About the Role
We are seeking an experienced AI Go-to-Market (GTM) and Industry Solutions Leader to drive growth and market adoption of AI-led business transformation initiatives across the Manufacturing sector.
The role requires a blend of industry consulting, solution strategy, business development, AI advisory, and executive stakeholder engagement. It spans the full spectrum of enterprise AI — from Generative and Agentic AI to Physical AI on the shop floor — and demands fluency across cloud platforms and the manufacturing IT/OT landscape. The successful candidate will work closely with sales teams, clients, technology partners, and delivery organizations to identify opportunities, shape solutions, support strategic pursuits, and accelerate AI adoption across manufacturing enterprises.
This is a leadership role for individuals who can bridge business priorities with emerging AI capabilities and translate technology investments into measurable business outcomes.
Key Responsibilities
AI Growth Strategy & Go-to-Market
- Develop and execute AI go-to-market strategies for manufacturing clients.
- Identify high-value business opportunities where AI can drive measurable operational and financial outcomes.
- Build industry-specific solution narratives, value propositions, and client engagement strategies.
- Collaborate with sales, consulting, and account teams to expand AI-driven business opportunities.
- Engage with manufacturing clients to understand strategic priorities, operational challenges and translate them into AI-led business solutions.
- Develop business cases, transformation roadmaps, and value realization strategies.
Strategic Pursuits & Client Engagement
- Support large-scale pursuits, proposals, RFPs, RFIs, and executive presentations.
- Lead discovery workshops, strategy sessions, and solution discussions with client stakeholders.
- Partner with solution architects and technical specialists to develop differentiated AI offerings and proposals.
- Establish trusted advisor relationships with business and technology leaders.
Solution Architecture & Shopfloor IT/OT Convergence
- Architect end-to-end AI solutions that span enterprise IT and plant-floor OT, mapping data and control flows across the ISA-95 hierarchy (Levels 0–4) — from sensors, PLCs, and SCADA through MES to ERP and business systems.
- Design Physical AI use cases — computer vision, industrial robotics, digital twins, autonomous systems, and edge inference — that operate reliably in real shop-floor environments.
- Define Agentic AI solution patterns — multi-agent orchestration, autonomous workflows, and human-in-the-loop controls — for manufacturing operations and knowledge work.
- Shape cloud, hybrid, and edge deployment architectures, balancing hyperscaler platforms with on-premises and near-line compute for latency-, data-sovereignty-, and cost-sensitive workloads.
- Partner with OT, engineering, and IT teams to integrate solutions with existing shop-floor systems (MES, SCADA, historians, PLCs) and unified namespace / industrial data platform layers.
Offering Development & Market Leadership
- Contribute to the development of AI offerings, frameworks, accelerators, and industry solutions.
- Monitor industry trends, competitive landscape, emerging technologies, and evolving client priorities.
- Work with partner ecosystems, hyperscalers, and technology providers to strengthen market positioning.
- Represent the organization in client forums, industry events, and thought leadership initiatives.
Required Qualifications
- 15+ years of experience in consulting, digital transformation, industry solutions, technology consulting, business development, or related roles.
- Experience in AI, Advanced Analytics, Industrial AI, Intelligent Automation, Generative AI, or Digital Manufacturing initiatives.
- Strong understanding of manufacturing business processes and operational challenges.
- Experience supporting complex sales pursuits and executive stakeholder engagements.
- Proven ability to develop business cases, solution strategies, and transformation roadmaps.
- Strong communication, presentation, and executive storytelling skills.
- Hands-on exposure to Generative AI, Agentic AI, and Physical AI (computer vision, robotics, digital twins, autonomous and edge-based systems) applied in industrial or manufacturing settings.
- Working knowledge of shop-floor IT/OT systems and the ISA-95 architecture, with the demonstrated ability to design and articulate solutions that span sensors, control systems, MES, and enterprise applications.
- Exposure to Industry 4.0 programs and smart factory transformations.
- Experience architecting cloud, hybrid, and edge deployments across hyperscaler platforms, and delivering data- and platform-led transformation programs.
- Experience collaborating with technology partners and ecosystem providers.
- Familiarity with IT/OT convergence, unified namespace, MES/SCADA and historian integration, and industrial data platforms.
