Technical Pre-sales Senior Consultant

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

Support sales activities including proposal preparation and price estimation. Work as part of a cross-functional team including Business Development (BD) and software support specialists. This role will combine engineering knowledge, simulation software skills and business acumen to help sustain and grow KBC's software business in the Americas.

The post will require you to be confident in using simulation software to the level at which you are able to provide effective first line technical sales support.

Learn and innovate with customers how software and emerging technologies such as digitalization and AI/ML can be used as an enabler for the wider KBC business to provide optimum solutions for our clients.

Key Tasks:

• Serve as the technical expert during the sales cycle, articulating the value and capabilities of our solutions.
• Understand client operations, challenges, and KPIs-translating them into software-based solutions.
• Prepare and deliver customized product demonstrations, presentations, and proofs of concept.
• Collaborate with the sales, product, and engineering teams to align customer requirements with product capabilities.
• Build and present use cases to customers.
• Respond to RFPs and technical questionnaires with accurate, persuasive content.
• Engage with prospects during pilots/trials, ensuring technical success and satisfaction.
• Provide feedback to the product and engineering teams to help guide product roadmap based on customer needs.

Responsibilities

• Engineering Solutions Design - Define and deliver products and services that meet customer needs by selecting the best possible approaches available within established systems. Build and present tailored demos, proof-of-concept models, or pilots that showcase the technical and business value of proposed solutions.
• Technical Presales Support - Contribute to the analysis of information, presenting simulation capabilities and specifications to prospective oil & gas production clients, and conduct the evaluation of the effectiveness of those standards to meet client needs to inform required work in the organization and/or of its suppliers, contractors, and consultants.
• Client Solution Development - Engage with clients to understand operational challenges, define pain points, and identify opportunities where our solutions can drive value. Define and deliver solutions that meet customer needs by selecting the best possible approaches available within established systems.
• Contract Management - Develop trusted advisor relationships with customer technical staff, managers, and decision-makers. Deliver required outcomes by managing day-to-day relationships while working within an established contract management plan.
• Improvement/Innovation - Identify shortcomings in existing processes, systems, and procedures, and use established change management programs to address them. Work closely with sales teams to craft compelling value propositions, and with product/engineering teams to align offerings with client needs.
• Request for Bid Solicitation/Proposal/Tender Response - Gather information and resources, draft and complete proposals, and fulfill all process requirements (in terms of deadlines, documentation, etc.) in response to bid solicitations, request for proposal, and request for tender to create the best chance of being awarded the contract.
• Solution Knowledge Management - Prepare high-quality technical documents and whitepapers
• 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, looks at complex issues from multiple angles; explores issues to uncover underlying issues and root causes; sees the main consequences and implications of different options.

Skills:

• Engineering Technology - Uses comprehensive knowledge and skills to act independently while guiding and training others on how to get results using new and advanced engineering technologies.
• Engineering Design - Uses comprehensive knowledge and skills to act independently while guiding and training others on executing engineering designs using the appropriate methods, tools, processes and software.
• Engineering Development - Uses comprehensive knowledge and skills to act independently while guiding and training others on achieving engineering development targets using appropriate methods, tools, processes and software.
• Business Requirements Analysis - Uses comprehensive knowledge and skills to act independently while guiding and training others on analyzing the business requirements that IT solutions must meet. Determine acceptance and evaluation criteria, Prioritization, Observation, Focus groups, Analysis Skills.
• Engineering Specification - Uses comprehensive knowledge and skills to act independently while guiding and training others on producing technical engineering specifications and related materials.
• Engineering Testing - Uses comprehensive knowledge and skills to act independently while guiding and training others on testing, evaluating and improving engineering outcomes.
• 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. Including: Critical Chain, Critical Path Analysis, Estimating, Precedence Diagramming Method, Project Schedule, Project Schedule Baseline, Resource leveling, Resource Loading, Rolling Wave Planning, Schedule Variance Analysis, Task Relationship Logic, Theory of Constraints, Work Breakdown Structure, Work in Progress (WIP) Limits, Burndown Charts, Burnup Charts, Gantt Chart, Milestone Chart, Precedence Diagram, Project Schedule Management Plan
• Engineering Build - Uses comprehensive knowledge and skills to act independently while guiding and training others on building engineering solutions.
• Engineering Implementation - Uses comprehensive knowledge and skills to act independently while guiding and training others on implementing engineering designs, evaluating outcomes and then making improvements as needed.
• Contract Management - Supervises the construction of assigned properties according to instructions without supervision and provides technical guidance as needed.
• Costing and Budgeting - Works without supervision and provides technical guidance when required on costing, budgeting and finance tasks.
• Engineering Technical Operations Support - Works without supervision and provides technical guidance when required on identifying and diagnosing operational problems, then developing engineering solutions to resolve those issues.
• Negotiation - Negotiates without supervision and provides technical guidance when required on how to help the organization by obtaining consensus between two or more internal or external parties who may have different interests.
• Policy and Regulation - Works without supervision and provides technical guidance when required on interpreting and applying knowledge of laws, regulations and policies in area of expertise.
• Review and Reporting - Works without supervision and provides technical guidance when required on reviewing and creating relevant, lucid and effective reports.
• Risk Management - Identifies, assesses, prioritizes and manages risks without supervision and provides technical guidance when required.
• Commercial Acumen - Applies understanding of the business environment and objectives to develop solutions without supervision, while also providing technical assistance when necessary.
• Requirements Elicitation and Facilitation - Works with full competence to lead facilitated sessions for requirements elicitation, focus groups, and user acceptance testing. Typically works without supervision and may provide technical guidance. Asks Open-Ended Questions, Design thinking, Facilitated workshops, Facilitation planning, Facilitation techniques, Focus groups, Leverages Open and Closed Questions
• Health and Safety - Manages and applies safe systems of work without supervision and provides technical guidance when required.
• Managing Change - Works without supervision and provides technical guidance when required on maintaining high performance while applying a change mindset to the planning, execution and monitoring of business activities during times of change.
• Prioritizing - Works with full competence 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 without supervision and may provide technical guidance. Pairwise comparison grid (prioritization), Prioritization, Prioritization matrices
• Verify Requirements - Works with full competence to create the rules for requirements and design quality, perform verification activities, and maintain quality control. Typically works without supervision and may provide technical guidance. Acceptance Letter, Acceptance Sign-off, Determine acceptance and evaluation criteria, Project Requirements Documentation
• Writing skills - Uses clear and effective writing skills without supervision and provides technical guidance when required on expressing ideas, requesting actions and formulating plans or policies.

Education:

• Bachelor's or Master's degree, Equivalent Level, in Chemical Engineering or petroleum engineering desired.

General Experience:

• Substantial relevant work experience in the oil and gas industry. Technical sales experience would be an advantage.

• Knowledge of upstream oil and gas production.

• Working knowledge of oil and gas industry with special focus on production monitoring and optimization

• Experience of production and flow assurance modelling

• Working knowledge of upstream production, process, and flow assurance simulation software, e.g., Maximus, PIPESIM, OLGA, PROSPER/GAP, LedaFlow, Hysys, etc.

• Exposure to PDMS (production data management systems), data analytics, AI/ML

• Exposure to thermodynamics and phase behavior modelling with commercial software packages like Multiflash, PVTsim, Refprop etc.

• Exposure to client-facing roles (e.g., project management, business development, technical sales)

• Field operations experience a plus

• Production allocation & forecasting experience.

• Awareness of model-based systems in the upstream value chain from the well sand face to production facilities/export.

• Proven experience working with or for upstream operators, EPCs, or technology vendors in a production operations or production engineering capacity.

• Direct experience with major operators or national oil companies in the Middle East or North America desirable.

• Proven capability in process simulation as an end user and/or a software vendor.

• Excellent communication and presentation skills, with the ability to simplify complex technical content for diverse audiences.

• Proven ability to interact with customers, build credibility, and influence decision-making.

• Willingness to travel (up to 25-40%) to customer sites, conferences, and trade shows.

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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