About The Role
We are seeking an experienced and dynamic sales leader to drive our condition-monitoring (IoT/CBM) solutions business into heavy industries such as steel, cement, power, fertilisers, paper, large engineering plants and other heavy process/manufacturing sectors. The role will lead the full sales lifecycle — from market development, solution selling, deal closure, to partner/channel management — and will be responsible for building and scaling the business in India (and/or APAC) region.Key Responsibilities
- Develop and execute a sales strategy and go-to-market plan for our IoT-enabled condition monitoring / condition-based maintenance (CBM) solutions in target heavy-industry verticals (steel, cement, power, fertiliser, paper, heavy engineering).
- Identify, qualify and close major accounts (OEMs, large plants, EPCs, operations & maintenance service providers) for condition monitoring solutions (vibration, oil analysis, thermal imaging, IoT sensors + remote analytics + service contracts) and full lifecycle services.
- Lead and manage a sales team (direct and/or through channel/partners) covering the industrial sectors mentioned above; define quotas, drive performance, coach sales staff, monitor pipeline, and drive closure.
- Collaborate with engineering, solutions/offer-development, marketing, service teams to craft value-propositions, case-studies, ROI models, proposal decks tailored to heavy-industry applications.
- Build credibility with C-level and senior maintenance/plant operations executives in heavy industries; articulate business value (reduced downtime, increased availability, CAPEX/OPEX savings, asset-life extension) of CBM/IoT solutions.
- Negotiate contracts including licence/subscription models, hardware + software + services, recurring revenue streams.
- Develop channel/partner ecosystem (system integrators, maintenance service providers, OEM alliances) across the heavy-industry sectors.
- Monitor market trends, competitive landscape, regulatory/standards changes (heavy-industry maintenance, reliability, IoT) and feed back into product roadmap and positioning.
- Track and report on sales metrics (pipeline health, conversion rates, order backlog, ARR/MRR if applicable), forecast revenue, and hit business KPIs.
- Travel to customer sites/plants and lead technical sales discussions, demonstrations, pilot deployments and proof-of-concepts.
- Drive the adoption of digital/IoT condition-monitoring solutions (sensors, gateways, cloud analytics, dashboards) in heavy-industry settings — and ensure customer success/uptake leading to repeat business and service contracts.
Desired Candidate Profile
Experience & Background
- 10+ years of sales experience in industrial capital-equipment / services / digital solutions (preferably in condition monitoring / predictive maintenance / IoT) in heavy industries such as steel, cement, power plants, fertiliser, paper, large-scale engineering.
- Proven track record of selling to large industrial customers (plant operations, reliability/maintenance executives) in the sectors mentioned.
- Experience in solution selling (hardware + software + services), ideally with recurring revenue streams (service contracts, analytics subscriptions).
- Familiarity with condition-monitoring techniques (vibration analysis, oil & lubricant analysis, thermography, ultrasonic, motor current analysis) and IoT/analytics platforms — to effectively engage with technical buyers.
- Network of contacts in heavy-industry operations/maintenance, EPCs, OEMs servicing these sectors is a plus.
- Experience in building/managing sales teams and partner/channel ecosystems.
- Strong business acumen: able to craft ROI stories for customers (downtime cost, maintenance savings, asset life-extension) in heavy-industry settings.
- Excellent communication, negotiation, presentation skills; ability to engage at senior management/C-suite level.
- Ability and willingness to travel extensively to customer sites, plant locations, and across geographies.
Education & Skills
- Bachelor’s degree in engineering (mechanical, electrical, instrumentation) or equivalent; MBA or advanced business qualification preferred.
- Strong analytical mindset, comfortable with technical discussions yet oriented to business value.
- Familiarity with maintenance & reliability terminology, industrial IoT architectures, cloud analytics, service business models.
- Self-starter, entrepreneurial mindset, comfortable working in fast-growing business environment, able to adapt to changing technology/market dynamics.
What We Offer
- Opportunity to lead and build a strategic business in the industrial IoT / reliability space
- Competitive compensation + performance incentives
- Exposure to cutting-edge IoT / analytics / condition monitoring solutions and large-scale heavy-industry clients
- Travel & customer-facing role with high impact
- Professional growth in an innovative organisation
Skills: industrial automation,technical understanding of plc, scada, drives, robotics,negotiation,automation,ms office tools,presentation skills,b2b sales,crm software,machinery,client relationship management,sales
