Sr Adv Appl/Sys Sales Engineer at Honeywell in Tokyo, Tokyo, JP

The process industries are entering their most consequential transformation in a generation. Industrial AI, agentic decision support, hybrid first‑principles + machine‑learning models, autonomous operations, and the convergence of OT and IT are shifting the conversation from "automation" to "autonomy" — and from point tools to enterprise‑wide digital programs. At the same time, refiners, petrochemical producers, miners and power operators across Asia Pacific are under pressure to decarbonize, extend asset life, close the experienced‑operator gap, and convert mountains of historian data into measurable margin.

The Technical Solutions Consultant is the trusted advisor at the center of this shift. You will partner with our Account Managers, Product, Operations and Marketing teams to position the full Honeywell Connected Industrial Solutions portfolio — process simulation, Advanced Process Control, operator training, process historian, production accounting, alarm management, asset performance management, and AI/analytics — and translate them into quantified business outcomes for our customers in Refining, Petrochemicals, Chemicals, Oil & Gas, Power, and Mining & Metals [Japan region].

This is a high‑visibility, customer‑facing role for someone who can sit equally well with a plant manager, a control‑room engineer, a CIO and a CFO — and tell a credible, evidence‑based digital‑wins story to each.

Responsibilities

Pipeline & Business Development

• Own regional opportunity pipeline development and management for the Connected Industrial Solutions portfolio in Southeast Asia, including tracking of key business metrics and quarterly business reviews.
• Drive incremental and recurring software growth — new logos, white space in installed base, DCS migration pull‑through, and SaaS / subscription expansion.
• Build and execute account‑level digital roadmaps with Account Management, sequencing quick wins (90–180 day value) with multi‑year transformation programs.

Customer Engagement & Solution Shaping

• Lead consulting engagements from Day 1 — needs discovery, value workshops, benchmarking, master planning, opportunity assessments and proof‑of‑value design — to surface and qualify solution opportunities.
• Establish trusted relationships with Technical Services, Process Engineering, Operations, IT/OT, and Planning & Scheduling functions, up to senior operations and C‑level leadership at strategic accounts.
• Translate complex business problems — margin leakage, energy intensity, unplanned downtime, alarm overload, knowledge transfer, decarbonization targets — into scalable digital solutions and quantified business cases.
• Define and communicate compelling value propositions through executive presentations, live demonstrations, reference visits and site‑specific proofs of value, highlighting features, benefits, ROI and competitive differentiation.

Cross‑Functional & Deal Execution

• Coordinate cross‑functional pursuit teams — Product Management, Proposals & Estimations, Delivery, Cybersecurity, Legal and Operations — to shape the right Honeywell Connected Industrial Solution and commercial structure.
• Provide proposal and business‑case generation support to Account Managers; lead RFI/RFP technical responses and shape enterprise‑class deals.
• Provide technical leadership and strategic direction across the sales process; act as the liaison between internal teams and external stakeholders to ensure alignment on monthly, quarterly and annual Orders AOP.
• Leverage solution opportunities to enable large DCS Migration projects to be won more profitably.

Reporting, Voice‑of‑Customer & Thought Leadership

• Prepare regular pipeline, forecast and trend reports for senior management; provide structured customer feedback to influence product strategy and roadmap.
• Collaborate with Marketing on demand‑generation campaigns, product launches, user groups and roadshows to drive awareness and adoption.
• Develop reference sites, showcase implementations and new‑technology pilots; represent Honeywell at industry forums; author technical papers and speak at conferences to build credibility and surface new leads.

Qualifications

Must‑Haves

• Hands‑on consulting experience in process industries, delivering solution consulting, digital transformation or operational excellence programs.
• 7+ years of progressive software sales and/or consulting experience.
• Deep domain knowledge in at least one core vertical — Refining, Petrochemicals, Chemicals, Oil & Gas, Power, or Mining & Metals.
• Demonstrated experience enabling digitalization through industrial business applications: process historian, production accounting, asset performance management, alarm management, process simulation, Advanced Process Control, Operator Training Simulators.
• Strong understanding of OT + IT environments — DCS, historians, APC, MES, AI/ML, operations management, cloud / edge data platforms, cybersecurity for industrial systems.
• Ability to lead customer workshops from Day 1 — discovery, value mapping, master planning and executive read‑outs.
• Proven ability to translate business problems into scalable digital solutions and quantified business cases.
• Executive‑level communication skills, comfortable engaging plant leadership and C‑level executives.
• Proven experience operating in regional, multi‑cultural customer environments across Asia Pacific, with a clear grasp of the market and competitive landscape.
• Willingness and ability to travel up to 50% across the region.

We Value

• Industrial AI fluency — practical exposure to applied AI in process industries: hybrid first‑principles + ML models, AI‑driven inferential sensors, predictive and prescriptive APM, generative AI for engineering and operations productivity, and emerging agentic AI for autonomous and closed‑loop optimization.
• Energy transition and sustainability acumen — experience positioning digital solutions for decarbonization, energy efficiency, Scope 1/2 emissions reduction, hydrogen, biofuels and circular‑economy use cases.
• Storytelling and value selling — ability to craft positioning stories and customer‑specific "digital wins" narratives backed by quantified outcomes (yield, energy, throughput, availability, safety, working capital).
• Enterprise deal shaping — proven ability to engage C‑level contacts to articulate strategic vision, establish peer relationships, and close complex multi‑year, multi‑site agreements with Business, IT and Operations leaders.
• Consulting pedigree — background with industrial consulting firms, Big 4 industrial practices, or major EPC / licensor consulting groups.
• Strong commercial acumen — knowledge of integrated operations, functional architectures, financial models (NPV, IRR, payback, TCO) and the ability to translate business needs into functional and commercial requirements.
• Education — Bachelor's degree from an accredited college or university in Chemical, Process, Control, Electrical, Mechanical Engineering, Computer Science or related discipline; postgraduate qualifications (MBA, MS) a plus.
• Mobility — ability to travel up to 50% and to lead multi‑country, multi‑account pursuits in parallel.

About the Company

Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.