IBMS System Architecture Expert – Presales & Estimation

2.  KEY RESPONSIBILITIES

A.  System Architecture & Scope Definition

• Develop full IBMS system architecture proposals for mission-critical data center projects during the bid phase, encompassing BMS, FACP, VESDA, Water Leak Detection (WLD), Access Control, CCTV, Rodent Control, and power/environment monitoring subsystems.
• Define BMS controller platform, network topology, and integration architecture — specifying primary, field-level devices, gateways, and communication protocols (BACnet/IP, Modbus, SNMP, OPC-UA).
• Prepare detailed I/O point schedules, controller loading calculations, and scan-time calculations for DDC/PLC systems during the estimation phase.
• Design IBMS network architecture including data network topology, switch selection criteria, BACnet/IP architecture, and integration requirements for third-party systems (DCIM, EPMS, SCADA/HMI).
• Evaluate and recommend open protocol versus proprietary integration strategies, identifying technical risks and mitigations for the proposed architecture.
• Define subsystem integration requirements, API/protocol mapping, and IBMS-to-DCIM interoperability architecture for high-density and AI data center environments.
• Develop control philosophy summaries and sequences of operation (SOO) drafts to support technical sections of bids, clarifying system-level control strategies without committing to detailed execution design.

B.  Bill of Quantities, Cost Estimation & Proposal Development

• Prepare comprehensive Bill of Quantities (BOQ) for IBMS scope across critical and non-critical data center projects, covering all hardware, software, licensing, integration, engineering, and commissioning cost elements.
• Develop itemized cost estimation sheets with material, labor, third-party integration, software licensing, and contingency allowances, using established Vertiv rate cards and vendor quotations.
• Produce Basis of Estimate (BOE) documents clearly defining scope boundaries, assumptions, exclusions, and unit-cost rationale for each IBMS bid.
• Benchmark IBMS costs against historical project data, vendor list prices, and market intelligence to ensure commercial competitiveness without compromising technical quality.
• Identify and quantify scope risks in estimates, recommending provisional sums and risk allowances where appropriate.
• Prepare and maintain IBMS-specific pricing matrices and parametric estimation models to accelerate turnaround for repeat bid types (colocation, hyperscale, enterprise DC).
• Contribute to internal bid review and approval processes — presenting cost models, assumptions, and risks to senior management and business development leads.

C.  Technical Proposals & Bid Documentation

• Lead preparation of technical proposal sections for IBMS scope in RFP/RFQ responses, including executive summaries, technical narratives, compliance matrices, and scope clarification letters.
• Develop technical write-ups describing the proposed IBMS architecture, system capabilities, integration approach, and value differentiators — tailored to client technical and commercial requirements.
• Prepare compliance matrices mapping client specifications and standards requirements (IEC 61850, ASHRAE, TIA-942, NFPA 72, EN 54, IS 3043, NBC 2016) against the proposed solution.
• Produce scope-of-work documents and exclusion lists that define clear contractual boundaries for the IBMS scope within the overall project.
• Develop technical clarification logs and pre-bid query registers, managing responses with accuracy and commercial awareness.
• Prepare value engineering proposals and alternative technical solutions where client requirements offer scope for cost optimization without reducing functional integrity.
• Ensure all bid documents are produced in accordance with Vertiv brand and documentation standards, with consistent formatting and professional presentation.

D.  Client Engagement & Presales Support

• Act as the primary technical point of contact for IBMS scope during client pre-bid meetings, site surveys, and technical clarification discussions.
• Conduct technical feasibility assessments for proposed IBMS architectures, advising clients and the sales team on achievable scope, realistic timelines, and technical risks.
• Prepare and deliver technical presentations, solution overviews, and IBMS architecture demonstrations to client technical teams and procurement stakeholders.
• Participate in pre-bid site walks, capturing existing infrastructure constraints, network connectivity requirements, and integration opportunities.
• Support post-submission technical discussions, clarifications, and negotiation of technical scope with clients and consultants.
• Build and maintain trusted technical relationships with key clients, consultants, and specifiers in the data center and critical infrastructure markets.
• Provide technical input to sales team's go/no-go assessments, identifying bid qualification criteria and scope risks early in the sales cycle.

E.  Internal Collaboration & Presales Standards

• Collaborate with Sales, Solution Architecture, Project Management, and Commercial teams throughout the bid lifecycle, ensuring aligned scope, schedule, and cost assumptions.
• Maintain and continuously improve IBMS presales estimation templates, BOQ master libraries, and technical proposal boilerplate in line with evolving product platforms and market requirements.
• Conduct lessons-learned analysis on won and lost bids to refine estimation accuracy, technical positioning, and proposal quality.
• Support peer review and quality assurance of IBMS proposals prepared by other team members, ensuring accuracy, consistency, and compliance with Vertiv standards.
• Provide technical mentoring and knowledge transfer to junior presales engineers and sales staff on IBMS architecture concepts and estimation methodology.
• Interface with the Vertiv product management and engineering teams to stay current on controller platforms, new product introductions, and integration capabilities relevant to presales.

3. AUTHORITIES

The IBMS System Architecture Expert – Presales & Estimation holds the following delegated authorities within the presales and estimation function:

• Approve IBMS BOQ, cost estimates, and technical proposals prior to submission to the commercial review board, within authorized value limits.
• Define and confirm IBMS technical scope inclusions and exclusions in bid submissions without requiring individual engineering sign-off for standard scope items.
• Recommend go/no-go decisions on IBMS scope elements and flag technical red-flags to the Bid Manager or Lead Controls Engineer.
• Engage directly with clients, consultants, and specialist vendors during the bid phase for technical clarifications, pre-bid meetings, and scope discussions.
• Request vendor quotations for specialist IBMS equipment, software, and integration services to support estimation.
• Propose value engineering changes and alternative technical solutions during bid development, subject to review by the Lead Controls Engineer.
• Reject internally submitted estimation data or technical content that does not meet Vertiv quality standards or accuracy thresholds.

4. QUALIFICATIONS 4.1 Education

• Dip OR bachelor’s degree in electrical engineering, Electronics & Communication, Instrumentation, Automation & Control, or a closely related technical discipline.
• Additional certifications in BMS/IBMS platforms are strongly preferred: Distech Controls, Niagara Framework / Tridium JACE, Honeywell, or Schneider Electric EcoStruxure.
• Training or certification in estimation methodology, technical proposal writing, or pre-sales engineering is a positive differentiator.
• Project management training (PMP, PRINCE2, or equivalent) is advantageous for managing complex bid timelines and multi-stakeholder reviews.

4.2 Experience

• 5–7 years of progressive experience in IBMS/BMS controls engineering, with a minimum of 4 years in a presales, estimation, or solution architecture capacity.
• Demonstrated track record of preparing IBMS BOQs, cost estimates, and technical proposals for mission-critical data center projects.
• Hands-on experience with BMS controller platforms — DDC/PLC platforms.
• Proven experience defining IBMS network architectures and communication integration strategies (BACnet/IP, Modbus TCP, SNMP, OPC-UA, REST API).
• Experience engaging with clients, consultants, and specifiers in a presales or solution-advisory capacity for critical infrastructure projects.
• Familiarity with data center standards and design criteria: ASHRAE, TIA-942, IEC 61850, EN 54, NFPA 72, IS 3043, NBC 2016.
• Exposure to high-density cooling architectures (DLC, liquid cooling, CDUs) and AI data center workloads is highly advantageous.

4.3 Technical Skills Matrix Skill AreaProficiency Required

IBMS Subsystems	Deep understanding of BMS, FACP, VESDA, WLD, Rodent Control, CCTV, Access Control, MDBs, and EPMS in critical data center facilities.
Controller Platforms	Proficiency in controller loading calculations, I/O mapping, and scan-time calculations for DDC/PLC systems.
BOQ & Cost Estimation	Ability to prepare detailed, accurate IBMS BOQs and cost estimation sheets including hardware, software, licensing, integration, and engineering effort.
Network & Integration Architecture	Proficiency in IBMS network topology design, protocol selection (BACnet/IP, Modbus, SNMP, OPC-UA), switch sizing, and third-party integration mapping (DCIM, SCADA, EPMS).
Technical Proposal Writing	Ability to produce clear, structured technical narratives, compliance matrices, scope-of-work documents, and value engineering proposals for complex bids.
Standards & Codes	Working knowledge of IEC 61850, EN 54, NFPA 72, ASHRAE, TIA-942, BS EN 62305, IS 3043, NBC 2016, and Vertiv internal standards (G-FI-PL-006).
Thermal Management	Knowledge of data center thermal management: CRAH/CRAC, chilled water plant, CDU/liquid cooling (DLC), and environmental monitoring in high-density environments.
Software Tools	MS Office Suite (Word, Excel, Visio, Project), AutoCAD, estimation/CPQ tools, and documentation management platforms.
SCADA / HMI / DCIM	Familiarity with SCADA/HMI platforms for IBMS visualization, alarm management, and DCIM integration for data center monitoring.

4.4 Soft Skills & Competencies

• Excellent written and verbal communication in English; ability to present complex IBMS architecture concepts clearly to both technical and non-technical stakeholders.
• Commercial acumen: ability to balance technical quality with cost competitiveness and understand bid strategy and margin implications.
• Strong analytical and structured problem-solving skills; able to decompose complex client requirements into definable, priceable scope elements.
• High attention to detail with the ability to maintain accuracy across large, multi-subsystem BOQs and complex technical proposals.
• Ability to manage multiple concurrent bids under time pressure without compromising quality or accuracy.
• Collaborative team player with the confidence to challenge technical and commercial assumptions respectfully and constructively.
• Self-motivated with a quality-first mindset; proactive in identifying risks and gaps during the bid cycle.

5. PREFERRED QUALIFICATIONS

• Experience working with the Vertiv InfraSol platform or similar critical infrastructure integrated solutions in a presales or solution architecture capacity.
• Familiarity with AI data center workloads — high-density liquid cooling (DLC/immersion), power distribution architecture, and intelligent environmental monitoring.
• PMP, PRINCE2, or equivalent project management certification, demonstrating structured approach to managing bid timelines and multi-stakeholder reviews.
• Knowledge of ISA/IEC instrumentation standards and engineering flowchart conventions for controls systems architecture.
• Experience preparing parametric estimation models and CPQ (Configure, Price, Quote) frameworks for repeatable IBMS bid packages.
• Demonstrated experience with multi-hyperscale or multi-colocation client environments — understanding of client template specifications and standard scope requirements.
• Familiarity with sustainability-driven IBMS features: energy monitoring, power analytics, PUE optimization, and ESG reporting integration for data centers.

6. PHYSICAL & ENVIRONMENTAL DEMANDS

• Primarily office-based role with occasional site visits required for pre-bid surveys, client technical meetings, and solution demonstration events.
• Comfortable working in active data center environments during pre-bid site surveys: raised floors, live electrical equipment, and operational cooling infrastructure.
• Ability to work extended hours during peak bid periods, proposal submission deadlines, and multi-bid parallel cycles.
• Travel required: approximately 10–25% of working time, primarily domestic within India, with occasional international travel for major client engagements or vendor partner events.