About this role
Description des tâches: • Be the primary interface for salespersons to support customers' engagements on technical & commercial matters. • Analyze and document customer requirements and business process. • Work with customers to better understand their business models and develop sound solution design to meet the customer's requirements. • Provide customers with comprehensive, up-to-date information on CHAMP products, product enhancements, and new solutions, through customer meetings and workshops. • Support the technical qualification of customers' communication and data exchange needs through knowledge of current new or evolving technologies and CHAMP solution portfolios. • Identify and recommend sound solutions built through CHAMP portfolio of products to meet customers' demands. • Liaise with various internal stakeholders to determine effort, feasibility, scheduling, etc. Provide input to bid team for pre-sales activities (e.g., customer proposals generation, risk analysis, pricing, customer presentations, work breakdown structures etc.) ultimately to build business case for customer proposals. • Work closely with project managers to ensure efficient transfer of projects for implementation. • Facilitate designs to be efficiently implemented Right the First Time (RFT) and smoothly transitioned into service operation. • Act as functional subject matter expert on the air cargo operational processes in scope for the engagement, including but not limited to booking and capacity management, export and import handling, documentation and customs, rating, and billing. • Perform structured fit-gap analysis against the standard product offering and record, for each gap, the operational consequence of not meeting it, so that scope decisions rest on business impact rather than customer preference. • Challenge requirements that describe the customer's existing system rather than the customer's business need and reformulate them in process terms. • Maintain a traceable line from each requirement to its source stakeholder and to the solution element that satisfies it. • Produce clear specifications that a build team can execute. • Document to a standard that supports later audit and contractual reference without rework. • For smaller and medium projects, support the customer in preparing the test scenarios, Coordinate securing of test data from client for build testing and user acceptance testing. • Assemble and maintain the conformance evidence: requirement, design decision, build output, test result, that supports the solution gating across project stages. • Deliver customer familiarization training on the standard solution before solution design begins. • Deliver key user training ahead of user acceptance testing, so the customer's users can test the solution.