Lead Digital Solution Service Sales Engineer

Yokogawa, award winner for “Best Asset Monitoring Technology” and “Best Digital Twin Technology” at the HP Awards, is a leading provider of industrial automation, test and measurement, information systems, and industrial services across several industries. Our aim is to shape a better future for our planet by supporting the energy transition, (bio) technology, artificial intelligence, industrial cybersecurity, and more. We are committed to the United Nations sustainable development goals by measuring and connecting solutions.

Our 18,000 employees work in over 60 countries with a single corporate mission: “co-innovate tomorrow.” We seek dynamic colleagues who share our passion for technology and care for our planet. In return, we offer great career opportunities in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued.

• Develop and implement a relationship management plan for potential customer accounts to identify and build relationships with relevant decision makers and influencers.
• Set clear objectives for each sales call or meeting; tailor materials to decision makers and ask relevant questions to gather information and evaluate customer interest.
• Build a personal network within the sales territory and represent the organization at trade shows and other events to identify sales opportunities and promote the organization.
• Identify complex standard products and/or services that meet customer needs, present solutions with clear rationale, and negotiate commercial terms with senior support.
• Monitor team members’ use of the customer relationship management system, resolve issues, and escalate as needed.
• Assist with internal communication development and work collaboratively to build strong external customer relationships.
• Identify instances of non‑compliance with policies, procedures, and regulatory codes; report and elevate issues appropriately.
• Participate in assessment and development planning activities, formal and informal training, coaching, and maintain professional accreditation where relevant.

• Customer Focus:
  Build strong relationships and deliver customer‑centric solutions, adjusting approach to meet customer needs.
• Manages Complexity:
  Analyze complex information, uncover root causes, and assess implications of different options.
• Instills Trust:
  Gain confidence through honesty, integrity, and authenticity; follow through on agreements.

• Customer‑Focused Approach:
  Work independently while providing technical guidance to align sellers with customer needs.
• Initiates Compelling Sales Conversations:
  Propose a mutually agreed‑upon agenda that offers value to the client.
• Knows the Buying Influences:
  Accurately identify and understand key buying influences for each opportunity.
• Understands Buying Influencer Needs:
  Define the needs of buying influencers quickly and accurately.
• Builds Rapport:
  Establish trust with buying centers swiftly and effectively.
• In‑Depth Questioning:
  Explore problem depth, draw out implications, and help clients articulate solution value.
• Manages Buyer Indifference:
  Understand and address client indifference.
• Manages Resistance:
  Gain agreement to discover root causes of resistance.
• Questions Strategically:
  Uncover explicit needs and unforeseen opportunities.
• Understand Customer Needs:
  Articulate needs in business language and context.
• Understand Issues/Motivations:
  Identify and explain why clients do or do not want change.
• Verbal Communication:
  Express ideas, request actions, formulate plans clearly.
• Closes Effectively:
  Reach mutually beneficial commitments that advance sales/relationship.
• Diagnoses Needs with Questions:
  Encourage clients to discuss objectives and challenges.
• Effectively Presents Solutions:
  Present solutions linked to key client objectives and challenges.
• Navigates Customer Challenges:
  Handle conversations with frustrated or unhappy customers.
• Negotiates Strategically/Tactically:
  Facilitate commercial details to satisfy both parties.
• Pre‑Call Preparation:
  Prepare for client interactions using established frameworks.
• Prospecting:
  Identify ideal potential clients.
• Qualif…