Key Responsibilities Deal Shaping & Solutioning Lead the design and shaping of large-scale air cargo IT and digital transformation deals (>$5–10M). Work closely with sales, delivery, architecture, and product teams to create compelling, competitive, and executable cargo solutions. Shape solutions spanning airlines, handlers, forwarders, airports, and regulators. Client Engagement & Advisory Engage directly with Cargo CXOs and senior leaders (Head of Cargo, COO Cargo, CIO, VP Logistics, Head of Operations) as a trusted advisor. Facilitate strategy and solution workshops to co-create cargo transformation programs. Align business, operations, and IT stakeholders across fragmented cargo ecosystems. Thought Leadership & Industry Positioning Bring in global best practices from air cargo digitization and logistics transformation programs. Develop industry points of view, solution accelerators, and reference architectures for cargo. Track and interpret IATA initiatives (ONE Record, eAWB, eFreight) and regulatory changes. Represent the organization at industry forums, client briefings, and executive presentations. Desired Candidate Profile 12–18+ years in consulting, IT solutioning, or operational leadership within air cargo, logistics, or airline cargo divisions. Deep understanding of air cargo operations and value chain, including Airline Cargo, Ground Handling and terminals, Regulatory bodies and Compliance Proven experience in shaping and closing large transformation deals in Airline cargo IT, Cargo ground handling systems, Freight forwarding platforms Exposure to leading cargo IT platforms, such as iCargo, CHAMP (Cargospot, Traxon), Unisys, Warehouse management systems, tracking platforms, etc. Strong deal shaping, solution architecture, and bid management capabilities. Executive presence with ability to engage CXO-level stakeholders. Ability to bridge cargo business outcomes with technology enablement. Strong storytelling and value articulation skills. MBA or equivalent preferred. Background in Engineering, Aviation, Logistics, or IT is highly desirable.