- Location
- YCA_Houston Office, United States of America
- Type
- Contract
- Department
- Sales
- Source
- Workday
Description
Not just a job, but a career
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 in several industries.
Our aim is to shape a better future for our planet through supporting the energy transition, (bio)technology, artificial intelligence, industrial cybersecurity, etc. We are committed to the United Nations sustainable development goals by utilizing our ability to measure and connect.
About the Team
Our 18,000 employees work in over 60 countries with one corporate mission, to "co-innovate tomorrow". We are looking for dynamic colleagues who share our passion for technology and care for our planet. In return, we offer you great career opportunities to grow yourself in a truly global culture where respect, value creation, collaboration, integrity, and gratitude are highly valued and exhibited in everything we do.
Key Responsibilities
Driving the entirety of the service contracts year-over-year (YoY) number for Yokogawa Corporation of America
Identify, qualify, and close Yokogawa Life Cycle Services contract opportunities, including renewals, expansions, and new multi-year agreements, and serve as the principal focal point for the Plant Stewardship initiative
Map installed-base coverage, service adoption, competitor presence, contract status, unsupported assets, aging platforms, and adjacent units to uncover white-space growth opportunities.
Develop account expansion plans that align customer priorities with Yokogawa value in reliability, uptime, cybersecurity, obsolescence management, modernization, and total cost of ownership. The role of a force multiplier for account solutions expansion.
Position Yokogawa lifecycle offerings, including OpreX Lifecycle Maintenance Agreements, TAC support, Customer Portal access, software maintenance, system health checks, performance reporting, spare parts, modernization, and field service options.
Collaborate with North America regional service managers, field service, lifecycle services, engineering, operations, proposal, and leadership teams to coordinate account plans, customer messaging, proposals, pricing, and delivery commitments.
Help to develop account manager customer engagement by leading LCA discussions when needed, but more importantly coaching AM’s to confidently lead those conversations on their own over time.
Build relationships with plant leadership, maintenance, operations, reliability, procurement, IT/OT cybersecurity, and executive stakeholders to expand account influence and service penetration.
Maintain disciplined pipeline, forecast, installed-base intelligence, white-space maps, CRM updates, renewal plans, and customer business review materials.
Qualifications
Bachelor’s degree in business, engineering, industrial technology, or equivalent experience preferred.
Five or more years of successful technical, industrial, automation, or lifecycle services sales experience, preferably involving service contracts, maintenance agreements, or recurring support programs.
Demonstrated ability to identify white-space opportunities, expand wallet share, increase service penetration, and develop new buying centers within strategic accounts.
Working knowledge of Yokogawa or comparable automation platforms and service models, including DCS, SIS, PLC/SCADA, instrumentation, industrial networks, software maintenance, cybersecurity, and modernization.
Familiarity with CENTUM VP, ProSafe-RS, PRM, CI Server, OpreX services, Product Maintenance Licenses, Annual Maintenance Contracts, or installed-base lifecycle planning is a plus.
Strong value-selling, negotiation, presentation, CRM discipline, and matrixed collaboration skills across sales, service, technical, and operations teams.
Experience in chemicals, refining, LNG, power, energy, mining, metals, pulp and paper, water/wastewater, or other process industries; ability to travel regularly.
Measurable KPIs
Achieve annual Life Cycle Services contract revenue and gross margin targets, including new agreements, renewals, expansions, and multi-year OpreX Lifecycle Maintenance Agreements.
Maintain target renewal rate and improve multi-year agreement penetration across assigned Yokogawa installed-base accounts.
Generate defined new recurring revenue from white-space opportunities, including uncovered assets, adjacent process units, underpenetrated sites, and competitive service displacement.
Build and maintain a qualified service opportunity pipeline at an agreed multiple of annual quota, with accurate monthly forecast updates and CRM hygiene.
Increase adoption of priority Yokogawa lifecycle offerings, including TAC support, Customer Portal access, software maintenance, system health checks, modernization planning, cybersecurity services, and performance reporting.
Complete regular joint account plans and business reviews with North America regional customer account managers and service managers for targeted strategic accounts.
Meet agreed customer engagement activity targets, including installed-base reviews, white-space assessments, executive meetings, proposal submissions, and renewal plans.
Yokogawa is an Equal Opportunity Employer. Yokogawa wants a diverse, equitable and inclusive culture. We will actively recruit, develop, and promote people from a variety of backgrounds who differ in terms of experience, knowledge, thinking styles, perspective, cultural background, and socioeconomic status. We will not discriminate based on race, skin color, age, sex, gender identity and expression, sexual orientation, religion, belief, political opinion, nationality, ethnicity, place of origin, disability, family relations or any other circumstances. Yokogawa values differences and enables everyone to belong, contribute, succeed, and demonstrate their full potential.
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