Enterprise Principal Sales Specialist, Emerging Technologies - Construction

26WD100308

Position Overview

The Principal Sales Specialist, Emerging Technologies - Construction is a strategic sales leader responsible for identifying, advancing, and closing complex Emerging Technologies opportunities. This role partners closely with Enterprise Account Executives (EAEs), technical specialists, and partners to drive new revenue, expansion, and adoption across Enterprise accounts within the Owners space. The Principal Sales Specialist brings deep product expertise, leads value and ROI conversations, and supports high-stakes negotiations to position Emerging Technologies as market-leading solutions.

Responsibilities

• Emerging Technologies Sales Leadership: Strategically identify and drive new, upsell, and cross-sell Emerging Technologies opportunities across assigned accounts

• Expansion & Co-Selling Support: Guide AEs and ARs through co-selling motions to accelerate customer growth and adoption of Emerging Technologies

• Product Specialization: Deliver expert-level product knowledge within assigned solution areas (Construction), tailoring use cases to customer needs

• Strategic Sales Planning: Formulate and execute strategic selling initiatives to grow new revenue streams and scale Emerging Technologies adoption

• Competitive Positioning: Articulate differentiated business value, positioning Emerging Technologies as market-leading solutions that address customer business challenges

• Forecasting & Pipeline Management: Develop, maintain, and report accurate sales forecasts for Emerging Technologies opportunities

• Negotiation & Deal Support: Lead or support complex, high-value negotiations, providing expert guidance during expansion and renewal discussions

• Partner Engagement: Enable partners on Emerging Technologies offerings and transition closed deals for renewal management

• Advanced Product Expertise: Deep understanding of product features, proofs of concept (POCs), customizations, and complex customer use cases, with the ability to link features to measurable business outcomes

• Technical Acumen: Ability to execute basic customizations, anticipate technical challenges, and collaborate with technical specialists on complex requirements

• Value & ROI Discovery: Proven ability to lead comprehensive value, ROI, and business outcome discussions throughout the sales cycle

• Revenue Growth Mindset: Strong track record of driving revenue growth, market development, and new customer use cases for emerging or innovative technologies

• Storytelling & Persuasion: Advanced sales storytelling skills with a deep understanding of pricing, packaging, and value-based positioning

• Collaboration & Influence: Effective partner to AEs, ARs, Account Technical Leads, and partners across the Account Team Unit (ATU)

Minimum Qualifications

• Experience:

  • 7–10+ years of progressive experience in B2B technology sales, solution sales, or sales specialization roles

  • 3–5+ years selling complex or emerging technologies, SaaS, or platform-based solutions

• Sales Expertise:

  • Demonstrated success supporting or leading complex, enterprise-level sales cycles

  • Experience driving expansion, upsell, and cross-sell motions within existing accounts

• Business & Technical Fluency:

  • Ability to translate technical capabilities into clear business value and ROI narratives

  • Comfort engaging with both technical and executive stakeholders

Preferred Qualifications

• Experience selling engineering, construction, manufacturing, or industry-specific software solutions

• Background working with Emerging Technologies, innovation portfolios, or new product introductions

• Experience partnering with channel or system integrator ecosystems

• Strong understanding of value-based selling, Target Account Selling sales methodologies, and forecast discipline

• Bachelor’s degree in Business, Engineering, Technology, or a related field (or equivalent practical experience)

• MBA or advanced technical certifications (preferred, not required)

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