Sales Specialist, Emerging Technologies - Forma

Role Summary
The Sales Specialist, Emerging Technologies - Forma is responsible for proactively identifying, developing, and driving Emerging Technologies sales opportunities. This role partners closely with Account Executives (AEs), Account Representatives (ARs), and technical specialists to deliver advanced, product-specific expertise throughout the sales cycle. The Sales Specialist leads strategic planning, technical discovery, value-based selling, and complex negotiations to accelerate adoption, expansion, and revenue growth across assigned accounts.

Job Requisition  #
26WD99162

• 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.

• 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.

• 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.

• 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.

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

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

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

• 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.

• 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.

• 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.

• 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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