Presales Lead

DX Pre-Sales / Solution lead is responsible to provide solution recommendation and prepare the technical and commercial proposal for digital portfolio. This include end to end architecture from process, OT shop floor to Cloud. He / she has to understand design requirement, OT/IT cloud architecture for Azure / AWS, solution value, business value & contract information such as T&C, payment/invoice, order booking

Key Responsibilities

1) Become a trusted partner for customers across industry verticals including Oil and Gas, Petrochemical/Chemical, Energy, Power and Manufacturing sectors in order to capture and address their technical needs.

2) Conduct product overview sessions for clients

3) Support customer queries on product selection and capability.

4) Build customer relationships, business plan to create opportunities, improve product sales

5) Analyze RFQ's, RFI, RFP's from Customers and prepare optimum technical proposals.

6) Prepare compliance statements and schematics.

7) Manage and progress jobs assignments for timely completion and high-quality service.

8) Drive techno-commercial discussions with Customer along with sales to finalizing contract

9) Guide design and implementation of digital solutions and projects leveraging personal experience, partners capabilities and industry best practices

10) Be an active member of the Pre-Sales team for mutual support & coaching within the team.

11) Collect customer feedback for product enhancement.

12) Develop end to end architecture diagram from Lv 1 instrumentation up to Lv4 cloud

13) Propose solution idea to be cost effective to Yokogawa and value to customer

14) Develop and Present the solution and provide recommendation to customer pain point

15) Work with cross function DX engineering team on the detail to get input and suggestion on the detail technical related

16) Translate the technical information from DX Engineering team into solution language and architecture diagram for better presentation to customer and for proposal generation

17) Develop cost / budget estimate for the proposed solution

18) Promote DX capability and influence regional sales to maximize of DX Engineering usage

Other Responsibilities

1) Custodian of success stories and publications

2) Internal training and overview session to sales team

3) Collaborate with sales for prospective projects

4) Align with delivery target to grow business at existing install base

5) Cooperate with OEMs and feedback on feature development

6) Support sales team on demand with pre-sales support.

Skills & Experience

1) 10+ years of experience on technical sales or similar job with reputable digital companies

2) University degree in Computer Engineering, Electronics and Electrical engineer, Process Control Engineering, or related disciplines

3) Strong Commercial and OT/IT Business sense

4) Key core knowledge is OT/IT Data Integration

5) Deep knowledge on OT process especially Smart Manufacturing, Energy and Water Management

6) Deep knowledge on MES and the integration with OT as well as IT business system such as SAP, SalesForce, etc

7) Presentation skill and able to articulate business value and influencing user

8) Deep knowledge on Azure solution architecture and AWS solution architecture

9) Deep knowledge on OT/IT data integration and data management (big data)

10) Deep knowledge on Analytic architecture and modeling

11) Deep knowledge on Front End and Back End software life cycle

12) Knowledge with Drone and Robotic and cloud connectivity

13) Knowledge with advance analytic

14) Understand IT knowledge and OT knowledge so that able to summaries the conversation between IT Engineer & OT Engineer and put into the architecture & recommend the solution

15) Understand SaaS business model is an advantage

16) A resourceful manager with great communication skills, analytical ability and decision-making prowess, recognized for building, retaining, motivating, and guiding high performing teams to deliver organizational objectives.

17) Exposure to Smart Manufacturing component as per ISA95

18) Gateway & Edge computing include buffering and caching mechanism e.g Kepware, RedLion, etc..

19) OSI PI Historian component, MQTT and Rest API for OT/IT data integration

20) Big Data management, Operation KPI management e.g downtime, predictive, availability, quality, etc

21) Exposure to IOT Hub, Lamda, Azure ML, Kinesis, Athena

22) HTML, CSS, NodeJS, ReactJS, etc

23) Various PLC / DCS / systems Yokogawa, Siemens, Allan Bradley, ABB, etc

24) Exposure to Energy management e.g Chiller, Boiler, HeatExchanger, etc, Batch processing, Vibration Monitoring, Water management

Qualifications

1) B.E / B.Tech or similar qualification (Instrumentation, Computer Science, Electronic / Electric Engineer / Chemical Engineering. Mechanical ..etc

2) Industrial Experience minimum 8+ years

3) Minimum 3+ years of work as solution architect for digital solution or IoT platforms.

4) Minimum 3+ years of delivery and implementation experience on digital solutions and Manufacturing Excellence / operational Excellence solution for process Industry.

5) Certification in AI / Data Analytics / Deep Learning is desired