Job Description

The Sales Specialist will actively prospect, qualify and manage for the full deal cycle for sustainability services, build sales pipelines, identify customers business need and challenges, and propose technical solutions that support growth and long-term business relationships.

Responsibilities

Role Overview

The Sales Specialist drives growth of digital industry solutions across Smart Cities, infrastructure, and enterprise verticals. This role focuses on selling integrated solutions combining IoT, AI, data platforms, and applications to digitize real-world operations

You will work closely with customers, partners, and internal cross-functional teams to identify opportunities, develop use cases, and close complex, high-value deals.

Key Responsibilities

1. Business Development & Sales Execution

• Identify, qualify, and pursue opportunities in Smart Cities, infrastructure, and enterprise sectors
• Build and manage a strong pipeline of digital solutions deals
• Own end-to-end sales cycle: prospecting → solutioning → proposal → negotiation → closure
• Drive revenue growth for IoT, AI, and digital platforms

2. Solution Selling (IoT + AI + Applications)

• Position integrated solutions including:
• Smart infrastructure (buildings, transport, utilities)
• AI-driven analytics and automation
• Real-time monitoring and command platforms
• Translate customer pain points into digital use cases (e.g., predictive maintenance, incident management, energy optimization)
• Lead consultative selling with value-based outcomes

3. Customer & Stakeholder Engagement

• Build relationships with C-level, government agencies, and enterprise stakeholders
• Engage technical and business teams to align solutions with customer needs
• Act as a trusted advisor on digital transformation and smart city initiatives

4. Go-to-Market & Ecosystem Development

• Collaborate with product, segment sales and partners to shape go-to-market strategies
• Develop partnerships with technology vendors, system integrators, and ecosystem players
• Drive joint solutions and co-selling initiatives

5. Solution Development & POC Leadership

• Work with technical teams to:
• Develop solution proposals and architectures
• Drive Proof of Concepts (POCs) and pilots
• Ensure solutions are scalable, commercially viable, and aligned with customer outcomes

6. Market Intelligence & Strategy

• Track industry trends in Smart Cities, AI, IoT, and digital infrastructure
• Identify new growth areas (e.g., sustainability, green tech, OT digitization)
• Provide feedback to shape product and solution roadmap

Requirements

Experience

• 5–10+ years in enterprise or solution sales (preferably in IoT, AI, or digital solutions)
• Familiar with digital solutions in IoT sensors, CCTV & video analytics, smart meters, edge devices, robotics and emerging operational technologies
• Proven track record in complex, consultative sales
• Experience in Smart Cities, infrastructure, public sector, or industrial domains is a strong advantage

Skills

• Strong understanding of:
• IoT platforms and connected devices
• Data platforms and analytics
• AI / automation use cases
• Ability to sell integrated solutions (not just products)
• Strong commercial, negotiation, and stakeholder management skills
• Ability to translate technical solutions into business value

Education

• Degree in Engineering, IT, Business, or related field
• MBA is a plus

Preferred Attributes

• Experience with Smart City programs or large-scale infrastructure projects
• Familiarity with Operational Technology environments
• Strong network within government / enterprise ecosystem
• Entrepreneurial mindset with ability to build new solution areas