities, lead discovery, build solution and value propositions, mobilise the right Codvo capabilities and guide complex opportunities from qualification through proposal, negotiation and closure.

The successful candidate will combine industrial-sector credibility with the structured problem-solving, executive communication and commercial discipline typically developed in a leading consulting, advisory, global systems-integration or industrial-technology organisation.

What the Role Owns

The quality of industrial opportunity discovery, qualification and solution shaping.
The industrial point of view used in customer conversations and strategic pursuits.
The transition from an initial business problem to a credible solution, value case, proposal and commercial pathway.
The coordination of Sales, domain experts, Product, Architecture, Engineering, Delivery, Partnerships and Marketing during industrial pursuits.
The quality, repeatability and market relevance of industrial pre-sales assets and offerings.
Sourced and influenced pipeline, pursuit conversion and the commercial quality of proposed engagements.

Key Responsibilities

1. Industrial Market and Account Development

Develop a clear view of priority industrial sectors, subsegments, customer problems, buying centres and addressable opportunities.
Work with Sales and leadership to identify target accounts, whitespace opportunities, strategic relationships and account-entry hypotheses.
Research customer operations, technology environments, transformation priorities and competitive context before outreach and discovery.
Help build account plans across new logos and existing customers, identifying cross-sell, up-sell and multi-year transformation opportunities.
Create sector-specific opportunity theses for Oil and Gas, Energy, Utilities, Manufacturing, Process Industries, Datacenters and adjacent critical infrastructure.
Maintain a practical view of market shifts, industrial investment priorities, competitor positioning and client buying behaviour.

2. Consultative Discovery and Executive Engagement

Lead discovery with CIOs, CTOs, CDOs, COOs, engineering leaders, plant and operations teams, reliability leaders, digital-transformation teams and enterprise architects.
Facilitate executive briefings, value-discovery workshops, design sessions and problem-framing conversations.
Translate broad client ambitions into specific business problems, users, workflows, data needs, operating constraints and measurable outcomes.
Understand industrial value chains, asset and plant operations, brownfield realities, IT/OT boundaries, cybersecurity constraints and change-management implications.
Challenge poorly defined opportunities constructively and help clients prioritise initiatives based on value, feasibility and adoption readiness.
Build credibility as a consultative partner rather than leading with technology features or generic AI propositions.

3. Solution Shaping and Value Proposition Development

Shape differentiated solutions across industrial AI, agentic AI, predictive intelligence, asset reliability, data platforms, Industry 4.0, IT/OT convergence, AI-native product engineering and industrial-system modernisation.
Connect customer problems to relevant Codvo products, accelerators, consulting methods, partner platforms and engineering capabilities.
Define the proposed business and technical scope, target operating model, implementation approach, governance, dependencies, risks and expected outcomes.
Work with architects and technical leaders to ensure that proposed solutions are feasible, secure, scalable and appropriate for enterprise and OT environments.
Build outcome hypotheses and value cases covering reliability, downtime exposure, maintenance productivity, energy performance, workforce effectiveness, quality, safety and speed of decision-making where relevant.
Distinguish clearly between standard offerings, configurable capabilities, partner components and customer-specific engineering.
Ensure that all solution claims, AI capabilities, expected outcomes and implementation assumptions are accurate and defensible.

4. Strategic Pursuit and Deal Leadership

Lead qualified industrial pursuits from opportunity thesis and discovery through solution shaping, proposal, executive presentation, commercial negotiation and closure.
Establish win themes, competitive strategy, stakeholder maps, decision criteria and pursuit plans for priority opportunities.
Coordinate contributors across Sales, Product, Consulting, Architecture, Engineering, Delivery, Finance, Legal, Marketing and Partnerships.
Own or orchestrate responses to RFPs, RFIs, proposals, statements of work, demonstrations, workshops and client presentations.
Develop clear executive narratives that connect the client’s operating challenge to the recommended solution, business value and delivery pathway.
Conduct pursuit reviews, identify gaps early and drive go/no-go decisions based on strategic fit, customer access, value, feasibility, differentiation and commercial quality.
Support pricing, effort estimates, commercial models, risk assumptions and negotiation strategy with the relevant business and finance leaders.
Maintain discipline around scope, dependencies, delivery confidence, margin quality and commitments made during the sales cycle.

5. Pipeline Creation and Growth Enablement

Carry measurable responsibility for sourced and influenced industrial pipeline, pursuit progression and conversion.
Partner with Sales to move opportunities through qualification stages with accurate next steps, decision dates, risks and stakeholder commitments.
Help originate opportunities through executive networks, industry relationships, partner channels, events, roundtables and targeted account campaigns.
Convert successful delivery, pilots and customer outcomes into expansion opportunities, references and reusable proof points.
Identify repeatable land-and-expand pathways across plants, sites, business units, asset classes and geographies.
Provide leadership with clear visibility into pipeline health, conversion barriers, market feedback and emerging demand.

6. Offering and GTM Enablement

Help define and refine Codvo.ai’s industrial solution portfolio, propositions, differentiation, buyer narratives and routes to market.
Convert recurring customer problems into repeatable offerings, assessment methods, workshops, pilots and transformation roadmaps.
Develop and maintain high-quality pre-sales assets, including capability decks, solution briefs, discovery guides, demonstrations, proposals, business cases, battlecards and objection-handling content.
Collaborate with Marketing on sector campaigns, account-based marketing, thought leadership, events and executive content.
Train and enable Sales, SDR, partner and solutioning teams on industrial buyer priorities, discovery questions, positioning and qualification.
Establish feedback loops from pursuits and customer conversations into Product Strategy, offering development and delivery readiness.

7. Ecosystem and Partnership Development

Work with cloud, data, AI, industrial-platform, automation, OEM and system-integration partners to develop joint propositions and market access.
Identify where partner technology or industry reach strengthens Codvo.ai’s solution credibility and competitive position.
Support joint account planning, co-selling, partner enablement, marketplace motions and collaborative customer pursuits.
Help define practical roles, value exchange and commercial logic for each partnership rather than pursuing alliances without a clear route to revenue.
Build relevant relationships with industry forums, advisory networks, analysts and ecosystem stakeholders.

8. Pre-Sales Governance and Cross-Functional Leadership

Establish consistent industrial discovery, qualification, solution-review, proposal and pursuit-governance practices.
Improve the reuse of architectures, methods, estimates, case material, demonstrations and commercial assumptions.
Ensure that opportunities are handed to Delivery with clear scope, outcomes, dependencies, risks, assumptions and customer commitments.
Capture delivery feedback and incorporate lessons into future solutioning and commercial decisions.
Mentor pre-sales consultants, solution managers and account teams in consultative industrial selling.
Act as the senior industrial pre-sales voice across Codvo.ai while working in a matrixed organisation.

Representative Solution Areas

The role may support opportunities across areas such as:

Industrial predictive intelligence, asset health and predictive maintenance.
Governed agentic AI for industrial and operational workflows.
Industrial data foundations, contextualisation and operational analytics.
AI-enabled reliability, maintenance and field-service transformation.
Industry 4.0, connected operations and smart-manufacturing initiatives.
MES, SCADA, historian, CMMS/EAM and industrial-platform modernisation.
IT/OT integration and secure enterprise-to-edge architectures.
AI-native product engineering for industrial technology companies.
Datacenter cooling, electrical, energy and facility intelligence.
Operational knowledge management and workforce augmentation.

Required Experience and Qualifications

12–15+ years of experience across industrial consulting, pre-sales, solution consulting, advisory, digital transformation, engineering services or industrial technology.
At least five years in a client-facing pre-sales, consulting, growth, account-development or complex-deal leadership role.
Demonstrated experience shaping and helping close substantial B2B industrial transformation, data, AI, cloud, automation or engineering engagements.
Strong domain credibility across at least two of the following: Oil and Gas, Energy, Utilities, Manufacturing, Process Industries, Industrial Automation, Datacenters or Critical Infrastructure.
Experience leading consultative discovery and executive conversations with business, operations, engineering, digital, data and technology stakeholders.
Understanding of industrial value chains, plant and asset operations, brownfield constraints, IT/OT environments and enterprise transformation.
Ability to translate operational problems into solution architectures, transformation roadmaps, value cases and commercially viable proposals.
Experience developing proposals, RFP responses, executive presentations, statements of work, pricing inputs and commercial assumptions.
Working knowledge of AI, data, cloud, automation, industrial platforms and modern digital-engineering approaches.
Demonstrated pipeline and pursuit discipline, with evidence of originating, influencing or converting complex enterprise opportunities.
Strong executive communication, facilitation, storytelling, negotiation and stakeholder-management skills.
Ability to lead matrixed teams across Sales, Consulting, Product, Engineering, Delivery, Marketing, Partnerships and Finance.
Bachelor’s degree in Engineering, Technology, Computer Science, Industrial Engineering, Business or another relevant discipline.
MBA or comparable postgraduate qualification is strongly preferred.

Preferred Background

Experience in a recognised consulting or advisory organisation such as Deloitte, EY, PwC, KPMG, McKinsey, BCG or a comparable strategy, technology or operations consultancy.
Relevant experience in a global systems integrator, engineering-services company, industrial-technology provider, automation company or energy-services organisation.
Exposure to organisations and ecosystems such as Schneider Electric, Honeywell, AVEVA, Rockwell Automation, Siemens, ABB, Emerson, GE Vernova, Baker Hughes or comparable industrial companies.
Existing relationships with senior executives in Oil and Gas, Energy, Utilities, Manufacturing, Datacenters or adjacent industrial sectors.
Experience shaping industrial AI, asset-performance, data-platform, Industry 4.0, MES/SCADA, cloud or product-engineering offerings.
Experience building alliance-led growth with hyperscalers, data and AI platforms, industrial software vendors, OEMs or automation partners.
Recognised industry participation through conferences, roundtables, publications, professional bodies or referenceable transformation work.
Experience working across multiple geographies and culturally diverse customer organisations.

Commercial and Performance Measures

The role will be evaluated through a balanced set of quality, pipeline and growth indicators, including:

Sourced and influenced industrial pipeline.
Number and value of qualified opportunities progressed.
Pursuit conversion and win rate.
Quality and defensibility of proposed solutions and commercial assumptions.
Sales-cycle progression and reduction of avoidable pursuit delays.
Revenue and bookings influenced.
Gross-margin quality and reduction of pre-sales-to-delivery leakage.
Growth within strategic accounts and conversion of pilots into scaled engagements.
Reuse of offerings, architectures, pre-sales assets and partner propositions.
Customer, Sales and Delivery confidence in industrial solutioning.
Contribution to Codvo.ai’s industrial market presence and partner ecosystem.

What Success Looks Like

First 90 Days

Build a clear understanding of Codvo.ai’s industrial capabilities, offerings, active accounts, partners, pipeline and delivery strengths.
Validate priority sectors, buyer groups, customer problems and target-account hypotheses with leadership and Sales.
Establish a consistent industrial discovery, qualification and pursuit-review approach.
Identify the most important near-term opportunities and define clear pursuit strategies.
Create a focused pre-sales and GTM improvement plan covering propositions, assets, workshops, demonstrations and partnerships.
Build a credible pipeline of qualified industrial opportunities with clear customer access, value hypotheses and next actions.
Lead multiple strategic pursuits and improve the quality and consistency of industrial proposals and executive conversations.
Establish reusable discovery, solutioning, value-case and proposal assets.
Strengthen joint working across Sales, Product, Engineering, Delivery, Marketing and Partnerships.
Activate selected partners around specific accounts, offerings or campaigns.

Leadership Attributes

Consultative credibility: Begins with the customer’s business and operational problem rather than a predefined technology answer.
Industrial fluency: Understands how industrial organisations operate and how technology decisions affect plants, assets and people.
Commercial judgement: Qualifies rigorously and protects value, scope, margin and delivery confidence.
Executive presence: Communicates with clarity and authority in senior client settings.
Structured problem solving: Converts ambiguous challenges into clear decisions, workstreams and value hypotheses.
Collaborative leadership: Mobilises diverse teams without blurring accountability.
Growth orientation: Converts relationships, insights and delivery credibility into repeatable opportunities.
Integrity: Represents capabilities and limitations accurately and builds long-term client trust.

Why Join Codvo.ai

Help shape and grow Codvo.ai’s industrial business at an important stage of market development.
Work across industrial operations, AI, data, agentic solutions and digital engineering.
Influence customer strategy, solution propositions, partnerships and commercial growth.
Engage directly with senior leaders tackling high-value operational and technology challenges.
Collaborate with multidisciplinary teams spanning consulting, products, AI/ML, engineering, design and delivery.

Senior Manager - Presales (Industrial)