Sales Specialist Emerging Tech
Job Summary
The Sales Specialist for Emerging Technologies focuses on identifying, developing, and driving sales opportunities for innovative product solutions. This role collaborates with Account Executives and technical specialists to execute strategic sales planning, value-based selling, and complex negotiations. The goal is to accelerate revenue growth, product adoption, and market expansion within assigned accounts.
Responsibilities
- Identify and drive new, upsell, and cross-sell sales opportunities.
- Collaborate with Account Executives to expand solution footprint.
- Act as a subject matter expert for product demonstrations and POCs.
- Lead strategic planning and complex contract negotiations.
- Manage sales forecasts and maintain accurate pipeline visibility.
Required Skills
- 5-8 years of B2B or technical sales experience.
- Proficiency in SaaS or complex software sales.
- Expertise in value-based selling and ROI modeling.
- Strong presentation and storytelling abilities.
- Ability to navigate matrixed sales environments.
Job Details
### 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.
### Key Responsibilities
- **Emerging Technologies Sales**: Proactively identify and drive new, upsell, and cross-sell sales opportunities for Emerging Technologies solutions. Own opportunity progression from discovery through close.
- **Expansion & Co-Selling**: Partner with AEs and ARs in co-selling motions to expand Emerging Technologies within existing accounts. Support account growth strategies by aligning solutions to customer needs.
- **Product Specialization**: Serve as a subject matter expert for product solution groups. Articulate features, proofs of concept (POCs), use cases, and business outcomes to stakeholders.
- **Strategic Sales Planning**: Develop and execute comprehensive sales plans to grow new revenue and scale adoption. Identify new lines of business and personas to expand market penetration.
- **Competitive Positioning**: Position solutions as market-leading by communicating differentiated business value and utilizing value-based storytelling.
- **Forecasting & Pipeline Management**: Develop, manage, and report accurate sales forecasts and maintain pipeline hygiene across sales stages.
- **Negotiation & Deal Support**: Lead or support customer negotiations, including complex, multi-stakeholder deals, and provide guidance on pricing and contract discussions.
### Required Skills & Competencies
- Advanced product expertise, including complex features, configurations, POCs, and business outcomes.
- Strong technical acumen with basic customization and technical problem-solving skills.
- Proven strategic planning and execution skills to drive growth.
- Expertise in value discovery, ROI modeling, and outcome-based selling.
- Exceptional storytelling, persuasion, and presentation skills.
- Strong negotiation skills for enterprise-level deals.
### Required Experience & Qualifications
- 5-8 years of experience in B2B, solutions, or technical sales.
- 3+ years of experience selling complex software, SaaS, or technology solutions.
- Demonstrated experience in matrixed sales environments.
- Proven track record of pipeline growth and revenue attainment.
- Bachelor's degree in Business, Engineering, Technology, or equivalent practical experience.