Presales Team 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 …About the RoleBecome 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.ResponsibilitiesConduct product overview sessions for clientsSupport customer queries on product selection and capability.Build customer relationships, business plan to create opportunities, improve product salesAnalyze RFQ's, RFI, RFP's from Customers and prepare optimum technical proposals.Prepare compliance statements and schematics.Manage and progress jobs assignments for timely completion and high-quality service.Drive techno-commercial discussions with Customer along with sales to finalizing contractGuide design and implementation of digital solutions and projects leveraging personal experience, partners capabilities and industry best practicesBe an active member of the Pre-Sales team for mutual support & coaching within the team.Collect customer feedback for product enhancement.Develop end to end architecture diagram from Lv 1 instrumentation up to Lv4 cloudPropose solution idea to be cost effective to Yokogawa and value to customerDevelop and Present the solution and provide recommendation to customer pain pointWork with cross function DX engineering team on the detail to get input and suggestion on the detail technical relatedTranslate the technical information from DX Engineering team into solution language and architecture diagram for better presentation to customer and for proposal generationDevelop cost / budget estimate for the proposed solutionPromote DX capability and influence regional sales to maximize of DX Engineering usage Other ResponsibilitiesCustodian of success stories and publicationsInternal training and overview session to sales teamCollaborate with sales for prospective projectsAlign with delivery target to grow business at existing install baseCooperate with OEMs and feedback on feature developmentSupport sales team on demand with pre-sales support. QualificationsB.E / B.Tech or similar qualification (Instrumentation, Computer Science, Electronic / Electric Engineer / Chemical Engineering. Mechanical ..etc)Industrial Experience minimum 8+ yearsMinimum 3+ years of work as solution architect for digital solution or IoT platforms.Minimum 3+ years of delivery and implementation experience on digital solutions and Manufacturing Excellence / operational Excellence solution for process Industry.Certification in AI / Data Analytics / Deep Learning is desired Required Skills10+ years of experience on technical sales or similar job with reputable digital companiesUniversity degree in Computer Engineering, Electronics and Electrical engineer, Process Control Engineering, or related disciplinesStrong Commercial and OT/IT Business senseKey core knowledge is OT/IT Data IntegrationDeep knowledge on OT process especially Smart Manufacturing, Energy and Water ManagementDeep knowledge on MES and the integration with OT as well as IT business system such as SAP, SalesForce, etc…Presentation skill and able to articulate business value and influencing userDeep knowledge on Azure solution architecture and AWS solution architectureDeep knowledge on OT/IT data integration and data management (big data)Deep knowledge on Analytic architecture and modelingDeep knowledge on Front End and Back End software life cycleKnowledge with Drone and Robotic and cloud connectivityKnowledge with advance analyticUnderstand IT knowledge and OT knowledge so that able to summaries the conversation between IT Engineer & OT Engineer and put into the architecture & recommend the solutionUnderstand SaaS business model is an advantageA 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.Exposure to Smart Manufacturing component as per ISA95Gateway & Edge computing include buffering and caching mechanism e.g Kepware, RedLion, etc..OSI PI Historian component, MQTT and Rest API for OT/IT data integrationBig Data management, Operation KPI management e.g downtime, predictive, availability, quality, etc…Exposure to IOT Hub, Lamda, Azure ML, Kinesis, AthenaHTML, CSS, NodeJS, ReactJS, etc…Various PLC / DCS / systems – Yokogawa, Siemens, Allan Bradley, ABB, etc…Exposure to Energy management e.g Chiller, Boiler, Heat Exchanger, etc…, Batch processing, Vibration Monitoring, Water management

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