singlePosition

As a Senior High‑Velocity Sales Representative, you will execute a blended inbound/outbound motion across Kepware (industrial connectivity) and ThingWorx (IIoT/industrial applications). You’ll move fast on transactional requests while using sound judgment to surface and hand off larger opportunities to Vertical Account Managers. Discipline in qualification (MEDDICC) and crisp handoffs are critical. (HVS baseline expectations: Be Prepared, Be Accountable, Be Competent.)

Responsibilities

Inbound (Kepware & ThingWorx)

• Monitor and work the joint sales inbox continuously; triage, respond, and resolve transactional requests using shared templates and best practices. Drive cleaner inbox processes and reduce missed/dropped items.
• Qualify & route using agreed criteria (budget, authority, need, timeline). Work to completion when scope is under $20K; escalate larger opportunities to the appropriate Vertical Account Manager.
• Sniff out larger opportunities embedded in transactional asks (both KW & TWX) and hand off with clear notes, stakeholders, and next steps; partner closely with outbound HVS and Account Managers.
• Recover unsupported customers: identify licensing/support gaps, sell new licenses, and consolidate contracts to bring customers back under support, simplifying administration.
• Honor lead‑routing directives across Kepware and ThingWorx, absorbing volume where needed during interim assignments and headcount backfills.

Outbound (Kepware & ThingWorx)

• Run targeted outbound campaigns to set qualified meetings for Vertical Account Managers aligned to priority plays and whitespace (KW & TWX).
• Conduct account research & org mapping to identify economic buyers, champions, initiatives, and expansion paths; leverage enablement hubs (e.g., Vertical Velocity pages, Qlik) to inform outreach.
• Feed process improvements back to Marketing/Sales Ops on template quality, partner/territory routing, and inbox/queue hygiene.

Success Metrics

• Inbox responsiveness & SLA plus reduction in items missed/dropped; template consistency improvements.
• Inbound conversion on sub‑$20K transactional opportunities; disciplined escalation of >$20K to vertical owners.
• Support recovery & license consolidation wins (unsupported → supported; simplified contract footprints).
• Outbound productivity: qualified meetings set (KW & TWX), contact discovery accuracy, and pipeline contribution tied to plays/whitespace.
• Process quality: clean handoffs, complete notes, adherence to lead‑routing updates during interim assignments.

Core Competencies

• MEDDICC discipline and pipeline rigor; strong qualification, discovery, and next‑step planning.
• Dual‑product fluency (KW & TWX):
• Confident 30‑second value pitch and whiteboard walk‑through for Kepware connectivity and ThingWorx use cases.
• Clear articulation of packaging/entitlements, common transactional motions, and where each product fits in industrial architectures.
• Ability to interpret inventory/ARR/support reports and translate into next actions.
• High‑throughput execution across inbox, campaigns, and research with accurate, customer‑centric communication.
• Judgment & escalation: know when to work vs. route and how to package a crisp handoff.

Tools & Systems

• CRM & Analytics: Salesforce; Qlik Hub and related dashboards for account planning/whitespace.
• Sales Engagement: Salesloft and joint sales inbox workflows; standardized response templates.
• Enablement & Content: Seismic Vertical Velocity pages (industry assets for Kepware & ThingWorx), customer‑facing decks, competitive intel.
• Collaboration: Microsoft Teams for meeting recaps and lead‑routing updates.