The Solution Specialist is a senior individual contributor responsible for accelerating growth of the company's iNet as-a-service offering across North America. This role serves as a top-level seller for complex iNet opportunities, combining consultative selling, customer discovery, solution design, and commercial execution to convert strategic opportunities into scalable recurring revenue.Reporting to the director of sales, this specialist will operate as a strategic partner to regional sales teams, coaching sellers on how to position, qualify, and close iNet opportunities while directly engaging customers on high-value pursuits.This role carries broad commercial influence without direct people-management responsibility, working across a matrixed organization to build seller capability, strengthen pipeline quality, and deliver measurable subscription growth aligned to near and long-term objectives.Key Responsibilities1. iNet Growth Strategy & ExecutionDefine and execute sales strategies to expand adoption of the iNet as-a-service offering across priority accounts, verticals, and regionsLead strategic iNet pursuits from opportunity identification through close, with emphasis on recurring revenue, customer value, and long-term retentionPartner with regional sellers to identify target accounts, qualify customer needs, and build compelling business cases for iNet adoptionAlign iNet growth activity with commercial policy deployment, revenue objectives, and customer retention priorities2. Strategic Selling & Customer EngagementServe as the subject matter expert and top-level seller for iNet opportunities requiring executive engagement, complex solution configuration, or cross-functional coordinationLead consultative discovery with customers to connect safety outcomes, operational efficiency, compliance needs, and total cost of ownership to the iNet value propositionDevelop and deliver customer-facing presentations, proposals, and commercial narratives that clearly articulate the value of iNet as-a-serviceSupport negotiation strategy and deal progression for high-impact opportunities in partnership with the regional sales owner3. Regional Seller Coaching & EnablementCoach and mentor regional sellers across North America on how to sell iNet effectively, including qualification, discovery, objection handling, value messaging, and close strategyBuild scalable selling tools, talk tracks, playbooks, and best‐practice examples that improve seller confidence and consistencyConduct field coaching, deal reviews, and chance strategy sessions to improve pipeline conversion and sales executionCreate feedback loops from the field to identify gaps in seller capability, customer messaging, product positioning, and commercial process4. Pipeline Development & Revenue DisciplineDrive pipeline creation and acceleration for iNet by partnering with regional sales leaders, account executives, marketing, and customer successEstablish clear opportunity standards for iNet qualification, stage progression, value articulation, and forecast confidenceUse CRM, analytics, and leading indicators to assess pipeline quality, identify risks,



and prioritize seller support where it will create the greatest impactProvide commercial leadership with actionable insights on iNet growth performance, customer adoption trends, and barriers to scale5. Cross-Functional LeadershipPartner with Sales, Marketing, Customer Success, Product, Finance, and Operations to align iNet strategy, offering design, pricing support, customer onboarding, and retention executionAct as the voice of the field for iNet, translating customer and seller feedback into practical improvements in messaging, process, enablement, and product‐market fitInfluence decisions across a matrixed organization while maintaining strong alignment with regional sales ownership and commercial leadership priorities6. Fortive Business System (FBS) & Continuous ImprovementApply FBS principles to improve iNet sales process discipline, funnel management, standard work, and repeatable executionLead or support kaizen activity focused on improving iNet pipeline quality, proposal speed, customer onboarding handoffs, seller productivity, and close ratesEstablish operating rhythms and performance reviews tied to iNet growth metrics, accountability, and continuous improvementAct as a change agent by modeling data‐driven decision‐making, disciplined commercial execution, and customer‐centered selling behaviorsQualificationsRequired10+ years of experience in enterprise sales, solution selling, business development, or subscription/as‐a‐service commercial modelsProven track record selling complex B2B solutions and driving recurring revenue growth across a matrixed sales organizationStrong ability to coach, influence, and enable regional sellers without direct reporting authorityExcellent customer discovery, executive communication, business‐case development, and value‐selling capabilityStrong analytical and CRM‐driven approach to pipeline management, forecasting, and commercial executionPreferredExperience selling connected safety, industrial technology, SaaS, managed services, or equipment‐as‐a‐service offeringsFamiliarity with Salesforce, commercial analytics, AI‐enabled seller tools, and structured sales methodologiesExperience working across North America with regional sales teams, channel partners, and enterprise customersAbility to translate technical solution capabilities into clear executive‐level business valueMBA or equivalent advanced business experienceFortive Corporation OverviewFortive's essential technology makes the world safer and more productive. We accelerate transformation in high‐impact fields like workplace safety, build environments, and healthcare.We are a global industrial technology innovator with a startup spirit.



Our forward‐looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission‐critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.Fortive: For you, for us, for growth.About Industrial ScientificIndustrial Scientific designs and manufactures gas detection products and solutions that protect workers from hazardous conditions around the world. Since our beginnings in 1985, we have pioneered numerous technologies, including the first 3‐gas detector, 6‐gas detector, wireless gas detector, and even the first gas detector to be included on a NASA space shuttle.Today, we continue to innovate and expand our hardware and software offerings to equip the connected workers of the future. Our latest solutions make it possible to see and respond to hazards in real time, bringing us one step closer to our vision of ending death on the job by 2050.We Are an Equal Opportunity EmployerFortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at [email protected] RangeThe salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 190100 - 267900Our use of recruitment matching AI technologyWe use an AI‐powered tool, provided by Eightfold AI, Inc. in our recruitment process to help us in providing you the ability to view the most relevant jobs that are matched to your skills and experience. This AI tool also assists our recruiters in assessing and evaluating your job application. This tool is a matching model based on factors such as the skills specified in the job description and specific selection criteria our recruitment teams have configured. We do not make decisions about Applicants solely based on the results of the matching model. #J-18808-Ljbffr

📌 Senior Sales Specialist Industrial Scientific Posted 23 Minutes Ago (Ottawa)
🏢 Accruent
📍 Ottawa