Sales Specialist, Emerging Solutions - Construction Ops

Sales Specialist, Emerging Technologies - Construction Ops

Emerging Technologies Sales

• Proactively identify and drive new, upsell, and cross-sell sales opportunities for Emerging Technologies solutions.
• Own opportunity progression from discovery through close, ensuring alignment to customer business outcomes.

Expansion & Co-Selling

• Partner with AEs and ARs in co-selling motions to expand Emerging Technologies within existing accounts.
• Support account growth strategies by aligning Emerging Technologies solutions to customer needs.

Product Specialization

• Serve as a subject matter expert within assigned product solution groups (e.g., Fusion, Water, Construction).
• Articulate product features, proofs of concept (POCs), use cases, and business outcomes to technical and business stakeholders.

Strategic Sales Planning

• Develop and execute comprehensive sales plans to grow new revenue and scale Emerging Technologies adoption.
• Identify new lines of business and customer personas to expand market penetration.

Competitive Positioning

• Position Emerging Technologies as market-leading solutions by clearly communicating differentiated business value.
• Address customer challenges through value-based storytelling and solution alignment.

Forecasting & Pipeline Management

• Develop, manage, and report accurate sales forecasts for Emerging Technologies opportunities.
• Maintain strong pipeline hygiene and visibility across sales stages.

Negotiation & Deal Support

• Lead or support customer negotiations, including complex and multi-stakeholder deals.
• Provide strategic guidance during pricing, packaging, and contract discussions.

Account Team & Partner Collaboration

• Lead technical discovery and engage specialist resources as needed to advance opportunities.
• Enable partners on Emerging Technologies offerings and transition closed deals for renewal management.

Required Skills & Competencies

• Advanced product expertise, including the ability to discuss complex features, configurations, POCs, and business outcomes.
• Strong technical acumen, including basic customization and proactive resolution of technical challenges.
• Proven strategic planning and execution skills to drive growth in new and emerging product areas.
• Expertise in value discovery, ROI modeling, and outcome-based selling.
• Exceptional storytelling, persuasion, and presentation skills with a strong grasp of pricing and packaging strategies.
• Strong negotiation skills and experience supporting or leading complex enterprise deals.

Required Experience & Qualifications

• 5–8 years of experience in B2B sales, solutions sales, or technical sales roles.
• 3+ years of experience selling complex software, SaaS, or technology solutions.
• Demonstrated experience working in a matrixed sales environment with AEs, technical specialists, and partners.
• Proven track record of driving pipeline growth, expansion sales, and revenue attainment.

Preferred Qualifications

• Experience selling emerging, innovative, or advanced technology solutions.
• Background in engineering, construction, manufacturing, or adjacent industries aligned to assigned product groups.
• Experience supporting proofs of concept (POCs) and technical discovery sessions with customers.
• Familiarity with value-based selling methodologies and ROI-driven sales motions.
• Bachelor’s degree in Business, Engineering, Technology, or a related field (or equivalent practical experience).

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