Yokogawa

Role Description The Optical Test & Measurement Product Manager (PMK) is responsible for the strategic and commercial success of Yokogawa’s optical product portfolio, including: - Optical spectrum analyzers (OSA) - Reflectometers (OTDR/OFDR) - Wavelength measurement systems - Photonic test solutions This role requires deep domain expertise in: - Optical communications - Photonic integration - High-speed interconnect technologies Focus on emerging applications in: - AI data centers - Coherent optical systems - Silicon photonics - Next-generation transceivers (800G–1.6T+) The PMK leads: - Regional product lifecycle management - Product marketing - Commercial strategy This role acts as the bridge between customers, R&D, and sales, ensuring Yokogawa solutions address next-generation challenges in: - Power efficiency - Reliability - Scalability - Optical performance validation Qualifications - Strong communication skills with ability to engage both deep technical audiences (engineers, researchers) and commercial stakeholders (executives, procurement) - Bachelor’s, Master’s or PhD in engineering - 8 to 10+ years in optical test & measurement or optical communications industry - Hands-on or domain experience with: - Optical spectrum analyzers (OSA), OTDR/OFDR, wavelength meters - Transceiver testing (400G/800G/1.6T+) - Silicon photonics, lasers, or optical components - Familiarity with DWDM systems, coherent optics, optical interconnects, and optics research - Experience engaging with standards bodies or industry consortia - Exposure to OFC/Photonics West/CLEO/ECOC and similar conferences Requirements - Develop deep expertise in optical communication ecosystems including: - Test & measurement technologies and workflows for optical R&D, validation and production testing - Data center interconnects, AI/ML clusters, and hyperscale infrastructure - Transceiver technologies (800G, 1.6T, emerging 3.2T) - Coherent vs. direct detect architectures - Create and implement annual product business plans, defining actionable items and tracking progress - Possess technical knowledge of products, articulate value propositions, key features, competitive positioning, target markets and applications - Develop high-impact marketing & sales contents: - Technical webinars (e.g., transceiver testing, CPO testing challenges, optical reliability) - Industry papers aligned with OFC/PW/ECOC/CLEO themes - Lead exhibition strategy, including demo planning with advanced DUTs - Position Yokogawa as a leader in optical measurement accuracy, ease-of-use, and system-level solutions - Collaborate with regional and global marketing teams to develop and launch product and industry related promotional activities - Create and maintain sales tools, including pitch decks, training materials, competitor comparisons, sales news, customer references, seminars, and other resources - Engage with key accounts including: - Hyperscalers - Transceiver OEMs - Silicon photonics companies - Telecom vendors - Participate in industry consortia and standards (e.g., OCI MSA, DWDM evolution) - Drive collaboration with ecosystem partners (e.g., optical comb startups, device manufacturers) - Exhibit strong communication skills to effectively interact with customers, sales representatives, application engineers, and internal staff Metrics - Revenue and market share growth in focus optical product and industry segments - Marketing impact (MQLs, technical content engagement, web editing leadership, etc.) - Execution of annual business plan & successful product launches aligned with roadmap Company Description 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.

• Identify and develop new business opportunities within the data center and mission-critical infrastructure market. • Build relationships with key stakeholders, including data center operators, EPC firms, general contractors, integrators, OEM partners, procurement teams, engineers, and decision-makers. • Develop and execute account and market development plans to grow revenue, increase visibility, and strengthen market position. • Generate and qualify leads through networking, industry events, referrals, research, outbound outreach, and collaboration with internal and external sales channels. • Partner with the existing representative channel to support opportunity development, customer engagement, and sales execution as needed. • Support customer conversations, presentations, product discussions, and solution positioning with increasing technical confidence over time. • Collaborate with sales, engineering, product management, marketing, operations, and leadership to align customer needs with company solutions. • Monitor market trends, customer needs, competitor activity, new technologies, and regulatory changes within the data center and infrastructure space. • Maintain accurate CRM records, including sales activities, customer interactions, opportunities, pipeline status, and account updates. • Provide regular business updates to leadership on pipeline development, sales activity, market insights, risks, and growth opportunities. • Serve as a liaison between customers and internal teams to support smooth project execution, responsiveness, and customer satisfaction.

Role Description We are seeking a motivated, commercially driven Business Development Lead – Data Center Projects to support growth within the mission-critical infrastructure and data center market across the United States. This role is ideal for someone with experience in business development, technical sales, key account management, project sales, industrial automation, infrastructure, construction, engineering services, OEM sales, or complex B2B solutions who is ready to help expand our presence in the data center sector. The successful candidate does not need to be a data center or instrumentation expert on day one. However, they should bring strong sales discipline, technical curiosity, customer-facing confidence, and the ability to quickly learn our industrial automation and instrumentation solutions, including flow, pressure, temperature, analytical, and control instrumentation. What You’ll Do - Identify and develop new business opportunities within the data center and mission-critical infrastructure market. - Build relationships with key stakeholders, including data center operators, EPC firms, general contractors, integrators, OEM partners, procurement teams, engineers, and decision-makers. - Develop and execute account and market development plans to grow revenue, increase visibility, and strengthen market position. - Generate and qualify leads through networking, industry events, referrals, research, outbound outreach, and collaboration with internal and external sales channels. - Partner with the existing representative channel to support opportunity development, customer engagement, and sales execution as needed. - Support customer conversations, presentations, product discussions, and solution positioning with increasing technical confidence over time. - Collaborate with sales, engineering, product management, marketing, operations, and leadership to align customer needs with company solutions. - Monitor market trends, customer needs, competitor activity, new technologies, and regulatory changes within the data center and infrastructure space. - Maintain accurate CRM records, including sales activities, customer interactions, opportunities, pipeline status, and account updates. - Provide regular business updates to leadership on pipeline development, sales activity, market insights, risks, and growth opportunities. - Serve as a liaison between customers and internal teams to support smooth project execution, responsiveness, and customer satisfaction. First 90–120 Days - Build foundational knowledge of the company’s industrial automation and instrumentation solutions, including flow, pressure, temperature, analytical, and control products. - Learn how these solutions support data center and mission-critical infrastructure applications. - Establish relationships with internal sales, engineering, product, marketing, operations, and representative channel partners. - Develop an understanding of the data center buying ecosystem, including owners, operators, EPCs, contractors, integrators, OEMs, and procurement stakeholders. - Begin identifying target accounts, active projects, relationship gaps, and early pipeline opportunities. - Support customer outreach, introductory meetings, and opportunity qualification. - Create an initial business development action plan focused on near-term relationship building, market visibility, and pipeline development. What You Bring - Commercial drive with the ability to identify opportunities, build relationships, and move prospects through the sales process. - Technical curiosity and the ability to learn complex industrial products, applications, and customer requirements. - Customer-focused mindset with the ability to understand business needs, technical challenges, and project drivers. - Strong communication and presentation skills, including comfort engaging both technical and non-technical stakeholders. - Relationship-building ability with customers, channel partners, internal teams, and external stakeholders. - Problem-solving and negotiation skills with a practical, solutions-oriented approach. - Strong organizational skills with the ability to manage multiple opportunities, priorities, and deadlines. - Self-starter mentality with the confidence to pursue new markets, ask thoughtful questions, and drive progress. Must-Have Qualifications - 5+ years of experience in business development, technical sales, project sales, key account management, channel sales, or strategic account development. - Experience selling or supporting complex B2B products, technical solutions, industrial products, infrastructure solutions, engineered systems, automation, electrical/mechanical systems, or manufacturing-related solutions. - Proven ability to develop customer relationships and support revenue growth. - Ability to understand technical products and communicate value to both technical and business stakeholders. - Experience working with cross-functional teams such as sales, engineering, product, marketing, operations, or leadership. - Strong communication, presentation, negotiation, and problem-solving skills. - Proficiency with CRM systems, Microsoft Office, and sales-related tools. - Bachelor’s degree or equivalent relevant experience. Preferred Qualifications - Experience in the data center, mission-critical infrastructure, industrial automation, process instrumentation, electrical infrastructure, mechanical systems, construction, engineering, or EPC markets. - Familiarity with flow, pressure, temperature, analytical, or control instrumentation. - Experience working with or selling to data center operators, EPC firms, contractors, integrators, OEMs, engineering firms, or industrial manufacturers. - Prior experience developing new markets, launching new business initiatives, or expanding into strategic verticals. - Experience working with a representative, distributor, integrator, or channel sales model. - Familiarity with long-cycle project sales, capital projects, or specification-driven sales environments. - Experience presenting to executive leaders, procurement teams, engineers, and technical stakeholders. Who Will Thrive in This Role - A technical sales professional who has sold complex industrial or infrastructure solutions. - A business development manager with experience opening new accounts or growing a vertical market. - A key account manager ready to move into a more strategic market development role. - A sales engineer with strong commercial instincts and relationship-building skills. - A channel or rep sales professional familiar with project-based selling. - A candidate from industrial automation, electrical infrastructure, mechanical systems, construction, EPC, OEM, manufacturing, or engineered solutions who can learn the data center market quickly. Why This Role Matters Data centers are a growing and strategically important market for industrial automation and instrumentation solutions. This role will help expand our presence in the sector by building relationships, identifying opportunities, supporting project development, and connecting customer needs with the right technical solutions. Success in this role requires sales discipline, technical learning agility, persistence, and the ability to build trust across customers, channel partners, and internal teams. Ideal Candidate Profile The ideal candidate brings a strong blend of business development capability, customer relationship skills, technical aptitude, and market curiosity. They may not have direct experience selling instrumentation into data centers, but they have successfully worked with complex products, technical stakeholders, project-based sales, or industrial customers. They are proactive, organized, credible with customers, and comfortable learning a new market. With the right onboarding, they should be able to begin contributing within 90–120 days and grow into a trusted market development lead for data center projects. 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.

• Responsible for managing and developing the Instrumentation portfolio. • Promote and sell the group's products and solutions to domestic customers. • Meet or exceed order intake and margin targets set by the Sales Director. • Define and deploy the regional action plan. • Maintain an active customer presence with a required number of visits. • Prospect and identify new clients and business opportunities. • Collect and share strategic and economic intelligence internally (projects, investments, etc.). • Gather competitive information (pricing, new products, etc.). • Be proactive in proposing improvements and solutions. • Use the CRM. • Ensure customer satisfaction, conduct surveys and share results with relevant stakeholders (QHSE, Sales Director). • Energize and manage sales channels (distributors, agents/resellers, OEMs). • Ensure synergy with other Sales Engineers and other company departments (Services, Systems).

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. Region: (GA, FL, NC, SC, VA, WV, DE, DC, NJ, NY, PA, CT, ME, MA, NH, RI, VT) Travel: 50% About the Role The East Region Sales Manager - Remote is responsible for leading and driving sales performance across Eastern USA & Canada (can be located in close proximity to major airport in East region) for Yokogawa’s Industrial Automation Products portfolio. You’ll develop and execute regional sales strategies, lead and coach a team of sales representatives/account managers, and build strong relationships with customers, rep partners, and key stakeholders to consistently meet and exceed sales targets. This is a high-impact role in a matrixed organization—ideal for an experienced sales leader who thrives on challenge, enjoys influencing cross-functional partners, and wants a visible growth path while building a high-performance regional business. What You’ll Do (Key Responsibilities) Sales Strategy & Execution - Develop and implement regional sales strategies—working with internal teams and representative partners—to achieve business objectives. - Identify market trends, customer needs, and opportunities to expand market share across the region. - Monitor and analyze sales performance metrics and provide regular updates to senior leadership. Team Leadership & Performance Management - Recruit, train, mentor, and develop a team of sales representatives and account managers to achieve regional goals. - Set clear expectations, conduct performance reviews, and provide timely coaching and feedback. - Motivate the team to deliver consistent results and maintain a strong culture of performance and continuous improvement. - Build and maintain a healthy sales pipeline for yourself and the team. - Submit accurate monthly forecasts and pipeline reports for the region. Customer & Partner Relationship Management - Build and maintain strong relationships with key customers, representative partners, and strategic stakeholders. - Address customer inquiries and resolve issues promptly to ensure satisfaction and long-term partnerships. - Represent Yokogawa at industry events, trade shows, and customer meetings to increase visibility and support growth. Cross-Functional Collaboration (Matrix Execution) - Collaborate across functions (marketing, product development, projects, order management, and more) to align sales execution with company objectives. - Provide actionable insights on customer preferences, competitive activity, and market dynamics to inform strategy and execution. - Perform other duties as required. Success Measures (How Performance is Evaluated) - Consistent achievement (or overachievement) of regional sales targets and growth objectives - Pipeline health, forecast accuracy, and disciplined regional operating cadence - Strength of customer and rep-partner relationships, including retention and expansion - Team performance, coaching impact, and sustained high-performance culture What You Bring (Qualifications) Education & Experience - Bachelor’s degree preferred. - Proven experience as a Sales Manager or in a similar leadership role, with a strong record of meeting or exceeding targets. Skills, Strengths & Requirements - Must reside in East region USA - Excellent leadership, communication, and interpersonal skills; able to influence across a matrix. - Strong negotiation and closing skills; customer-first approach with a focus on long-term value. - Ability to analyze data, identify trends, and convert insights into actionable strategies. - Proficiency with CRM tools; Salesforce preferred. Key Competencies - Strategic thinking and planning - Negotiation and closing strength - Team leadership and talent development - Adaptability, problem-solving, and resilience - Customer-focused, relationship-driven mindset Our Culture & Values We’re guided by our core values: Respect, Value Creation, Collaboration, Integrity, and Gratitude. In a matrixed environment, how we work matters—clear communication, shared accountability, and trust across teams are essential to winning together. Why You’ll Want This Role If you’re ready for a challenging regional leadership role where you can shape strategy, coach a team, grow key accounts, and partner across the organization to win—this role gives you both the scope and visibility to build something meaningful in a critical region. 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. Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!

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. What You’ll Do (Key Responsibilities) Drive Growth & Revenue Results - · Meet or exceed assigned revenue goals for optical test & measurement products in your territory. - · Execute initiatives and promotional plans for target accounts across both direct and indirect channels. - · Support performance against plan for order intake in assigned products and geography. Pre-Sales Technical & Application Support - · Maintain expert-level technical knowledge of Yokogawa Test & Measurement products and relevant competition. - · Develop strong application expertise in optical communications and related customer environments. - · Build solution approaches that meet customer needs and clearly differentiate Yokogawa’s portfolio. Partner with Direct & Indirect Sales Channels - · Support and influence indirect sales teams in developing and winning customer opportunities. - · Continuously strengthen the technical competence of indirect sales teams through enablement and hands-on coaching. - · Participate in key activities that drive channel execution (target account visits, virtual meetings, rep reviews, etc.). Cross-Functional Collaboration (Matrixed Environment) - · Work closely with North American and international Product Management to ensure regional requirements are reflected in product development, service, promotion, and inventory plans. - · Partner with Corporate Marketing to refine messaging and improve marketing collateral and sales tools. - · Motivate and influence cross-functional partners to meet shared business objectives—even without direct authority. Success Measures (How Performance is Evaluated) - · Performance against plan for order intake for assigned products and geography - · Execution of key elements of annual business plans (e.g., target account engagement, rep reviews, virtual meetings) - · Growth in market adoption and customer wins across telecom, data center, photonics, and component manufacturer segments What You Bring (Qualifications) Education - · Bachelor’s degree (B.S.) in Engineering from a four-year college or university (In lieu of degree, a combination of education and relevant experience will be considered.) Experience - · 2–5 years in the measurement equipment industry (required) - · 5+ years selling in a direct or indirect position (preferred) - · Optical sales specialization or optical communications background (preferred) Skills & Strengths - · Comfortable translating technical concepts into clear customer value - · Strong communication skills and confidence engaging with engineers and commercial stakeholders - · Curious, self-driven, and motivated to learn quickly in a fast-moving environment - · Organized and resilient—able to manage multiple priorities while traveling and working across teams Location You must reside in the East or West region to be considered for this exciting opportunity. Perks & Benefits - Bonus - Sales Incentive - Auto Allowance - PTO - Medical / Dental / Vison / STD / LTD on day one - 401k Why You’ll Want This Role If you want a role that gets you out in the field, into customer conversations, and into the center of how business gets won—this is it. You’ll build technical depth, gain commercial experience, and grow your network across a global organization while helping shape the future of optical communications. 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. Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!

Title: Project Manager (DX Services) Locations: Sugar Land, TX USA Calgary, Alberta, Canada time type Full time Hybrid Working job requisition id R-10827 Job 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. Job Purposes Accountable for one or more medium to large projects that are medium to high complexity with a small- to large-sized team. Focuses on the creation of the project vision and planning documents and manages the implementation, reporting, and performance of the overall project with the expectation of delivering on time, within budget, and to scope. Support sales activities, working with the sales team to develop proposals, scope of work and project estimates. Implements processes, skills and other mechanisms to improve policies and procedures, develop project management documents templates, coach and support other project managers, deliver project management training. Responsibilities - Project Planning - Manage the production of project plans, ensuring that all activities are identified, are appropriately organized and resourced to deliver project objectives, and comply with the organization's project management policies. - Project Scope Management - Plan and lead the delivery of a range of information gathering, analysis, and stakeholder consultation activities and specify, negotiate, and agree on project deliverables. - Stakeholder Management - Plan and deliver stakeholder engagement activities to develop effective working relationships for projects and to ensure that stakeholder needs and concerns are identified and met. - Requirements Management - Plan and coordinate the identification and elicitation of requirements; conduct analysis of those requirements for completion and alignment; document and manage requirements throughout the life of the project; and coordinate the verification of the end deliverable. Generally done at the project level. - Project Risk and Issue Management - Identify and evaluate risks, issues, dependencies, and constraints associated with the project, escalating matters where appropriate. Where necessary, develop, agree on, and implement solutions to overcome these concerns. - Project Reporting and Review - Draft project review reports and presentations, including key information, commentary, and recommendations, to support the review process and enable stakeholders to evaluate progress and agree on change. - Project Team Management - Lead a small- to large-sized project team; communicate the project vision and the necessary outcomes, along with guidance to achieve these outcomes; coordinate team actions on project activities; coordinate the flow of additional team members on and off the team, as needed; and identify areas of improvement to build the capability of the team through training, coaching, and mentoring. - Continuous Improvement - Review existing operations in own area of work and implement innovation processes to generate new ideas and ensure continuous improvements are delivered. - Project Resource Management - Manage the deployment of project resources, proactively managing project costs, providing forecasts, and presenting variances with narrative at appropriate review points to ensure effective utilization. - Work Scheduling and Allocation - Develop short- or medium-term work schedules in order to achieve planned commitments. Approve overtime or use additional resources as needed. - Document Preparation - Organize and prepare complex documents using a variety of applications for technology devices, such as standard office software. Also responsible for gathering and summarizing data for special reports. - Project Closeout and Handover - Provide appropriate documentation and training to enable successful transition to business as usual. Identify and record lessons learned to inform future project activity. - Project Quality Assurance - Conduct quality assurance reviews within the project, facilitate the delivery of quality assurance reviews by independent third parties, and take appropriate action to resolve any issues identified, so that senior stakeholders have confidence that the project can deliver according to time, budget, and quality. - Personal Capability Building - Develop own capabilities by participating in assessment and development planning activities as well as formal and informal training and coaching; gain or maintain external professional accreditation, where relevant, to improve performance and fulfill personal potential. Maintain an in-depth understanding of technology, external regulation, and industry best practices through ongoing education, attending conferences, and reading specialist media. Position Requirements Behavioral Competencies: - Manages Complexity - Makes sense of complex, high quantity, and sometimes contradictory information to effectively solve problems. For example, consistently looks at complex issues from many angles; obtains a rich and deep understanding; swiftly cuts to the core issue; skillfully separates root causes from symptoms. - Drives Results - Consistently achieves results, even under tough circumstances. For example, devotes considerable effort to surpassing goals and achieving the best possible results; goes above and beyond to achieve excellence. Drives ahead with great focus when faced with obstacles and setbacks; maintains productivity and a positive attitude. - Customer Focus - Builds strong customer relationships and delivers customer-centric solutions. For example, digs deeply into customer feedback and drives the innovations that can enable the organization to better meet customers' future needs. Frequently adjusts approach to ensure customer needs are met and to improve service. Ability to advise, to consult and to make recommendations on projects to Clients. Communicate directly with customers about complex technical issues, different project situations. - Develops Talent - Develops people to meet both their career goals and the organization's goals. For example, shares own experience and expertise with others if asked. Provides constructive feedback and other support for other people's development. - Situational Adaptability - Adapts approach and demeanor in real time to match the shifting demands of different situations. For example, takes steps to adapt to changing needs, conditions, priorities, or opportunities. Understands the cues that suggest a change in approach is needed; adopts new behaviors accordingly. - Cultivates Innovation - Creates new and better ways for the organization to be successful. For example, constantly looks for new ideas and innovative ways of doing things; makes the effort to get involved in new areas. Offers original ideas and promising new solutions. Develops project management best practices. Skills: - Prioritizing - Works at an advanced level to prioritize components of a project, program, or portfolio work in context with risks, activities, stakeholders, etc. across the life of the project or program. Typically works independently and provides guidance. - Project Management - Uses comprehensive knowledge and skills to work independently while guiding and training others on managing projects and/or programs within desired cost, time and quality parameters using a range of methodologies from waterfall to agile and hybrids in between. - Project Communications Management - Works with full competence to ensure timely and appropriate planning, collection, creation, distribution, storage, retrieval, management, control, archiving, and disposition of project information. Typically works without supervision and may provide technical guidance. - Verbal Communication - Uses clear and effective verbal communications skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies. Verbal communication skills in other languages is a plus. - Negotiation - Uses comprehensive knowledge and skills to negotiate independently while providing guidance and training to others on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests. - Project Change Management - Uses comprehensive knowledge and/or skills to act independently while providing guidance and training to others on identifying, managing and controlling project-related changes. - Project Quality Management - Works at an advanced level to manage the work that determines the quality policies, procedures, and responsibilities so the work satisfies the needs for which it was undertaken. Typically works independently and provides guidance. - Project Resource Planning and Control - Works at an advanced level to identify, acquire, and manage the resources (physical and human) for the project. Typically works independently and provides guidance. - Project Risk and Issue Management - Uses comprehensive knowledge and/or skills to act independently with guiding and training others on identifying, assessing, prioritizing and managing project-related risks. - Requirements Traceability and Management - Works at an advanced level to manage the documentation, archiving, traceability, changes, and approvals of requirements throughout the project life cycle. Typically works independently and provides guidance. - Verify Requirements - Works at an advanced level to create the rules for requirements and design quality, perform verification activities, and maintain quality control. Typically works independently and provides guidance. - Data Collection and Analysis - Works without supervision and provides technical guidance when required on analyzing data trends for use in reports to help guide decision making. - Policy and procedures - Works without supervision and provides technical guidance when required on developing, monitoring, interpreting and understanding policies and procedures, while making sure they match organizational strategies and objectives. - Project Cost and Budget Management - Works at an advanced level to estimate and manage the effort and finances to complete the work within budget. Typically works independently and provides guidance. - Project Estimating - Works at an advanced level to estimate each of the components of project, program, or portfolio work, including costs, activity durations, resource needs, risks, stakeholders, etc. across the life of the project or program. Typically works independently and provides guidance. - Project Integration Management - Works at an advanced level to identify, define, unify, and coordinate the various processes and activities to integrate the project management activities. Typically works independently and provides guidance. - Project Schedule Management - Uses comprehensive knowledge and skills to act independently while guiding and training others on sequencing and scheduling tasks into a project plan. - Project Scope Management - Works at an advanced level to identify, verify, and manage changes to the scope of the project or program, utilizing the most appropriate approach. Typically works independently and provides guidance. - Project Testing - Works at an advanced level to design, create and administer the test scripts associated with the delivery of the project, ensuring that the requirements are being met from a functional, design and user experience perspective. Typically works independently and provides guidance. - Requirements Elicitation and Facilitation - Works at an advanced level to lead facilitated sessions for requirements elicitation, focus groups, and user acceptance testing. Typically works independently and provides guidance. - Validate Requirements - Works at an advanced level to identify assumptions in order to manage risk, assess the success with measurable evaluation criteria, and evaluate alignment of requirements with solution scope to support value delivery. Typically works independently and provides guidance. - Workflow Management - Works at an advanced level to orient work in a workflow to plan, organize, and execute the steps it takes to achieve a goal to achieve higher efficiencies. Typically works independently and provides guidance. Education: - Bachelor's Degree or Equivalent Level (Engineering or Computer Science) - Active Project management certification required (PMP or equivalent). General Experience: - Experienced practitioner able to work unsupervised (3 to 5 years in similar roles) - Experience with Industrial Operations or Engineering technology solutions in one or more industries. Oil and Gas (Upstream, Midstream, Downstream), Electric Power Generation, Transmission and Distribution or Renewables. - Experience managing cloud projects (Infrastructure, SaaS, Daas) Others: Given the nature of this role, the postholder will have a willingness to travel as and when required, up to 30% travel domestically and/or internationally may be required. 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.

• Support the development and execution of account plans for assigned customers • Maintain regular contact with customers to strengthen relationships and ensure satisfaction • Coordinate with internal stakeholders to deliver solutions aligned with customer needs • Identify and qualify new sales opportunities within existing and prospective accounts • Build relationships with key decision-makers and influencers • Support sales activities including customer meetings, presentations, and follow-ups • Understand customer needs, challenges, and business drivers through structured engagement • Maintain accurate and up-to-date records in the CRM system (e.g., Workday) • Gather and share customer feedback to support continuous improvement

• Responsible for managing your own territory/accounts (covering the region Aberdeen and Offshore Assets) • Generating new leads as well as working with existing account managers in other business functions • Leverage key best practices to drive and successfully sell new business opportunities; build and effectively manage prospects to drive business development • Defining go to market and win strategies, taking input from consultants and business leaders • Understanding of the competition in the marketplace and new technologies and services that create market opportunities • Focus on selling Yokogawa systems including Centum VP, Prosafe RS and Prosafe SLS technologies and services alongside the full digital solutions suite including cyber security, Alaram Management, Control of work, and an array of software solutions • A focus on the existing accounts to grow the installed base • Collaborate with internal resources and external network to prioritise and penetrate key accounts; quickly build relationships with key stakeholders to drive business • Identifying and developing strategic partnerships and alliances to secure business opportunities • Identifying business challenges for the targeted accounts and formulate solutions to address customer’s need • Provide support to the marketing team to develop marketing campaigns which promote Yokogawa technology/solutions in market • Attend, network and present at relevant industry events to generate business leads • Manage forecast accuracy on a monthly/quarterly/annual basis

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. Yokogawa UK Ltd seeks an Account Manager with Business Development skills to deliver growth opportunities with existing clients. We are searching for professionals that have a strong track record of creating long-term value for organisations. A leader who understands how to leverage industry and market data to capitalise on business trends and opportunities. We are looking for account managers who are customer-obsessed and ready to solve the changing needs of our clients, including understanding their business needs, and building concrete business cases with compelling return on investment outcomes. So, what will the role of Account Manager entail? As an Account Manager, your role will predominantly be out on the road in the installed base accounts whereby you will be responsible for managing your own territory/accounts (covering the region Aberdeen and Offshore Assets). You will be responsible for generating new leads as well as working with existing account managers in other business functions to help develop Yokogawa Solutions to meet client needs in a variety of industries across the UK&I. Reporting to the Sales Manager, your remit will include: - Leverage key best practices to drive and successfully sell new business opportunities; build and effectively manage prospects to drive business development - Defining go to market and win strategies, taking input from consultants and business leaders - Understanding of the competition in the marketplace and new technologies and services that create market opportunities - Focus on selling Yokogawa systems including Centum VP, Prosafe RS and Prosafe SLS technologies and services alongside the full digital solutions suite including cyber security, Alaram Management, Control of work, and an array of software solutions - A focus on the existing accounts to grow the installed base - Collaborate with internal resources and external network to prioritise and penetrate key accounts; quickly build relationships with key stakeholders to drive business - Identifying and developing strategic partnerships and alliances to secure business opportunities - Identifying business challenges for the targeted accounts and formulate solutions to address customer’s need - Provide support to the marketing team to develop marketing campaigns which promote Yokogawa technology/solutions in market - Attend, network and present at relevant industry events to generate business leads - Manage forecast accuracy on a monthly/quarterly/annual basis What will I need to be considered for this Account Manager vacancy? - Bachelor's degree (Preferred) in a relevant science, engineering or information systems discipline - Solid business acumen and relevant industry expertise in industries such as oil & gas, chemicals, food and beverage and pharmaceuticals - Proven consultative sales experience in high technology (services, software, or hardware) - Excellent negotiation skills, proven track record of successfully pitching for new business - B2B sales experience in consulting, software solutions and/or value-added services - Experience in selling process systems into end user accounts - Experience of selling process safety systems into end user accounts - Ability to prospect and develop C-level and senior-level relationships within medium to large enterprises - Ability to solve complex problems and successfully manage ambiguity and unexpected change - Highly developed communication and literacy skills to convey technical solutions in terms of commercial value and benefit-driven delivery - Well organised with previous experience of using CRM systems - A positive self-starter with drive to achieve results in a friendly manner, but at the same time maintain quality and standards What we promise to offer: - Competitive salary, level depending on experience, plus incentive package - Standard working hours are Monday to Thursday 8:30am to 5:00pm, Friday 8:30am to 4:30pm. Flexibility will be required to meet customer and business needs - Superb benefits including car allowance, company pension contribution up to 12.5% dependent upon criteria, private medical insurance and healthcare scheme, 25 days holiday plus bank holidays with increments based on length of service This is a permanent position, home based covering the region of Aberdeen and Offshore Assets for Yokogawa Installed Base. Due to the nature of our business, please be advised at the offer of employment stage we will carry out Disclosure and Barring Service (DBS), Education, Employment and Right to Work checks on all candidates. An assessment may be part of the interview process. 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. Are you being referred to one of our roles? If so, ask your connection at Yokogawa about our Employee Referral process!