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Job Overview
As part of Komatsu's North American Customer Solutions team within the Digital Office, the Digital Region Manager is responsible for accelerating the commercialization and adoption of Komatsu's digital solutions across an assigned geographic region. The role serves as a strategic commercial partner to customers, distributors, and Komatsu regional teams, identifying opportunities to pair digital solutions with Komatsu's core OEM equipment to improve customer productivity, efficiency, visibility, and overall return on their equipment investment.
The Digital Region Manager develops and executes regional strategies that position solutions including Smart Construction, My Komatsu, intelligent machine control, and other emerging digital offerings as integrated components of the Komatsu customer value proposition. Through direct customer engagement, distributor enablement, solution selling, and cross-functional partnership, the role converts customer operational challenges into digital opportunities that drive measurable customer value, incremental revenue, and long-term adoption of the Komatsu digital ecosystem.
This is a region-based position requiring approximately 30–50% travel to engage with end-use customers, distributors, Komatsu teams, and industry partners.
Key Job Responsibilities
Drive Regional Digital Commercialization
Develop and execute a regional commercialization strategy that grows revenue and adoption of Komatsu's digital portfolio. Identify opportunities within new equipment purchases and the existing Komatsu installed base to position digital products and services that enhance the customer's OEM investment. Build and manage a qualified opportunity pipeline, prioritize high-value customer opportunities, and partner with distributors and Komatsu regional teams to convert opportunities into sales and sustained adoption.Lead Consultative Customer Engagement and Value Selling
Engage directly with customers to understand their business objectives, jobsite operations, workflows, pain points, and technology maturity. Translate these insights into compelling digital solution recommendations that demonstrate how Komatsu's integrated equipment and technology ecosystem can improve productivity, utilization, cost management, operational visibility, and return on investment. Lead customer presentations, demonstrations, discovery conversations, and business-value discussions with audiences ranging from jobsite personnel to senior customer decision-makers.
Build Distributor Digital Selling Capability
Serve as a strategic partner and digital solutions expert for Komatsu distributors within the assigned region. Coach distributor sales and support teams to recognize customer pain points, uncover digital opportunities, articulate solution value, and incorporate digital offerings into the broader OEM sales process. Develop distributor capability with the objective of creating scalable, repeatable digital selling practices rather than dependency on direct Digital Office involvement in every opportunity.
Drive Adoption and Customer Value Realization
Partner with customers, distributors, onboarding teams, and product experts to establish clear expectations for implementation and adoption of digital solutions. Ensure customers understand how solutions connect to their operations and how to realize measurable business value following implementation. Identify adoption barriers, facilitate appropriate resources, and leverage successful customer outcomes to strengthen future commercial opportunities and regional market adoption.
Influence the Digital Product and Commercial Ecosystem
Serve as the regional voice of the customer by identifying recurring customer needs, competitive dynamics, adoption barriers, product opportunities, and emerging market trends. Partner across Product Management, Marketing, Sales, Customer Support, Ecommerce, regional teams, and other Digital Office functions to translate field insights into improvements to products, go-to-market strategies, customer experiences, and future commercial offerings. Share customer successes and scalable practices across the organization to accelerate adoption throughout North America.
Qualifications/Requirements
- Bachelor's degree in Business, Engineering, Construction Management, Civil Engineering, Mining Engineering, Land Surveying, Technology, or a related discipline; equivalent relevant industry experience may be considered.
- Typically 5+ years of experience in solution sales, technology commercialization, construction technology, heavy equipment, or a related customer-facing environment.
- Demonstrated ability to sell technology, software, hardware, or integrated solutions through a consultative and value-based sales approach.
- Strong understanding of construction, earthmoving, quarry, mining, or related customer operations and the business challenges affecting productivity and profitability.
- Ability to understand complex customer operations, identify opportunities for digital transformation, and translate technology capabilities into clear business outcomes.
- Experience developing relationships and influencing stakeholders across customers, distributors/dealers, sales organizations, and internal cross-functional teams.
- Ability to build commercial opportunities from initial discovery through solution positioning, business case development, sale, adoption, and value realization.
- Strong presentation and communication skills with the ability to engage audiences ranging from equipment operators and technical personnel to business owners and senior executives.
- Knowledge of construction technology platforms such as HCSS, B2W, Propeller, Autodesk, Procore, or similar solutions is beneficial.
- Knowledge of 3D machine control and positioning technologies, including Topcon, Trimble, Leica, or comparable technologies, is preferred.
- Ability to operate effectively in a highly collaborative, matrixed organization while independently managing a geographically dispersed territory.
- Ability and willingness to travel approximately 30–50% within the assigned region.
Additional Information
Hiring Range
At Komatsu, your base pay is one part of your total compensation package. This role pays $130,000. The actual offer will consider a wide range of factors, including experience and location.
Company Benefits
Komatsu provides an extensive and robust employee benefits package that is designed to enhance the well-being of our employees and family members. We embrace a positive and empowering employee experience with a culture that prides itself on a diverse and inclusive environment.
- Health benefits: Medical, dental, vision, HSA, wellness programs, etc.
- 401k and/or employee savings programs
- Employee time off (vacation and designated holidays)
- Employee and family assistance programs
- Disability benefits
- Life insurance
- Employee learning and development programs
Diversity & Inclusion Commitment
At Komatsu, we come from diverse backgrounds, with unique perspectives, experiences and contributions. We believe that our people are part of our shared purpose. Connected by our core values of ambition, perseverance, collaboration and authenticity, we are committed to continually advancing in our support of diversity and inclusion. United, we are on a journey towards a sustainable future that creates value together.
Company Information
Komatsu develops and supplies technologies, equipment and services for the construction, mining, forklift, industrial and forestry markets. Headquartered in Tokyo, Japan, Komatsu employs more than 64,000 people worldwide, operating in more than 140 countries. For more than a century, the company has been creating value for its customers through manufacturing and technology innovation, partnering with others to empower a sustainable future where people, business and the planet thrive together. Since the company’s founding in 1921, Komatsu has been committed to supporting individuals and communities through job training, skills development and giving back. As a Komatsu employee, you will be encouraged to grow alongside our global company, contributing to a more sustainable future for all. If you are looking for a company that values your talent and potential, join Komatsu to be a part of something big and help advance modern society. Learn more at www.komatsu.com.
EEO Statement
Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.