Note: The job is a remote job and is open to candidates in USA. Grace Technologies is a global leader in electrical safety and predictive maintenance. The Technical Sales Specialist (IoT) is responsible for growing GraceSense IIoT revenue by converting customer reliability problems into pilots and scaled deployments, requiring a blend of technical expertise and sales acumen.
Responsibilities
- Own the Technical Sales Process (Pre-sales to Pilot to Expansion)
- Identify and qualify opportunities (end users, distributors, OEMs) and translate them into clear use cases and pilot scopes
- Run discovery calls and site walkthroughs to uncover reliability pain points (downtime, defects, maintenance gaps, safety risks)
- Create and deliver technical demos, ROI/value messaging, and solution proposals
- Drive pilot conversion: define scope, success criteria, timeline, and expansion path
- Be the Customer-Facing Technical Expert
- Explain and position condition monitoring, predictive maintenance concepts, and vibration fundamentals for maintenance, reliability, and operations teams
- Recommend sensor placement, asset selection, and baseline strategies for rotating equipment and industrial assets
- Support installation and commissioning alongside internal engineering/field teams as needed (especially for strategic pilots)
- Chanel Enablement (Distributors, Reps, and OEM Partners)
- Train and enable distributor and rep partners on GraceSense positioning, target applications, and talk tracks
- Co-sell with channel partners through joint calls, joint site visits, and joint proposals
- Build repeatable plays by vertical (food and beverage, logistics/warehousing, water/wastewater, CPG, etc.)
- Operational Excellence: CRM, Forecasting, and Deal Execution
- Manage opportunities in HubSpot: stages, notes, contacts, next steps, and close plans
- Maintain accurate forecasting, pipeline hygiene, and activity tracking
- Provide feedback to product and engineering teams: feature gaps, competitive insights, recurring objections, and deployment friction
Skills
- 5+ years in a customer-facing technical role: technical sales, applications engineering, reliability services, or industrial solutions consulting
- Working knowledge of condition monitoring and predictive maintenance concepts
- Practical vibration knowledge (overall vibration, baseline trending, and common fault types)
- Understanding of rotating equipment (motors, pumps, fans, gearboxes, conveyors)
- Strong ability to communicate technical concepts to mixed audiences (maintenance technicians to plant leadership)
- CRM discipline (HubSpot preferred): accurate opportunity management and forecasting
- Valid driver's license and ability to travel as required
- Experience selling through distribution and rep channels and/or supporting OEM partnerships
- Familiarity with industrial IoT architectures: sensors, gateways, edge connectivity, cloud dashboards
- Experience with reliability workflows (route-based programs, PdM tools, and CMMS integration concepts)
- Certifications (nice to have): vibration (ISO/VA Cat I/II), reliability (CRL/CMRP), or equivalent
Benefits
- Entrepreneurial environment — your ideas matter, and you’ll help build what’s next
- Free snacks, fresh fruit, and gourmet coffee always stocked
- Generous Responsible Time Off plan
- Safe Harbor 401(k)
- Company Wellness Program
- Medical, dental, vision, life, and disability insurance options to fit your needs
Company Overview