Job Description

Sales Specialist - Construction

The Sales Specialist - Construction independently manages revenue opportunities within assigned accounts or segments. This role is responsible for consistently achieving quota, driving pipeline creation, and expanding customer adoption through consultative, value-based selling. The Senior Associate brings deeper product expertise, manages moderate deal complexity, and partners closely with Account Representatives (ARs) and cross-functional teams to support account growth strategies.

Key Responsibilities

• Sales Execution
• Independently generate, advance, and close new business, upsell, and cross-sell opportunities.
• Maintain strong forecast accuracy and disciplined pipeline management.
• Consultative & Value-Based Selling
• Lead structured discovery conversations focused on measurable business outcomes.
• Clearly articulate customer value and position solutions to address defined challenges.
• Product Specialization
• Develop and apply in-depth knowledge of assigned solutions, aligning capabilities to customer workflows and use cases.
• Strategic Sales Planning
• Co-develop and execute account growth strategies in partnership with ARs.
• Identify expansion opportunities across multiple personas, teams, and business units.
• Cross-Functional Deal Leadership
• Coordinate internal resources, including technical specialists and partners, to advance opportunities through evaluation, negotiation, and close.
• Competitive Positioning
• Confidently position solutions in competitive selling environments and address customer objections.
• Partner & Ecosystem Engagement
• Engage and enable partners to support customer adoption, renewals, and expansion initiatives.

Skills & Competencies

• Strong understanding of solution capabilities and their business applications
• Technical acumen to resolve most customer questions with minimal supervision
• Ability to independently execute sales and growth strategies within an assigned scope
• Proven value discovery skills, including ROI-focused conversations
• Consistent quota attainment through proactive opportunity management
• Advanced storytelling and persuasive communication aligned to customer priorities
• Negotiation skills supporting standard commercial discussions and contributing to more complex deals
• Collaboration & Ways of Working
• Proactively engage technical specialists to support discovery and deal progression
• Co-sell effectively with ARs and internal teams to drive account expansion
• Align with partners to support scaled adoption and long-term customer success

Required Qualifications

• 35 years of experience in inside sales, account management, or a quota-carrying B2B sales role
• Demonstrated experience managing a full sales cycle, including prospecting, discovery, and close
• Proven track record of meeting or exceeding sales quotas
• Experience selling technology, software, or SaaS solutions in a consultative environment
• Strong communication, negotiation, and organizational skills

Preferred Qualifications

• 5+ years of experience in technology or software sales
• Experience supporting mid-market or enterprise customer segments
• Exposure to emerging technologies, technical solutions, or workflow-based selling
• Familiarity with value-based selling methodologies and CRM tools
• Prior experience in a fast-paced, growth-oriented sales organization

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