Digital Applications Specialist

Building the people that build the world.

With platforms in HVAC and Detection and Measurement, SPX Technologies builds innovative solutions that enable a safer, more efficient, sustainable world.  Through our RiSE talent development framework, we Reach, Identify, Strengthen, and Engage our employees to support them in their continued development.  We’re a global company of problem solvers, collaborators, and innovators, and our businesses build solutions that impact the world. 

As part of Detection and Measurement, Radiodetection is a global leader in the design and development of equipment and software used by utility companies to install, protect, and maintain underground infrastructure networks.  Through precision and magnetic locators and ground penetrating radar, we help prevent damage to infrastructure utilities and protect lives.

How Will You Make An Impact

The Digital Applications Specialist is responsible for maximizing sales of Digital Solutions to strategic Key Accounts, Cross Regional Accounts, and Regional Accounts. This position will focus on driving the successful adoption of Digital Solutions offered by Radiodetection and our partners to the largest and most strategic accounts in our industry. These solutions include Locate Performance Management, various digital Mapping and Ticket Management programs, SDK, and integration with common platforms and programs used by our customer base. The Digital Applications Specialist (DAS) has the strategic responsibility to develop clear understanding of the objectives of multiple stakeholders within the account organizations and enable adoption of Radiodetection equipment and software in seamless manner with related software programs deployed by the account in their locate, mapping and billing workflows. Driving adoption of Radiodetection digital solutions and compatibility with the customer workflow must enable successful customer outcomes and as such, drive loyalty and share gain to Radiodetection equipment and solutions. Daily activity includes developing deep understanding of account objectives, developing relationships with multiple stakeholders within each organization, and developing action plans and metrics for ensuring achievement of all performance targets. Additionally, the DAS will help the regional and national Key Account Managers with the acquisition of new accounts by providing expertise and enabling digital solutions that enable customer desired outcomes and share gain for Radiodetection. 

The Digital Applications Specialist is the primary interface for communicating customer and Radiodetection sales team needs to Product Management and Engineering, as well as developing pathways that drive adoption and successful outcomes for our customers. Candidates must have the ability to understand customer workflows and desired outcomes and be able to provide expert guidance on solutions which improve customer outcomes. They must also constantly assess and communicate market conditions and competitive activity to the Company to ensure long term competitive considerations are shaping the Radiodetection Digital Solutions Roadmap.

Principal Duties and Responsibilities 

• Promote and sell products Digital Solutions to Key National and Region Accounts and execute against sales action plan for digital product lines, achieving defined bookings, revenue and margin targets and enabling customer success.
• Partner with Radiodetection Sales and Channel Partners team to target, recruit, generate and execute a sales plan with a focus of driving adoption of digital solutions by Radiodetection customers and prospects.
• Develop strong relationships with multiple key decision makers and influencers within each account including executive level leaders of Damage Prevention, GIS, IT, Operations and Training and Development.
• Ensure national and regional Key Account Managers are continually advancing their ability to assess customer needs and successfully adopt Radiodetection and third-party digital solutions that improve safety, efficiency, locate quality, digital map quality, ticket management and billing and related customer desired outcomes.
• Create and develop new business relationships and opportunities with existing and potential customers. Work to gain product approvals at key accounts within the assigned territory, as necessary.
• Develop business in accounts currently buying competitor products and maximize the level of enquiries from within the defined region.
• Ensure national and regional account planning results in sufficient and effective account adoption to maximize sales, achieve revenue targets, and drive share gain of Radiodetection equipment and digital solutions.
• Liaise between Customer and Technical resources for clarification on product specifications, application, and performance.
• Interface with internal sales staff to support customer technical solutions and qualification of proposals.
• Monitor market trends and competitor activity in assigned territory and take appropriate action in determining priorities and strategies.
• Provide regular and accurate forecasts of projected bookings and margins based on current order and quotation activity.
• Regular reporting and forward planning together with input into the customer database and CRM.
• Travel expectations 50%-75% with home base close to a major airport

Important Metrics include:

• Pipeline (value and volume) of customer digital solution adoption and movement of opportunities through the pipeline.
• Revenue and Order Intake by Territory, Product Line, and Growth Initiative
• Profitability by Territory or Product Line
• Sales and renewal of license agreements.

Knowledge, Skills & Abilities

We each bring something to the table, and we are looking for someone who has:

• The ability to demonstrate expertise and value to customers through the Radiodetection range of equipment and digital solutions as well as related industry solutions.
• Ability to identify, build rapport and negotiate and demonstrate expertise with Senior Executives and large accounts across multiple disciplines including Operations, IT, GIS, Damage Prevention, GIS, and Learning & Development
• Keen understanding of how to create, execute and implement a targeted growth sales plan focused on new account adoption and success.
• Understands digital solution features, functions, and benefits delivery as well as considerations for adopting multiple solutions successfully.
• Demonstrates knowledge of technical aspects of customer workflows, product application, reporting and dashboards.
• Prepared to challenge performance and critically assess Radiodetection solutions and communicate improvement ideas.
• Strong organizational and communication skills.
• Strong time management skills-able to prioritize multiple activities at one time.
• Ability to manage channel conflict and to forge strong, positive business relationships with customer personnel.
• Demonstrate teamwork abilities and persistence when dealing with customers as well as company departments.
• Demonstrates ability to negotiate and arrive at creative win/win solutions.
• Ability to be a self-starter with little supervision.

Education and Experience

• Bachelors Degree in IT field preferred (or equivalent experience)
• Five years Industry related software experience preferred
• Five years Extensive relevant experience in an external sales environment.

How we live our culture

Our culture is at the center of what we do and, more importantly, who we are.  Our core values set a standard for how we manage ourselves, and our Leadership Model sets the standard for how we engage with each other.  Whether you are an individual contributor or you lead a large team, each of us leads at SPX.  

What benefits do we offer?

We know that the well-being of our employees is integral. Our benefits include:

• Generous and flexible paid time off including paid personal time off, caregiver, parental, and volunteer leave
• Competitive health insurance plans and 401(k) match, with benefits starting day one
• Competitive and performance-based compensation packages and bonus plans
• Educational assistance, leadership development programs, and recognition programs  

Our commitment to embrace diversity to build a culture of inclusion at SPX

We value different backgrounds, experiences, and voices at SPX, and we are committed to challenging ourselves, openly communicating, and striving to improve every day.  We believe in creating an inclusive work environment where everyone has a voice and is encouraged to realize their fullest potential. 

SPX is an affirmative action and equal opportunity employer committed to making selection decisions without regard to race, color, religion, sex, sexual orientation or identity, national origin, age, disability, veteran status, or any other legally protected basis.