Responsibilities:
- Partner with Account Executives to identify and qualify sales opportunities, providing in-depth technical expertise throughout the sales cycle.
- Conduct compelling product demonstrations and presentations of Tractian OEE solutions, showcasing their ability to improve availability, performance, and quality.
- Deeply understand prospective clients' manufacturing environments, including their existing automation infrastructure (PLCs, SCADA systems, MES, historians – from legacy machines requiring creative data extraction to modern, networked assets) and operational challenges.
- Architect and propose tailored solutions that integrate Tractian OEE into the client's ecosystem, highlighting robust connectivity with PLCs, SCADA, and other data sources.
- Clearly articulate Tractian's differentiated approach to achieving tangible ROI with OEE projects, often educating clients early in their automation journey about its transformative value.
- Articulate the significant benefits of our OEE and IoT-driven solutions, including increased efficiency, reduced downtime, predictive maintenance capabilities, and optimized production.
- Lead technical discussions, address complex concerns, and overcome objections from various stakeholders, from plant engineers to C-level executives.
- Collaborate with the product and engineering teams to provide field feedback, contributing to the continuous improvement of our offerings.
- Assist in responding to RFIs/RFPs, ensuring technical accuracy and a compelling value proposition.
- Manage client interactions and technical details using HubSpot CRM.
- Stay abreast of industry trends, competitive landscape, and emerging technologies in industrial automation, OEE, and IoT.
- Travel as needed (primarily planned, ~once a month for 1-2 days) to support key customer engagements, assist with complex deployments, or for strategic meetings, often alongside field engineering teams.
Requirements:
- Bachelor's degree in Industrial Engineering, Electrical Engineering, Mechanical Engineering, Computer Science, or a related technical field.
- 5+ years of experience in a technical sales, sales engineering, applications engineering, or solutions architect role within the industrial automation sector.
- Strong expertise in industrial automation technologies, including PLCs (e.g., Allen-Bradley, Siemens, Omron, Automation Direct), SCADA systems, HMI, and industrial communication protocols (e.g., OPC UA, Modbus, Ethernet/IP).
- Experience working with a diverse range of industrial equipment and control systems, from older machinery (e.g., utilizing CTs for data acquisition) to modern, fully networked assets.
- Demonstrable understanding of Overall Equipment Effectiveness (OEE) concepts, calculation, value drivers (including maintenance and quality improvements), and improvement strategies.
- Proven ability to understand, articulate, and quantify the ROI of complex technical solutions to both technical and non-technical audiences.
- Excellent communication, presentation, negotiation, and interpersonal skills, with the ability to build rapport and trust quickly.
- Strong problem-solving skills and the ability to think strategically, analytically, and adaptably in dynamic environments.
- Proven ability to troubleshoot complex technical issues in the field, often under pressure and in customer-facing scenarios.
- Proficiency in using CRM software (HubSpot preferred) for sales management.
- Ability to travel as needed to meet clients and close sales.
Top Skills
What We Do
Tractian is a machine intelligence company that offers industrial monitoring systems. Tractian builds streamlined hardware-software solutions to give maintenance technicians and industrial decision-makers comprehensive oversight of their operations. It is democratizing access to sophisticated real-time monitoring and asset operations tools. Tractian's solutions are used in environments that address a combined total of 5% of global industrial output. The company’s broad market reach is evidenced in its customer base from various industries, such as John Deere, Procter & Gamble, Caterpillar, Goodyear, Carrier, Johnson Controls, and Bimbo, the owner of the brands Little Bites and Thomas Bagels. Tractian's customers see a 6-12x ROI with savings of $6,000 per monitored machine annually on average. In a major milestone and a first for the industry, Tractian launched the AI-Assisted Maintenance category in the industrial sector. In this new paradigm, artificial intelligence identifies machine problems and suggests preventive actions to be taken, giving invaluable insight and support to maintenance professionals. It is important to highlight that the intent of Assisted Maintenance is firmly rooted in augmenting maintenance professionals to provide more assertive diagnosis with human-in-the-loop feedback. Tractian's mission is to elevate this category of workers in a highly impactful way. The Assisted Maintenance category will provide unimaginable support for maintenance professionals. By combining shop floor expertise with our technology, maintainers will be able to anticipate and address issues with unprecedented accuracy and speed
