Senior Sales Specialist

The Solution Specialist is a senior individual contributor responsible for accelerating growth of the company’s iNet as-a-service offering across North America. This role serves as a top-level seller for complex iNet opportunities, combining consultative selling, customer discovery, solution design, and commercial execution to convert strategic opportunities into scalable recurring revenue.

Reporting to the director of sales, this specialist will operate as a strategic partner to regional sales teams, coaching sellers on how to position, qualify, and close iNet opportunities while directly engaging customers on high-value pursuits.

This role carries broad commercial influence without direct people-management responsibility, working across a matrixed organization to build seller capability, strengthen pipeline quality, and deliver measurable subscription growth aligned to near and long-term objectives.

Key Responsibilities

1. iNet Growth Strategy & Execution

• Define and execute sales strategies to expand adoption of the iNet as-a-service offering across priority accounts, verticals, and regions
• Lead strategic iNet pursuits from opportunity identification through close, with emphasis on recurring revenue, customer value, and long-term retention
• Partner with regional sellers to identify target accounts, qualify customer needs, and build compelling business cases for iNet adoption
• Align iNet growth activity with commercial policy deployment, revenue objectives, and customer retention priorities

2. Strategic Selling & Customer Engagement

• Serve as the subject matter expert and top-level seller for iNet opportunities requiring executive engagement, complex solution configuration, or cross-functional coordination
• Lead consultative discovery with customers to connect safety outcomes, operational efficiency, compliance needs, and total cost of ownership to the iNet value proposition
• Develop and deliver customer-facing presentations, proposals, and commercial narratives that clearly articulate the value of iNet as-a-service
• Support negotiation strategy and deal progression for high-impact opportunities in partnership with the regional sales owner

3. Regional Seller Coaching & Enablement

• Coach and mentor regional sellers across North America on how to sell iNet effectively, including qualification, discovery, objection handling, value messaging, and close strategy
• Build scalable selling tools, talk tracks, playbooks, and best-practice examples that improve seller confidence and consistency
• Conduct field coaching, deal reviews, and opportunity strategy sessions to improve pipeline conversion and sales execution
• Create feedback loops from the field to identify gaps in seller capability, customer messaging, product positioning, and commercial process

4. Pipeline Development & Revenue Discipline

• Drive pipeline creation and acceleration for iNet by partnering with regional sales leaders, account executives, marketing, and customer success
• Establish clear opportunity standards for iNet qualification, stage progression, value articulation, and forecast confidence
• Use CRM, analytics, and leading indicators to assess pipeline quality, identify risks, and prioritize seller support where it will create the greatest impact
• Provide commercial leadership with actionable insights on iNet growth performance, customer adoption trends, and barriers to scale

5. Cross-Functional Leadership

• Partner with Sales, Marketing, Customer Success, Product, Finance, and Operations to align iNet strategy, offering design, pricing support, customer onboarding, and retention execution
• Act as the voice of the field for iNet, translating customer and seller feedback into practical improvements in messaging, process, enablement, and product-market fit
• Influence decisions across a matrixed organization while maintaining strong alignment with regional sales ownership and commercial leadership priorities

6. Fortive Business System (FBS) & Continuous Improvement

• Apply FBS principles to improve iNet sales process discipline, funnel management, standard work, and repeatable execution
• Lead or support kaizen activity focused on improving iNet pipeline quality, proposal speed, customer onboarding handoffs, seller productivity, and close rates
• Establish operating rhythms and performance reviews tied to iNet growth metrics, accountability, and continuous improvement
• Act as a change agent by modeling data-driven decision-making, disciplined commercial execution, and customer-centered selling behaviors

Qualifications

Required:

• 10+ years of experience in enterprise sales, solution selling, business development, or subscription/as-a-service commercial models
• Proven track record selling complex B2B solutions and driving recurring revenue growth across a matrixed sales organization
• Strong ability to coach, influence, and enable regional sellers without direct reporting authority
• Excellent customer discovery, executive communication, business-case development, and value-selling capability
• Strong analytical and CRM-driven approach to pipeline management, forecasting, and commercial execution

Preferred:

• Experience selling connected safety, industrial technology, SaaS, managed services, or equipment-as-a-service offerings
• Familiarity with Salesforce, commercial analytics, AI-enabled seller tools, and structured sales methodologies
• Experience working across North America with regional sales teams, channel partners, and enterprise customers
• Ability to translate technical solution capabilities into clear executive-level business value
• MBA or equivalent advanced business experience