Technical Sales Specialist (IoT)

Apply Job Type Full-time Description Technical Sales Specialist (IoT) Remote or Austin, TX About Grace You’ll be joining Grace Technologies , a global leader in electrical safety and predictive maintenance. We pioneered Permanent Electrical Safety Devices (PESDs) and created GracePort® , the industry-standard panel interface connection that allows technicians to work more safely without opening energized electrical enclosures. Our solutions also include voltage indicators, test points, lockout/tagout, GraceSense™ predictive maintenance for real-time equipment condition monitoring, and Proxxi wearable safety technology—protecting people and equipment in more than 60 countries. Grace has been named one of Iowa’s Top Workplaces by the Des Moines Register from 2018–2025, reflecting a culture where people are trusted, supported, and encouraged to grow. Summary: The Technical Sales Specialist is a hybrid sales and application engineering role responsible for growing GraceSense IIoT revenue by converting customer reliability problems into pilots and scaled deployments. This role requires comfort on the plant floor, the ability to explain vibration and condition monitoring in clear, practical terms, and disciplined execution of a structured sales process through distributors, reps, and OEM partners. Success looks like: qualified pipeline creation, pilot wins, high-quality installs and commissioning support, strong customer adoption, and conversion of pilots into repeatable rollouts. Travel up to 60% required. 1) 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. 2) 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). 3) 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.). 4) 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. Key Deliverables and Metrics (First 6-12 months) · Qualified pipeline generated (monthly/quarterly target set with leadership). · Number of pilots launched and successfully completed. · Pilot-to-rollout conversion rate. · Revenue closed (quarterly/annual). · Channel enablement outputs (trainings completed, collateral feedback, co-selling activity). · Customer outcomes documented (downtime avoided, maintenance hours reduced, early-fault detection wins). Required Qualifications · 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. Preferred Qualifications · 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. Skills and Attributes We Value · Plant-floor credibility: practical, hands-on, and calm under pressure. · Curiosity and structured selling: asks great questions, documents next steps, and drives closure. · Customer-first mindset: solves real problems and avoids feature dumping. · Ownership and follow-through: treats pilot outcomes and customer success as personal responsibility. · Team collaborator: works tightly with engineering, product, marketing, and operations. Working Conditions · Mix of home office, customer sites, and occasional HQ visits. · ~60% Travel required for customer visits, pilot kickoffs, trainings, and channel events. About GraceSense IIoT (Grace Technologies) GraceSense IIoT helps industrial customers move toward zero downtime and zero harm with scalable condition monitoring and actionable insights that drive measurable reliability outcomes. Language Skills Ability to understand and interpret technical documentation. Ability to efficiently use Google translate to support customers in other languages. Mathematical Skills Ability to calculate figures and amounts such as pricing, quotes, and discounts. Ability to apply concepts of basic algebra and geometry. Reasoning Ability Ability to solve practical issues involving a variety of concrete variables in situations where limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Computer Skills To perform this job successfully, an individual should have sufficient knowledge of industry accepted ERP and CRM system, Microsoft Office, and Microsoft Outlook. A general understanding of industry SCADA systems and other communication protocols would be helpful. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or touch objects, tools, or controls. The employee is occasionally required to stand and walk. The employee must occasionally lift and/or move up to 50 pounds. Specific vision abilities required by this job include close vision and the ability to adjust focus. Work Environment The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Ability to travel up to 50% annually. This position will require travel to visit distributors and customers, sometimes in a manufacturing environment. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually moderate. Perks & 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