Technical Sales Specialist; IoT

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Technical Sales Specialist (IoT)

You’ll be joining Grace Technologies
, a global leader in electrical safety and predictive maintenance. We pioneered Permanent Electrical Safety Devices (PESDs) and created Grace Port®, 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,
Grace Sense™ 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.

The Technical Sales Specialist is a hybrid sales and application engineering role responsible for growing Grace Sense 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.

• 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.

• 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).

• Train and enable distributor and rep partners on Grace Sense 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.).

• Manage opportunities in Hub Spot: 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.

• 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).

• 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 (Hub Spot preferred): accurate opportunity management and forecasting.
• Va…